Day two of CPMR Week is packed with fabulous content. The Manufacturer’s Best Practices session began with Mary Repetto, CSP. They are discussing how to build and strengthen their networks of independent manufacturers representatives.
Every industry can utilize reps as a cost effective way to get products to market. In the current session of MBP we have Cooper Atkins, Gaylord Industries, Intel, KNIPEX Tools, Motion Technology, ORACLE Lighting, Samson Corp., and Tyco Thermal Controls. And most of them are here with colleagues, or they have had colleagues attend earlier MBP sessions. These manufacturers want to be the best and use the best reps to provide the best solutions. The information is guaranteed.
In CPMR 301, the reps are learning more about social media from Don Lafferty. The power of social media can work well for reps. When reps use social media, they have a much larger reach than before.
CPMR 201 is with Scott Lindberg from ASI discussing what reps need to know about manufacturers. Understanding the needs and motivation of factories helps reps better serve their principals.
The newbies to CPMR, in 101 are with John Boquist and discussing ways to increase shareholder value. This is a session that my family’s rep firm saved $500,000 based on what we learned in his sessions back in the 90s.
You will find ideas and value for business in our programs...whether MBP, CPMR or CSP, or we will refund your tuition.
What a fantastic start to CPMR week in Indianapolis!
Reps and manufacturers are both in business to make money. The relationship is meant to be mutually beneficial. If it isn’t one of them will be leaving. It is a simple eventuality. Money talks, you-know-what walks.
Here is a list from ERA (Electronic Representatives Association) that gives a nice profile of the perfect regional sales manager. This is not a complete list by any means, but it is a darn good start.
* Knows the factory and helps the rep get things done...is the rep's eyes, ears and voice at the factory * Is not afraid of management...tells management "the way it is"...brings reality to the factory *Communicates openly and frankly with the rep...tells the rep "the way it is" *Respects the rep's time (re: reports, visits, teleconferences, etc) *Understands that commission is the rep's paycheck * Makes territory/customer visits with an eye toward moving the pebble forward, not just shaking hands and slapping backs * Responds in a timely manner * Follows up * Knows more about the product and applications than the rep does * Spends most of their time helping the rep "get things done" at the factory or on behalf of the customers, not reviewing history and reports * Shares wins and success stories with the rep * Helps the rep with ideas, solution and leadership as opposed to "The numbers are bad! Fit it!" * Shares credit with the rep for success * Is honest and shares blame, where appropriate, with the rep * Is a real manager and leader, not a supervisor and/or babysitter *Communicates factory activities in the territory that did not include the rep * Regularly updates the rep on factory happenings, personnel, policies, product strategy, etc *Does not block the rep from having relationships/exposure "up the ladder" at the factory
I would love to hear from manufacturers as to the perfect rep firm. Comment on this blog post if you have thoughts.
If you are a manufacturer wanting to strengthen your rep network and increase sales, click here.
If you are a rep wanting to improve your firm and create better principal relationships, click here.
I guarantee that you will be glad you did. Enroll in our programs and you will find value and ideas for business…or we will refund your tuition!
CPMR and CSP are extremely well run and taught by highly skilled instructors that bring real world experience into the classroom. CPMR provides the platform and skills needed to run and manage a rep agency (line profitability, personnel management, technology, tax concerns, and benefit issues to name a few). CSP provides a proven road map through the sales process that allows me to be successful in the selling end of my business. Sales is simple, but not easy! Each certification provides me with critical skills needed to run and work in a successful Manufacturers Rep agency. Dave Dasson, CPMR, CSP - Net Sales(2008)
CPMR has provided me a more global understanding of the Rep business. I am able to focus on the important aspects of our business and make more informed decisions. Adding the CSP designation brought structure to what we do as a Rep firm. I have 8 others in the company that are CSP designees and I am also able to help them identify solutions utilizing their education. Dual certification in today’s business environment is of tremendous value. Kevin Adams, CPMR, CSP - Shaffer & Nelson (2008)
Mike Elovitz, CPMR, CSP -Elotek Sales(2011) If you want to take Mike up on his offer to talk, click here to type in his name. All his contact info will be displayed.
