In this episode of the Flowing Sales podcast, Chris welcomes Larry Locke, CEO of the American Lighting Association (ALA), and Michael Weems, VP of Public Policy at ALA. They discuss the challenges and opportunities in the lighting industry, focusing on the impact of tariffs, high interest rates, and evolving technology. Larry and Michael emphasize the importance of education, policy engagement, and innovation in maintaining a competitive edge. They also explore the benefits of ALA membership for industry reps and distributors as they navigate these issues. Tune in to gain valuable insights into the current trends and future directions in the lighting sector.

In this episode of Flowing Sales, we dive deep with Chris Atwell, a sales strategist who works exclusively with manufacturing rep firms. Chris shares his unique approach to helping rep agency owners unlock massive growth by shifting their focus from working in their business to working on it.

Chris has an insider’s perspective on what it takes to succeed in this niche space, from building high-performing teams to empowering sales managers and leveraging the right technology. He breaks down why most rep firms get stuck and how his proven strategies transform those roadblocks into opportunities for explosive success.

🔑 What You’ll Learn:

-How to create a clear vision for your rep firm’s future

-Why rep firms struggle with scaling and how to overcome it

-The critical role of sales managers in driving growth

-How to implement technology and delegate effectively

-Key metrics every rep firm should focus on to stay ahead

Don’t miss Chris’s insights that could be the game-changer your rep firm needs to thrive in a competitive market.

🛠️ Ready to level up your rep firm?

Learn more from Chris Atwell at mindset-conquest.com or connect with him on LinkedIn (https://www.linkedin.com/in/chrisatwell/)

Scott Lindberg built a successful global rep salesforce from the ground up—and he’s here to share how he did it. Growing up in a family-owned manufacturer’s rep firm, Scott went on to lead Quell Corporation’s sales transformation, expanding from just two sales reps to a powerhouse team of 200 across the globe. In this episode of the Flowing Sales Podcast, he breaks down the strategies behind this impressive growth and why manufacturer reps are the key to unlocking explosive sales.

Scott dives into how to build the right partnerships, common pitfalls manufacturers face with reps, and the crucial steps to set up a successful rep network. Whether you're a rep firm or a manufacturer looking to boost your sales game, Scott's insights come straight from decades of experience in both roles.

Tune in to learn:

-Why reps are the most effective go-to-market strategy

-How Quell doubled and tripled its sales by leveraging rep partnerships

-Key tactics for hiring, training, and supporting rep firms to drive long-term revenue growth

Welcome to another insightful episode of the Flowing Sales podcast, where we dive deep into the worlds of manufacturing, sales, and entrepreneurship. Today, we're excited to have Jim Cendoma join us—a seasoned expert with an extraordinary background in the manufacturing rep space. Broadcasting straight from his garage office, Jim takes us on a journey through his decades of experience, sharing the highs and lows of building successful ventures from the ground up. Jim’s story is one of resilience, integrity, and an unyielding commitment to innovation. He began his career at Corning Glassworks but soon discovered that the corporate world wasn’t where he belonged. Driven by an entrepreneurial spirit, Jim set out on his own path, overcoming numerous challenges to establish himself as a leader in the industry. His journey is filled with invaluable lessons, from the importance of maintaining integrity in business to the necessity of implementing systems that ensure timely payments. In this episode, Jim sheds light on the unique challenges and opportunities that come with being a manufacturing rep, offering practical advice on selecting the right product lines and building strong relationships with principals. He also explores the critical balance between risk and reward in entrepreneurship, stressing that success lies in mitigating risks rather than taking unnecessary gambles. But it’s not just about business tactics. Jim’s stories are rich with humor, wisdom, and reflections on what it means to live a fulfilling life as an entrepreneur. Whether you're leading a rep firm, working in manufacturing, or considering the leap into entrepreneurship, this conversation is packed with actionable insights and thought-provoking advice. As we wrap up, Jim also gives us a glimpse into his latest ventures, including his book PEP: Profit and Extreme Performance, which encapsulates his philosophy on success through a series of engaging stories. We also learn more about his work at Sterling Innovations Group, where he mentors the next generation of entrepreneurs. Don’t miss this opportunity to learn from one of the best in the business. Tune in, take notes, and get ready to elevate your approach to entrepreneurship and sales in the manufacturing world.

Jim's Company: https://jamescendoma.com/

Jim on LinkedIn: https://www.linkedin.com/in/jimcendoma/

Jim's Book: https://www.amazon.com/PEP-Extreme-Pe...

