MRERF Summer 2016 Newsletter

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Why a collaborative community for me?

 As I sit in peace and quiet with birds chirping, sprinklers splashing, and the sound of distant lawnmowers; I realize how often, thanks to digital ease of access, we are removed from face to face physical access. Sure, “no man is an island” sounded philosophic when Donne wrote it in 1624, but the next line “Every man is a piece of the continent, A part of the main” is more of a call to action now than I’m sure was ever intended in the original poem.

 

A collaborative community, well thought out and relevant, well maintained and responsive ensures access and value unavailable in any other venue. MRERF is dedicated to creating that “clubhouse” environment where YOU can bring challenges or search for up-to-date ideas, or request unique perspectives without having to describe and define (one more time) exactly what multi-line, synergistic, flexible, outsourced, sales options mean. We at MRERF know . . . we at MRERF understand . . . we are the platform on which you can build your development, certification and succession plans.

 

Newsletters

Provide food for thought and a new idea or two in your busy world.

CPMR

Provides dynamic, direct access to Subject Matter Experts (SME) with multi-industry peers, committed to building
viable and successful rep businesses.

CSP

Provides focused consultative sales training within the framework of the rep business model and
the needs of your customers. Certification ensures this sales professional has invested in the value they provide.

MBP

Provides a facilitated workshop to investigate the real-time business model, benefits and
challenges manufacturers face – or may face – when engaging in the outsourced sales model.

Following is our schedule for upcoming classes.

*         Do you have questions?
Give us a call and we’ll happily answer them for you: 303-463-1801

*         Know what you want to sign up for?

       Do it now as our remaining 2016 classes are filling quickly and CPMR is only offered ONCE in 2017.

*         Click the course title link to enroll.

 

 

DATES CLASS LOCATION
9/12 – 9/15/       2016 CSP-Certified Sales Professional – Click HERE – Baltimore
9/26 – 9/28/       2016 MBP – Manufacturer’s Best Practice (NEW) – Click HERE – Orlando
10/10 – 10/13     2016 CSP-Certified Sales Professional – Click HERE – Phoenix
1/8 – 1/12/2017 CPMR – Click HERE AT&T Center – Austin
2/28 – 3/2/2017 CPSM Certified Professional Sales Manager – Denver
3/7 – 3/9/2017

 

CSP-Certified Sales Professional – Atlanta
3/20 – 3/22/2017

 

MBP – Manufacturer’s Best Practice – Atlanta
4/4 – 4/6/2017

 

CSP-Certified Sales Professional – Denver
5/22 – 5/24/2017

 

MBP – Manufacturer’s Best Practice – Denver
9/12 – 9/14/2017

 

CSP-Certified Sales Professional – Denver
9/25 – 9/27/2017 MBP – Manufacturer’s Best Practice – Kansas City, KS
10/10 – 10/12/2017 CSP-Certified Sales Professional – Chicago

 

 

HAVE YOU VISITED THE MRERF FACEBOOK PAGE?

https://www.facebook.com/MRERF/ 

HAVE YOU VISITED THE MRERF LINKED-IN PAGE?

https://www.linkedin.com/company/mrerf 

BOTH HELP YOU STAY UPDATED WITH YOUR COLLABORATIVE COMMUNITY!

 

Building the Bridges: Manufacturing to Reps to End Users

By: Liz Beerman, Executive Director, MRERF

 

The following excerpt was published by our association partner, AIM/R. (Association of Independent Manufacturers’/Representatives, Inc. (AIM/R) is an association of independent sales representatives in the plumbing, HVAC/R, kitchen/bath, waterworks, irrigation and related industries.)

 

All of us, whether manufacturer, rep, or those who service these channel business model warriors, have had to explain what the rep business model is. Cocktail party, dinner party, conference room or shipping dock–explaining the impact of creating and moving product becomes a relevant topic of conversation.
How does what I am buying get to ME?