The program was very effective in causing me to change the way I sell. I am more efficient, organized and a better manager of my time since applying the principles I learned from the course. I am no longer a slave to email. I highly recommend CSP to all my co-workers. David Elovitz, CPMR, CSP - Elotek Sales(2011)
One of my principals was impressed with the questioning and listening methods employed by my salesperson on a joint sales call. I attribute these skills to CSP and commend my salesperson for utilizing them. Mike Long CPMR, CSP - MLA Sales
The certification program has been one of the best things that I have done for my sales career. It has been very beneficial and helps me work towards achieving my goals. I have recommended the program to all of the sales professionals I know, whether they are relatively new to sales or have been in the sales profession for years. Scott Catanzarite, CPMR CSP – Group 4 Retail Equipment (2007)
Manufacturer's Best Practices for Working with Reps
Testimonials from manufacturers that have attended MBP have this to say:
"Very applicable and high value. The timing is perfect for us. We have added reps over the past year and the info picked up at MBP will help us take the relationship to the next level."
"As a new manager in my organization, I am leaving MBP with numerous tools to help me manage more effectively."
"I took away ideas that I will immediately implement. The MBP course will help my thought process as to how I view my reps and how to manage, coach and motivate them." [click here for more testimonials]
In addition to the education, there is equal value in 'cross pollination' that occurs when you meet folks from other industries that face your same issues.
MANUFACTURER'S BEST PRACTICES MAY 22-23, 2012 (ARRIVE MAY 21)
Manufacturers gather for the Best Practices program and leave with good ideas to improve their relationships with their reps. Description of May 2012 Manufacturer's Best Practices program and application here (PDF) Logistics and costs... Location: Indiana University Purdue University Indianapolis (IUPUI) Housing: University Place Hotel and Conference Center (850 W. Michigan St.) Phone:317.269.9000 Room rate:$110 (includes in-room internet) Rate available until April 20 MBP tuition: $1,175 (includes lunch both days) Arrive: Monday night May 21 Program times:Tuesday - Registration 7:45am; Class 8am-5pm; Wednesday - Class 8am-5pm Click here to ENROLL in Manufacturer's Best Practices May 22-23, 2012 (scroll down in drop box). Click here for HOTEL reservations
You can also learn more about our rep education program by observing some of our Certified Professional Manufacturers Representative (CPMR) sessions. CPMR is for owners and managers of rep firms who are in business for the long haul. Essentially an applied MBA for the rep business, it is held at IUPUI in May alongside MBP. Three annual, five-day sessions provide content, contacts and context that helps reps improve their firms. Click here to see why principals appreciate CPMR.
Three years of study and incremental change result in a stronger rep firm and better representation.
Manufacturers can also benefit with the Certified Sales Professional (CSP) program. It has the fastest ROI and is good for anyone in sales, regardless of their place in the sales channel. See what participants say. CSP is offered multiple times in locations across the country, in 2012 CSP will be in Denver (Sept. 11-14) and Indianapolis (Oct. 2-5). Private sessions are also available. Click here for CSP application.
Combined with the consultative selling process taught and the interactive nature of the program, participants come away as more effective, productive and profitable salespeople. Using tools from the program, one attendee paid for their class and time away with a single orderwithin two weeks of earning their CSP designation.
CSP stands on its own merits for anyone in sales. The combined power of CPMR and CSP are unbeatable in the rep industry.
You will find value in the programs, or MRERF will refund your tuition. How often do you get that kind of offer?
MRERF is the Manufacturers' Representatives Educational Research Foundation is a charitable education Foundation. MRERF provides third party certification which is objective and based on a common body of knowledge. Additionally, each designation has a Code of Ethics that each participant agrees to maintain. The commitment to maintaining CPMR or CSP certification keeps graduates on a path of ongoing professional development.
Did you know there is a national network of government-sponsored manufacturing assistance centers dedicated to improving the global competitiveness of U.S. manufacturing?
The U.S. Department of Commerce’s Hollings Manufacturing Extension Partnership (MEP) is comprised of 55 public/private partnership organizations across the country to assist small to medium sized manufacturing companies with continuous improvement, quality, and innovation efforts. Each of these MEP Centers helps small and mid-sized U.S. manufacturers create and retain jobs, increase profits, and save time and money.
