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Resources > Pod > NAFEM/MAFSI Principles of Decision
A Collective Effort of Partnership Guidelines from the
Manufacturers' Agents for the Food Service Industry (MAFSI) and The
North American Association of Food Equipment Manufacturers (NAFEM)
DISCLAIMER
The information contained in Principles of Decision is a collective
attempt by the joint leadership of MAFSI and NAFEM to help define and
augment the complex partnerships between independent manufacturers’
representatives and the manufacturers they represent.
These strategies are meant to serve as helpful guidelines and
concepts to think about in various decision affecting this partnership.
They are not intended as legal advice, therefore it is important to
consult your association headquarters and/or experienced legal counsel
regarding the applicability of any guideline or point of information
contained herein.
How To Download
The Principles of Decision is available in PDF, MS Word, and Zip formats. To download a section, please click on the icon for the desired format next to the section heading.
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TABLE OF CONTENTS
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 = PDF 
= MS Word  = Zip file
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Italicized denotes articles
Disclaimer
Introduction
The Power of Trust in Relationships
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Food Service Industry Roles
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- Food Service Equipment and Supply Segments Performance Recommendations
- Statement on Channels of Distribution
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Hiring and Evaluation Considerations
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- Guidelines for Evaluation of a Prospective Representative and Evaluation of a Prospective Principal
- Manufacturers; Representative Firm Total Performance Audit
- How to Screen Prospective Principals and Agents
- How to Find Good Agents
- Guidelines for Profitability Through Communications and Performance
- Guidelines for Planning the Business Year
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Compensation
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- Compensation Guidelines for Manufacturers and Their Independent Representatives
- Principal Compensation for Manufacturers' Representatives
- Commission Options and Alternatives: How Principals Pay Their Representatives
- Compensating Agencies for Non-Sales Work
- Guidelines for Introduction of New or Improved Products
- The Cost of Selling
- Squeezing the Reps
- Case Studies On How Reduced Commission Affect a Sales Agency
- Commission Reduction Ramifications
- Specifier Identification System and Split Commission
- Using the Specifier Identification Directory
- Specifier Identification System
- SIS - Your Sister or a System?
- Specification Credit Registration
- Better Repping Survey Reports - Split Commissions
- Split Commissions: When Are They Used...Why They Are Used...And When They Are Abused
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Contracts
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- Recommended Principal/Representative Agreement
- The Contract's the Thing!
- Guidelines for Negotiating Agreements Between Sales Representatives and Manufacturers
- Guidelines for an Agreement to Warehouse Consigned Stock
- Plain English or "Pain" English
- Better Repping Survey Reports - Contracts
- Three Stages in the Life of a Manufacturers' Representative Agreement
- How Much Can You Influence the Use of Sales Representatives
- A Carefully Prepared Contract Can Not Only Save Time But Also Costly Litigation
- Non-Competition Provision Not Enforceable Against Sales Representatives
- Indiana Takes the Lead in Protecting Against Opportunistic Terminations
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Sales Management
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- Time and Territory Management
- Line Profitability Analysis
- An Alternate Approach to Line Profitability Analysis
- Employee Performance Reviews
- Working with Independent Sales Representatives: Who They Are, What Motivates Them and What They Do
- Better Repping Survey Reports - Share of Time - Share of Mind
- Better Repping Survey Reports - Evaluation of Principals and Representatives
- Better Repping Survey Reports - Time in the Field
- Better Repping Survey Reports - Getting to the End-User
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Training and Education
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- Introduction: Why Develop a Factory Training Program for Your Independent
- Manufacturers Agents?
- Product Training
- Factory Product Training for Sales Representatives (Professional Field Sales Force Training)
- The Mechanics of Good Product Training - Do It Right, Do It Regularly
- Effective New Product Training
- Product Training: What Agents Have to Say About It
- How to Get the Most Out of Your Agent Training
- Agents Report on the Three Most important Training Issues
- Manufacturers Use Agents to Train Agents
- Personal Field Sales Training Via the Internet
- Factory Training of Internal Personnel
- A Training Program for Internal Factory Staff
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Regional Sales Managers
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- Guidelines for Interaction Between Regional Sales Managers and Manufacturers' Agents
- Guidelines on Effective Regional Sales Managers
- Guidelines for Relationships Between Regional Managers and Representatives
- Ground Rules for Regional Managers and Representatives
- What is an Effective Regional Sales Manager
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Sales Meetings
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- Guidelines for Sales Meetings at National Trade Show
- Sales Meeting Success and Failures
- Plant Tours: How Agents and Manufacturers Can Cooperate to Make Them
- The Most Productive
- Preparing for the Sales Meeting/Interview/Hostile Customer or Dealing with Crisis Management Issue
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Trade Shows
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- Guidelines for National Trade Shows
- National Distributor Trade Show Financial Policy
- Trade Show Planning for Representatives
- Statement on Financial Support of Distributor Trade Shows
- Liability Exposure Involved With Financial Support of Distributor Trade Shows
- Regional/Dealer Trade Show Participation Request
- Trade Show Evaluation Form
- Trade Shows Are More Than Exhibit and Meetings
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Representative Councils
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- Guidelines for Establishing Representative Councils
- Getting the Most Out of Rep Councils
- Better Repping Survey Reports - Representative Councils
- Manufacturers Who Have Representative Councils Think They Are Great
- Representative Councils - Breaking Down the Walls Between Manufacturers and Representatives
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Startup and Demo Procedures
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- Guidelines for Start-Up and Demonstration of Foodservice Equipment
- Guidelines for Producing Start-Up and Demonstration Videos
- Basic Video Glossary
- Video Demonstration Disclaimer
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Industry Certification
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- Certified Foodservice Professional (CFSP)
- Certified Professional Manufacturers' Representative (CPMR)
- MAFSI Technology Certification
- ServSafe and HACCP
- Why Credentials?
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Miscellaneous Forms
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- Dealer Credit Information
- Dealer Incentive Program
- Dealer Sales Information
- Literature Request
- Request for Complimentary Travel
- Request for Cooperative Advertising
- Request for Extended Billing
- Request for Return Authorization
- Request for Special Event
- Special Discount Request/Authorization
- Telephone Order Form
- Test/Show Unit Commitment Form
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