 

It has been reported that the majority of American manufacturers move their product through the “independent, multi-line, synergistic, outsourced field selling model.” What a mouthful of words, and yet, the power and politics behind them drives and delivers over 90% of product daily from the end of the assembly line, across the miles, to a location that is only words on an invoice, to an end customer with an associated price and profit margin that will ultimately determine the success.or failure, of YOUR company.

 

Ok-so you are overworked, exceptionally tired, underpaid, not recognized for your 110% effort, and wondering why you stay with it. Where do you turn for help? Identifying, building, developing, and incentivizing the relationship between key players in this scenario is the one and only path to ensuring consistent goal attainment . without killing yourself and your team in the process.

 

Manufacturer to channel and distribution, to end user relationships, are crucial, and too often either taken for granted, or worse, see as adversarial. Start with the question of yourself, “what motivates or incentivizes YOU to buy? And from whom?” Most often it is the credible referral, certification, or personal relationship that drives your decision. Manufacturer to channel to end user is no different. So how can you implement motivation, coming and going, to increase sales?

 

Relationships are built with bridges. Lots of them; visible, strong, consistent, and easy to maneuver. Regardless of your role as manufacturer, rep firm executive, or sales rep, you are in the business of increasing revenue and decreasing cost. Period.

 

Want more actionable ideas? Click here for the full article:

http://www.aimrmembers.com/attach/AIMR_Winter_Newsletter_12.2014.pdf

 

Contact MRERF at www.mrerf.org or certify@mrerf.org and join us at our next CPMR, CSP or MBP class. We hear you, we understand, and we’re ready to help you build that next bridge!

IMPORTANT!  UPCOMING CLASSES FOR YOU

Tick Tock Tick Tock. Each moment takes away another piece of your year.

MRERF has already completed 1 CPMR program, 2 MBP classes and 2 CSP classes this winter and spring.
There remains only 1 MBP and 2 CSP classes for you this year, and CPMR falls in right after the Holidays in January, 2017!

Don’t wait. DO ENROLL AND INVEST IN YOURSELF NOW!
Invest in yourself. Invest in the succession planning of your firm, Invest in success.
CSP (Certified Sales Professional) 2016 – Multiple Dates
September 13-16 Baltimore, MD
Arrive:    September 12
Depart:  September 16 after your individual verbal review
October 11-14 Phoenix, AZ
Arrive:    October 10
Depart:  October 14 after your individual verbal review

CLICK HERE TO ENROLL for CSP OR GIVE US A CALL AT THE OFFICE – 303-463-1801

 

 

MBP (Manufacturers’ Best Practices) 2016
September 27-28, 2016   Orlando, FL
Arrive:  September 26
Depart:  September 28 evening

CLICK HERE TO ENROLL for MBP OR GIVE US A CALL AT THE OFFICE – 303-463-1801

 

 

 

CPMR (Certified Professional Manufacturers’ Rep)
January 9-13, 2017, AT&T Conference Center, Austin, TX
Arrive:    Sunday, January 8, 2017
Depart:   Friday evening, January 13

Have you seen the CPMR 2016 video?  It’s only a little over 3 minutes long and well worth your time.
CLICK HERE TO VIEW THE CPMR VIDEO.

If you haven’t had a chance to join us at CPMR in the past or have deferred your enrollment because of business demands, now is the time to invest in yourself and DO IT.

CLICK HERE TO ENROLL for CPMR OR GIVE US A CALL AT THE OFFICE 303-463-1801

Copyrighted 2016 IPA / MRERF. All Rights Reserved.
mrerf.org, certify@mrerf.org or call us at 303-463-1801

 

An open letter from Liz Beerman, Executive Director to the MRERF Community.

How are you handling the monumental roadblocks and barricades facing us in business today? How are you impacting both your top and bottom lines?

