Without Customer Trust Nothing Else Matters

I recently read a spot-on article about Trust in the excellent monthly MANA magazine (largest Sales Rep Asn. In country). It was written by John Graham, and I wanted to share. I’ve always believed the first move in starting a new venture is to build Trust. Trust attracts and keeps Quality employees and encourages customers […] Read more »

Professional Review of Bootstrapping 101

 OnlineBookClub.org review of  4 out of 4 stars Pursuing dreams of becoming an entrepreneur is something that most people are shifting towards doing nowadays. Who can blame them? The benefits of starting up your own business are countless and make entrepreneurship mouth-watering. Financial gain, flexible working hours, autonomy, job satisfaction, creating a career that aligns with […] Read more »

Relationships and Trust

  You often hear that “It’s not what you know but who you know.” There is some truth to this. It is human nature to favor people who are friends, who have helped you in the past, who are recommended by friends or by people you respect, etc. That is not to say that they […] Read more »

Relevance of R&R Case Today

The below article was published by MANA, the largest Sales Rep association in the country. It shares Professor Gary Naumann’s excellent treatise on the Relevance of the R&R, HBS case on its 30th anniversary. Regular readers of Agency Sales magazine know Harvard MBA Bob Reiss as a “super-rep” whose business successes were so innovative that […] Read more »

Dealing with International Suppliers

 Over the years I’ve outsourced many products to International Suppliers, mainly in Taiwan, Hong Kong, Jamaica, and China. I’ve met with many myths in dealing with them, such as they aren’t trustworthy, reliable, outsourcing is unpatriotic, etc. These attitudes discouraged many American Entrepreneurs from even trying to outsource in foreign countries despite the major benefits […] Read more »