MRA Redefines the Independent Rep

This year's MRA Seminar examined the relevancy of reps today and what they need to do to preserve their competitive advantage.  If you weren't there you missed the opportunity to learn how to keep yourself current with technology and use it more effectively, how to sustain your value proposition, and arguably the most important benefit of any rep conference - the chance to network with your fellow reps.  

Below are the highlights of MRA Seminar 36:

In the first session, "Redefining the Independent Rep", Dr. Dan McQuiston, of The McQuiston Group, started off by asking a couple of provocative questions - "Does your customer really need you?" and "What are your customers looking for?" He also presented a comprehensive view of 

• the challenges facing reps today
• the 3 "C's" of a competitive strategy
• how to deliver value through meeting customers' "Silent Demand"
• what changes could be made to redefine yourself and your agency
  

Of major interest was a dialogue on the results of a two year study done by an ERA (Electronic Representatives Association) Task Force, called "Thriving on Change"*.  The Task Force identified four key areas rep firm owners need to address in order to maintain their competitive advantage:

• globalization and logistics
• economic, educational and demographic shifts
• dominance of the Internet and technology
• industry issues and market maturity

A lively conversation ensued - first by small groups where reps talked about one of the four topics, then by the entire group - discussing what is currently being done to address these issues, as well as offering potential solutions and/or actions for the rep owners to consider.  

Steve Turner, Turner Time Management, presented "Technology Update and Microsoft Outlook Techniques".  For any of you who have listened to Steve, you know he offers a wealth of information and tips for being more productive while using technology.   

During Steve's discussion on mobile technology options, Doug Nash, President/CEO of mobilegear.com, talked about some of the tools his company offers to make "road warriors" more effective.  (You also missed the great door prizes Doug handed out.) 

Ted Parisot, Informe, Inc,, reviewed digital marketing strategies.  Ted provided everyone with an overview of digital marketing - Outbound and Inbound - along with a template to use when planning.     

Needless to say, I was excited to see the emphasis placed on technology during the meeting.  I was happy to hear the group recognize the old adage "knowledge is power" and that the ability to create and consume information in real-time, should be a priority for businesses today.  They realize that reps will have to adapt and change their habits in order to incorporate the use of a good Customer Relationship Management (CRM) application in their daily routines.

Next year's seminar will be held in Las Vegas, NV late February or early March.  Hope to see you all there.

*  ERA White Paper - "Thriving on Change 2014: How the Field Sales Function Keeps Evolving "