How do they do this? MEP centers encourage the strength and competitiveness of manufacturers through on-site technical assistance and support, collaboration-focused industry programs, and leveraging government, university and economic development partnerships. At the core of each MEP center is their ability to connect manufacturers with industry resources from their respective state or region.
MEP client LaVonda Jeffries, President of Intrex Aerospace, said, “MEP can walk into a manufacturing company, sit down with management, assess the critical needs of the company, and help craft a comprehensive solution with the necessary resources to truly impact a manufacturing operation.” On-site assistance coupled with strong industry ties helps create innovative processes and products for dynamic business and industry growth.
The economic impact MEP has made around the country emphasizes its value. The Colorado Association for Manufacturing and Technology (CAMT), the MEP center based in Colorado, reported nearly $35M in economic impact in 2011 with clients self-reporting an increase of sales of $19.2M, retained sales of $13.8M and cost savings of $9M. This economic impact translates into an impressive return on federal investment: for every one dollar of federal funding, the MEP generates $32M in new sales growth. Annually, MEP has created $3.6B in new sales, and for every $1,570 of federal investment, MEP has created or retained one manufacturing job.
“We’ve been doing things the same way for 30 years, and we still had the same type of defects and hold-ups we had 30 years ago. It was time to increase our efficiency and quality, and MEP helped us do it,” said Kellen Squires, Process Control Manager of Northwest Pipe Company. If you work with manufacturers who need help revamping their processes like Northwest Pipe Company did, have them contact their local MEP Center. To find the MEP Center in your area, click here.
To read about how companies across the country are engaging with MEP centers, click here.
Here is the scoop! It is a long read, but well worth the time.
On Monday, we visited the new venue of IUPUI in Indianapolis and we are utterly enthralled!
Indianapolis is easily reached with a flight on Southwest, or within a day’s drive for many of our participants. And the hotel is a quick ride from the airport and just a mile from the happenin’ downtown of Indianapolis.
University Place is an Internationally Accredited Conference Center and has achieved the AAA 4-Diamond Award since 2006. The hotel is connected to the conference center by corridors on the first and second floors. All CPMR classes will be held on the 2nd level. The lovely grass-filled quad can be a shortcut to class or a refreshing space for a coffee break. Each classroom will have its own break station all day. Lunch is included in your CPMR tuition and will be held in Scholars Hall which allows CPMR 101, 201 and 301 candidates to intermingle and continue to network at lunch.
In the evening, a nice walk, or an easy shuttle ride takes you to a fine dining at St. Elmo, or more casual fare at Steak ‘n Shake in downtown Indy. Then, it is time to study! Inside the hotel there are many comfy clusters of chairs and couches, ideal for study teams. We have also reserved some study rooms with tables and chairs for your study team to call home.
If your study team wants to eat in the hotel and hit the books earlier, there is a sports bar called Our Den and a restaurant called Chancellor’s. Room service is also available and even reasonably priced (ie. breakfast for just $11 [plus tax, gratuity, yadda yadda] you can have Farmers Omelet with potatoes, toast, coffee/tea or Griddle Cakes with meat and coffee/tea ).
Handcrafted coffee drinks are available at Artisan’s Boutique inside the hotel starting at 6am. If you want to get out of the hotel, there is a Barnes and Noble Café directly across the street.
For your physical fitness, there is a fitness center on-site. On the 9th floor, 14 people can work out at once. The University’s pool is also available to hotel guests for just $3 per day. If you need a more complete exercise alternative, the 65,000 square foot National Institute for Fitness and Sport (NIFS) is literally just around the corner. You won’t even break a sweat getting there!
For CPMR candidates that choose to drive, there is valet parking for $24 per day, or self-parking for $12 in the covered garage.
In May, the quad between hotel and conference center will be lush and green. The CPMR curriculum will be challenging. You will be glad you are there. And we will be ever-so-pleased to see you!
We have all heard of Agricultural Extensions even if we do not partake of their expertise for our garden or farm. Did you know there is another Extension? It is called “Manufacturing Extension Partnership”, aka MEP. As reps, we all have a garden of manufacturers that need various degrees of tending. MEPs are a fabulous resource.
These extensions are part of the Department of Commerce and they work under NIST. Their mission is to help manufacturers do things BETTER, FASTER, CHEAPER. Wow! Everyone wants that, right? MEPs are 501(c)3 organizations. There is at least one in every state in the USA. All MEPs have the same core set of competencies, and each location offers a unique set of ‘other services’.