For most of us, this isn’t our “first rodeo” and we have never seen the likes of an election cycle, world turmoil, weather disasters, and business anomalies, that fill our evening news. There isn’t a newscaster or pollster out there who doesn’t continue to ride the sensationalist waves that cause us to question our world, our nation, our industries and their leaders, our communities, and those who will be taking over the legacies that we leave.

I will contend that having an active, dynamic, collaborative community is our best defense when we feel that the horizon is getting increasingly more ominous.

The Manufacturers’ Representatives Educational Research Foundation was established on just such a premise. Sometimes however, the conversation today pits those who support our collective institutions built on mutual industry challenges, shared creativity and resources AGAINST those who insist that individuality and entitlements are the only path to growth and wealth.

Who are you leaning on and learning from today? MRERF and our industry partners continue to stand ready to work with you, support industry endeavors, and create resources that will bring you value and increase your profitability.

So what has MRERF done for you lately?

MRERF/IPA – First Half, 2016

1. To uncover what our associations and their memberships are asking for,

  • We have sent a survey to Manufacturers through the generous participation of our partners:
    MANA, NEMRA, AIM/R, PTRA, MAFSI, and ERA.
  • Objective: What are the challenges facing manufacturers today?
  • Results will be made available in our July newsletter
  • Analysis of the results will guide updates to current MRERF classes and creation of new classes

If you are a manufacturer, would YOU like to take the survey? Here is the link to copy and paste in your browser: http://goo.gl/forms/VynjFaZBuc
2. A second survey is slated for June and will focus on commission structures and challenges from                the rep perspective. Thank you to Charley Cohon, CPMR, MANA, CEO and President for                              conversations that initiated this extremely timely event.

3. Class Updates are in full force across the board.

  • CPMR (Certified Professional Manufacturers’ Reps)
    The objective and value of CPMR continues to focus on enabling rep firms to develop strong, viable businesses, and succession planning in the midst of the 21st century economic and global manufacturing, distribution and sales challenges.
  • CSP (Certified Sales Professional)
    While it continues to attract a wide audience from a multitude of industries, CSP is due for a “cosmetic” upgrade based on the introduction of a case study that would increase student ability to apply the course tools.
  • MBP (Manufacturers’ Best Practices)
    • Focus on uncovering and implementing best practices in using the rep sales model, regardless of industry
    • Allow manufacturers who are either new to the rep business model or are considering engaging with reps, an opportunity to better understand the business pattern and expectations.
    • The updated class is scheduled for introduction in the Fall, 2016 in Orlando. We invite Manufacturers to join us! Here is the link: https://mrerf.org/certifications-and-training/crsm/

4. New Classes

  • CPSM. (Certified Professional Sales Manager)
    Objective is a certification class focused specifically on sales management; both manufacturers and rep firms, in the rep business model. This class will rely on information uncovered from a variety of sources and interviews already conducted as well as analysis of the Manufacturers’ Survey.
  • Inside Sales Online Training. We have been asked by numerous associations to consider creating an online, “cafeteria style”, inside sales focused online program. These modules would be delivered in individual 1 hour sessions.

The idea in the works, is to cover a wide breadth of topics enabling managers and inside sales people to pick and choose the classes they want and need, based on individual current and developing skill sets

 

 

 

 

 

I want to hear from YOU

Please consider this a personal invitation to contact me and let me know how MRERF is working for you OR what you need from MRERF going forward.  We are only as good together as we are in collaboration with each other in our community.

Do take a moment and ask me a question, share a story about MRERF, or let me know what is going on in your industry that we could help with.  I look forward to hearing from you.

Liz Beerman, Executive Director IPA/MRERF

liz@mrerf.org

IPA (Institute for Professional Advancement) takes the task of collecting and assessing cutting edge research in our field, very seriously.  Our member associations depend on us to be a viable resource from which they can gain information to help direct them in their strategic direction going forward.

MRERF, as the creative energy behind IPA, uses the research to update classes, add new activities within current classes and deliver value to the field through the addition of new classes, certifications, association panel participation, presentations, and media specific to graduates defined interests and requests.