One area in which manufacturers' agents may find a weakness is their skill level in negotiating contracts with principals. It's something they don't do that often and there are few resources they can use to learn how to effectively negotiate contracts that are mutually beneficial to them and their principals. Because the current trend is for more manufacturers to switch to manufacturers' agents, thus increasing demand for agents, manufacturers' agents no longer need to blindly accept the contracts sent to them by principals.

Taking into account the fact that manufacturers' agents are busy people and time is one of their most important resources, the Manufacturers' Agents National Association (MANA), Laguna Hills, Calif., is announcing a new series of four-hour seminars on contract negotiations. This program will be offered in 19 cities throughout the United States as well as in Canada. Taught by MANA senior staff members, these seminars help attendees learn:

  • •how to negotiate shared territory development costs with new principals;

  • how to get manufacturers to agree to longer post-termination commission clauses;

  • how to always recover the dollars you invest in a new, i.e., missionary line;

  • how to defend your commission with existing principals; and

  • how to get long-term compensation in return for contract concessions.

This interactive program will include negotiation demo sessions, role playing and practice opportunities to allow attendees to develop negotiating skills. Part of the seminar will also include a session on alternative forms of compensation.

For more information on dates and locations, or to register, contact Linda McKee at (877) 626-2776.

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