Services from MEPs come with a price tag. MEP offices are also aware of grants that are available to offset some of the cost. The ROI associated with MEP efforts are measurable. Unlike other process analysis consultants, MEPs are accountable to the US Taxpayers and report the dollars saved, investments made, and jobs saved or created by the projects they work on. The public/private
Because of the unique nature of MEPs, please tell them that you learned about them from MRERF a 501(c)3 organization that promotes the rep function. CPMR, CSP and MBP offered by MRERF are complementary programs to MEP services.
Introduce your principals to the MEP concept and make the connection with their local office. You will become a hero! (superhero cape may cost extra)
All industries have their jargon. And to outsiders it seems oh-so-foreign. However, once we translate it to terms we can all understand, we find common ground. We see how their knowledge can benefit our organization. The same is true for veterans. Once we understand what their military experience means, we can better appreciate how those skills will work in our environment. Military experience is significantly different from the civilian world. Those experiences are worthy of respect and consideration.
An honorably discharged veteran has likely progressed through the ranks as an active duty officer. This person is highly trainable and responsible. With each promotion in rank, comes an increase in responsibilities. A veteran may be young, and they likely have more experience than an older, non-veteran candidate and can add value to your team.
If they designed and taught curriculum in process analysis and improvement, strategic planning, and statistical process control this translates to intelligence, leadership and teaching ability. This veteran can help streamline your processes, find waste, reduce costs, and increase profits. Do you want these things for your company? This veteran can help develop strategic plans, including goals, objectives and performance measures. Without benchmarks like these, we neither know where we have been, nor where we are going.
Managing dozens of worldwide locations for operational readiness and rotational assignments shows attention to detail and ability to coordinate multiple offices. Add to it the volume of 6,000 air terminal personnel and $300million in equipment and you have someone with “Manager” written all over them. Not only can they work with distributed teams (branch offices), they communicate with staff, organize transportation, and control inventory and budgets. Are these skills you can use?
If a veteran has reduced air transportation costs by $700,000 by coordinating in-country assets for humanitarian relief, they can save your company money, too. Coordination and oversight go a long way. Let a veteran help move your firm forward. Use their logistics skills to your benefit!
Obvious cost savings can be seen if a vet improved cargo and passenger processing times by 50% by re-engineering deployment processes. What would you do with that kind of cost cutting? And if your team was as quick thinking and acting as a veteran that deployed 74 tons of cargo and 92 personnel to the Middle East in less than 24 hours during a crisis, what could you accomplish?
Yes, there will be challenges. And if you open your employment processes to veterans, you will be glad you did. You will reap rewards.
(If you did not find this blog post via twitter, click here for more info)
CPMR 401 will have new and exciting programming for the alumni program.
Two years ago, we introduced Business Ethics with perennial favorite, Marianne Jennings. The session has been so well received in CPMR 101 that graduates will be glad they came to CPMR 401.
Social media is everywhere. It is overwhelming. And it can be powerful… if you know how to harness it. Don Lafferty was a rep in his previous life and he will help reps understand how to use social media to create Relationships in the 21st Century.
In 2011, Nancye Combs made her CPMR debut as a Human Resources consultant. Few rep firms are aware of the liabilities they are exposed to without HR Best Practices. Nancye’s session received high marks!
The last session of CPMR 401 will be Negotiating with Mary Repetto, CSP. Mary is one of our superlative CSP instructors and has expertise in sales, project management and business analysis. Reps negotiate every day, it is time that we up our game!
When you attend CPMR 401 you will also be able to experience our new CPMR venue at IUPUI in Indianapolis, IN. You are welcome to audit CPMR sessions outside of CPMR for $100 per session.
CPMR 401 begins at 1pm on Tuesday, May 22 and ends at 1pm on Thursday May 24, 2012. Cost is $495 for the program. Lodging is $110 per night (parking is $12/night). Whether you take a plane, train or automobile, be sure you get to Indianapolis, IN! Click here to enroll.
CPMR Week 2012 looks to be terrific! Prepare to take notes! And then implement!
Make your reservations early! You will be glad you did!
