Editorial...in the field

Agency Sales,  Nov 2002  by Miller, Joe

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The results of our recent profile survey can be found on page 6 and may be helpful to you in benchmarking your agency against the "average" MANA member.

The problem with averages, of course, is they mask the unique ways in which individual members compete and succeed in today's competitive environment. We try to feature some of those coping strategies in articles about member agents in these pages throughout the year. We also publish Research Bulletins and Special Reports that suggest ways that agents can be more effective in their businesses.

MANA is made up of over 4,600 agencies, all of which have unique approaches to the market and to life. I know a number of MANA members who own one-person agencies, work 70-hour weeks and earn over $250,000 per year. Other owners of small agencies may take only $50,000 per year out of their businesses, but have a quality of life that many of us would envy. Other agencies have dozens of employees, and while the owner may earn substantially below the average MANA member, he or she believes they are building a business that will be saleable at retirement and that will provide a substantial post-career annuity.

What's the point? We are all individuals and have different reasons for belonging to our organization. The surveys we compile tell us that the "average" member values most our matchmaking capabilities; our educational programs; the way we promote the profession to manufacturers, academia, government and the public; and our legislative efforts on their behalf. But there are many other reasons that people belong.

Is there one benefit that all members of our community of interest value? Yes, we all value the opportunity to succeed in business for ourselves. Regardless of our personal goals and aspirations, we are all grateful to be free to "make it" on our own. I believe that the main reason to belong to MANA is to be a part of and give back to this profession.

I hope you agree!

Joe Miller is MANA's president/CEO. He has over 30 years of manufacturing and sales agency management experience, including general management experience with divisions of Fortune 500 companies as well as ownership of a successful sales agency selling process equipment and piping systems to energy-related markets. Joe most enjoys counseling with MANA members, agents and manufacturers alike, on the diverse challenges they face in today's market.

Copyright Manufacturers' Agents National Association Nov 2002
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