If a person can articulate reasons for doing the desired behavior, you are steering him toward the desired outcome because people believe their own reasons more strongly than the motives of others.

As you read this human-interest story, you will quickly note the passion that the leadership of Marshall-Rodeno Associated (MRA) and the people who work there have and have had for many years.

Distribution is a competitive business with thin operating margins. The difference of a few percentage points on a product can make the difference between a sale and losing a sale.

A manufacturer’s salesforce can take many forms — internal sales, external sales or partner with a manufacturer’s rep firm to represent the company and its brand.  A manufacturer’s representative is an integral part of the industry channel and  an extension of the brands it represents. 

We asked Rick Root, principal at Bailey Sales & Associates and the current AIM/R president, to discuss the industry, and how AIM/R continues to be the go-to resource for rep excellence. 

Creating an environment for employees to prosper personally and financially enables businesses to flourish. And reducing barriers to opportunity enhances a company’s growth, as investing in your employees inevitably increases productivity and, ultimately, your bottom line. 

After taking a dip in 2018, spending in the U.S. power industry for pipe, valves and fittings is forecast to continue to rise through 2020, as project activity in various sectors increases.

We recently returned from this year’s Southern Wholesaler’s Association (SWA) meeting held on Amelia Island in Florida. As always, the SWA meeting was well-attended and included an excellent program with many opportunities for business, social and family activities.

The expansion is expected to be completed by the end of the year, increasing the building's size from its current 60,000 square feet to 128,000 square feet. 

By improving your planning and scheduling methods, costly waste can be greatly reduced or eliminated entirely.