CPMR graduates are independent manufacturers representatives that are leaders in their industries. They have taken the time and expense to invest in themselves and earn the designation: Certified Professional Manufacturers Representative.
Graduates of the Certified Sales Professional (CSP) program are salespeople who are also leaders. The combined power of the two together are useful and rare.
There are millions of sales people in the United States. There are tens of thousands of manufacturers reps. Of the 1,009 active CPMR graduates, only 50 of them hold both CPMR and CSP designations.
In the 2012 the CPMR 301 class has eight CSP graduates. Upon successful completion of CPMR 301, they will become double designees: CPMR CSP graduates. That is a 16% increase!
Progress is sometimes slow, but this movement is gaining speed. And it is a progression that will earn more money for you, your firm and your manufacturers.
Cold calling is not fun for anyone. Not for the salesperson. Not for the would-be customer who sees an uninvited person come in the front door.
How do we avoid the cold shoulder on cold calls? Warm them up! Use the internet to research your prospect. Make a virtual connection on Linked In. You can either introduce yourself or find a person in your network to introduce you. Having a referral makes it easier to get past the gatekeeper, whether that is voice mail or a receptionist.
Remember that even if you leave a message, having a referral is helpful. Did you know that the average salesperson gives up after three phone calls? Did you know that the average customer is just beginning to think about the product/service by that time?
If you stop following up, you are making the decision not to buy on behalf of your customer. Every time you talk to them, ask them if you can follow up again. If they say yes, great! If they say no, great! Then you can get to calling the next person who will say yes.
In the rep world, we talk about emotional favorites... mostly in terms of principals, but emotional favorites exist on multiple levels.
I must admit that ERA is an emotional favorite. I literally grew up in ERA. In the ‘early days’ there we conferences every other year that were off-shore so I was frequently allowed to tag along. Hawaii, London, Bermuda, Acapulco. Good times were had even when they were local. Disney World, Monterey, and this week, Chicago.
What a terrific group of people! THAT is a fact that remains consistent across rep groups. They are good people. Smart. Fun. Driven.
I am fortunate to have ERA in my DNA and to be inspired by their conferences. Thank you, ERA!
Coworking is sharing an environment, but not a shared employer, finding synergies with strangers, creating opportunities and connections. You can participate in a Coworking Visa and find locations wherever your sales take you! Denver, Seattle, Des Moines, Chicago, Miami, Oklahoma, or a city near you!
Coworking offers connections more than fast wi-fi. Sitting @CreativeDensity in Denver, I made connections with @theVar who has brilliant ideas about online community management. Also met a web host that will help me look at options for our site. Find a coworking site and start making those connections!
This article from Knowledge@Wharton says that less than half (much less) of companies do performance reviews well. Daniel Pink talks about millenial workers that face a "feedback desert" which goes against the ways they live their lives. Millenials have frequent feedback from their social network and families but not from their bosses. Pink goes on to describe reviews as the corporate version of Kabuki Theater. Rypple is a Tornto based company that has a product to help share timely feedback in a social networking style. Even better...positive comments are shared publicly, negative comments are kept private. It even has to-do lists and goals. Interesting!
Other intriguing ideas in the article: -Peer given bonus of $50 to recognize good work immediately -PREviews instead of REviews so there is still time for good results -Employees know about defects but lack of trust with management results in failure to report
Can you use QR codes in an email campaign? Sure! It is great when your prospect can put your information in their pocket. Read this article by reading this QR with your smartphone.
CPMR IS MOVING TO INDIANAPOLIS AND TO THE MONTH OF MAY
Beginning in 2012, the new date for CPMR will be May 20-25, 2012, as for the location, we will be at Indiana University/Purdue University-Indianapolis (IUPUI). Wait there is more! Class will now start on MONDAY and the exam is on FRIDAY. If you missed the earlier announcement, here is the link to all the details. Click here for more details.