Welcome to another episode of the Flowing Sales Podcast! Today, we are honored to have Dr. Tolbert, a distinguished expert in the manufacturing industry, join us. Dr. Tolbert shares his incredible journey and valuable insights that are essential for manufacturing sales reps and manufacturers. In this episode, we dive deep into several crucial topics: 1. Master Organizational Behavior: Insights from Dr. Tolbert: Learn about the complexities of organizational behavior and human decision-making, and how these insights can be applied in the manufacturing industry. 2. Rep Agents: The Backbone of Industrial Distribution: Discover the importance of rep agents in industrial distribution and their impact on bridging the gap between manufacturers and customers. 3. Hermeneutic AI: Enhancing AI with Human Insights: Explore how Dr. Tolbert uses hermeneutic phenomenological research to train AI, incorporating human experiences for more effective AI applications. 4. Rep Councils: Boosting Customer Engagement: Understand the power of rep and customer councils in enhancing customer engagement and driving product development. 5. Navigating Leadership Turnover: Strategies for Success: Learn strategies to manage the challenges posed by frequent leadership turnover in the manufacturing industry. 6. Overcoming Product Development Challenges: Dr. Tolbert shares his insights on overcoming the challenges in product development and ensuring successful outcomes. 7. Increase Your Firm's Survivability: Dr. Tolbert's Strategies: Discover the key factors that contribute to the survivability of organizations and the strategies to enhance organizational fitness. 8. Ethical AI Practices in Manufacturing: Understand the ethical considerations and best practices for using AI responsibly in the manufacturing industry. 9. AI-Driven Decision Making: Leveraging Data for Success: Learn how to leverage AI for advanced data analysis and decision-making processes to achieve better outcomes in manufacturing and sales. Don't miss this insightful conversation packed with valuable insights and expert knowledge. Whether you're a manufacturing sales rep, a distributor, or simply interested in the future of industrial automation, this episode is a must-watch!

Welcome back to the Flowing Sales Podcast! In this episode, we're thrilled to have Bryan Shirley with us, a seasoned consultant with over 14 years of experience and former president of MANA. Bryan shares invaluable insights on how to maximize sales performance and build strategic partnerships between manufacturers and reps. We dive into topics such as: -The disparity in perceived strategic partnerships between manufacturers and reps. -The role of communication, trust, and respect in building true strategic partnerships. -The effectiveness of rep councils in gathering market intelligence and fostering better communication. -Practical strategies such as the "Start, Stop, Continue" framework. The importance of focusing on new business opportunities to drive growth. 🔔 Don’t miss out on this game-changing episode! Like, subscribe, and hit the bell icon to stay updated with our latest content. 📞 Interested in consulting with Bryan? Visit BryanShirley.com or email him at Bryan@BryanShirley.com. #SalesSecrets #ManufacturingSales #RepCouncils #StrategicPartnerships #SalesGrowth #FlowingSalesPodcast

Welcome to the Flowing Sales Podcast! In this episode, we're thrilled to have David Gordon, principal of Channel Marketing Group, joining us to discuss the future of manufacturing sales reps. David provides an in-depth look at the "Rep of the Future" study, commissioned by the National Electrical Manufacturer Rep Association (NEMRA), and shares valuable insights into how the role of reps is evolving. Discover how the industry has changed over the past five years, influenced by factors such as the COVID-19 pandemic, advancements in technology, and shifts in market dynamics. David covers a range of topics including: The impact of succession planning and consolidation within the rep community The increasing importance of demand generation and marketing How manufacturers' expectations of reps are changing The role of technology and the need for a modern technology stack Strategies for reps to adapt and thrive in a rapidly evolving market David also shares his thoughts on the upcoming "Manufacturer of the Future" report and how it will shape the next iteration of the "Rep of the Future" study. Whether you're a manufacturer, distributor, or sales rep, this episode is packed with actionable insights and strategies to help you stay ahead of the curve. Don't miss this eye-opening discussion on the future of manufacturing sales reps. Be sure to subscribe for more industry insights and visit channelmkt.com to learn more about Channel Marketing Group's services. For more updates and to access the full reports, visit nemra.org and subscribe to Electrical Trends at electricaltrends.com.

Contact David Gordon: Website: channelmkt.com

Email: dgordon@channelmkt.com

Welcome to another episode of the Flowing Sales Podcast! Today, we're honored to have representatives from the Equipment Marketing and Distribution Association (EMDA) with us. Join us as we dive into the vital role of associations in the manufacturing rep space with guests Celeste Lindsey and Kris Yancey. Discover how EMDA supports manufacturers and rep firms, fosters global connections, and drives industry innovation. We'll explore the importance of relationships, technology trends, and effective collaboration strategies. Whether you're a rep firm, a manufacturer, or just interested in the industry, this episode offers valuable insights and actionable advice. Don't miss this chance to learn from the best in the business! Subscribe and hit the bell icon for more episodes of the Flowing Sales Podcast.