OTHER PROFESSIONAL DEVELOPMENT OPPORTUNITIES:
ONLINE SESSION
Time is running out to sign up for the Art of Influencing Buying Decisions Monday, June 13 9am (Mountain) - What are the influences that are affecting your customers today - The changing world of selling – how are you adapting? - 5 Common Human Factors and how we can use these to influence our customers - Compliance tactics – what are they and how can we apply them to our sales processes? - Provide value – remind your customers what you have done for them lately Click here to enroll $35 for 1 hour of continuing ed and many tools to increase your influence skills MANUFACTURER'S BEST PRACTICES
(share this email with your principals, or send us their mailing address and we will mail a postcard) August 8-9, 2011 in Chicago Click here for details Click here to enroll
THE EVER-CHANGING CUSTOMER
How have your customer demographics changed in the last few years? Does your company reflect those changes? Why or why not? Texanna Reeves, VP of Diversityat Sodexho says that it is important to undestand the needs of your clients. She also says that your clients may say something out loud, or they may say something by slipping away. You always want to be relevant and that relevance goes beyond the products and solutions you provide.
What doesthe new work placelook like? Are there more women or people of color at your customers? Are there more women or people of color in your firm? Did you know that some clients have requirement about working with diverse vendors that have ahigh commitment to diversity and inclusion? You can make diversity a differentiator.
You have already invested in yourself with professional development. Make your firm stand out even more by building a diverse sales force! Join CPMR on Linked In - Or log in and search groups for CPMR. Ask your colleagues questions, find out trends without leaving the office, or get out of the office and set up coffee for local CPMRs. Social media is what you make of it!
CSP is worth the time...whether you are taking it for the first time, or coming back for review...24 hours of continuing ed and you get a toolbox full of sharpened skills!!
Ladies and gentlemen! Start your engines and mark your calendars!
CPMR and CSP Headquarters is pleased to announce that CPMR is moving…both on the calendar and on the map.
Beginning in 2012, the new date for CPMR will be May 20-25, 2012, as for the location, we will be at Indiana University/Purdue University-Indianapolis (IUPUI).
CPMR arrival day is Sunday, May 20 with class beginning on Monday, May 21. The exam is on Friday morning, May 25. After your week of study and professional development, stay to play. Fill the weekend with Indianapolis 500 activities (tickets not included in CPMR tuition). If the Indy 500 does not thrill you, get lost at the zoo or museums featuring toys, art, civil war, or Kurt Vonnegut. Indy has something for everyone! Bring the family in!
IUPUI brings many benefits at a time when ASU can no longer accommodate our program. IUPUI has two full-service restaurants onsite, on-campus housing, extensive experience with executive education programs, and great restaurants a short cab ride away (or use the roving shuttle).
To celebrate this change, we will invite CPMR graduates to join us for CPMR 401 (click here to enroll). Combining the newly introduced sessions and the new locale, it will be a “Be there or be square” occasion!
We welcome this development and we look forward to welcoming you at IUPUI in May 2012.
In late January, ASU informed us that their 2012 spring semester will begin January 5, squeezing out CPMR. This situation afforded us the opportunity to improve the program on several levels. An ambitious committee went to work whittling away at the list of 32 possible locations down to seven, then three and finally IUPUI rose to the top.
10. Lunch and in-class power for your laptop are included in tuition! 9. Average temperature in May is 73.5F! 8. All CPMR candidates can walk to class! 7. Road Trip!! Centrally located in Indy, it is time to break out the GPS! Recalculating... 6. Line Profitability Analysis is not learned by osmosis! 5. Hotel rate for 2012 is $110 per night, including Wi-Fi! (parking extra) 4. You have always wanted to do a half marathon (or 5K) in Indianapolis! 3. David Letterman was born in Indy on April 12, 1947! 2. How else can you justify a trip to Indianapolis just in time for the 2012 Indy 500? 1. You want to confirm your place as an industry leader!
Thanks go to Dan McQuiston CSP; Bob Garrett CPMR; John Sandifer CPMR; Carl Mathis CPMR; and Steve Grossman CPMR for putting their time and energies into finding a venue that matches the needs of CPMR and its students.
We appreciate your feedback on CPMR and always strive to improve the program based on comments submitted. Recent comments and suggestions will be addressed with the move to IUPUI:
All participants can to walk to class
Participants staying in same facility allows for more networking
Lunch included in program
Better food available for lunch
Start the program on Monday
Power for laptops in classrooms
Wi-fi availability in classrooms
Lower hotel rates
If you are a returning student to CPMR, we will be sending out confirmation paperwork in June. Please contact our office with other questions.
Denver CO 80224 
