ºÝºÝߣshows by User: Cohon / http://www.slideshare.net/images/logo.gif ºÝºÝߣshows by User: Cohon / Fri, 30 Oct 2015 18:37:51 GMT ºÝºÝߣShare feed for ºÝºÝߣshows by User: Cohon Harvard Business School Presentation "Outsourcing Selling" /slideshow/harvard-business-school-presentation-outsourcing-selling/54577295 harvardbusinessschooloutsourcingselling-151030183751-lva1-app6891
It's been said that nothing happens until somebody sells something. As an invited presenter at Harvard Business School, Manufacturers' Agents National Association CEO Charles Cohon makes the case that in a sharing economy salespeople who sell your product need to be on your side, but do not necessarily need to be on your payroll. Outsourced sales forces, often referred to as manufacturers' representatives, manufacturers' reps, reps, manufacturers' agents, or sales reps, provide your sales function on a variable cost commission basis,instead of the fixed cost basis with which you are saddled when you put high-priced salespeople directly on your payroll.]]>
It's been said that nothing happens until somebody sells something. As an invited presenter at Harvard Business School, Manufacturers' Agents National Association CEO Charles Cohon makes the case that in a sharing economy salespeople who sell your product need to be on your side, but do not necessarily need to be on your payroll. Outsourced sales forces, often referred to as manufacturers' representatives, manufacturers' reps, reps, manufacturers' agents, or sales reps, provide your sales function on a variable cost commission basis,instead of the fixed cost basis with which you are saddled when you put high-priced salespeople directly on your payroll.]]> Fri, 30 Oct 2015 18:37:51 GMT /slideshow/harvard-business-school-presentation-outsourcing-selling/54577295 Cohon@slideshare.net(Cohon) Harvard Business School Presentation "Outsourcing Selling" Cohon It's been said that nothing happens until somebody sells something. As an invited presenter at Harvard Business School, Manufacturers' Agents National Association CEO Charles Cohon makes the case that in a sharing economy salespeople who sell your product need to be on your side, but do not necessarily need to be on your payroll. Outsourced sales forces, often referred to as manufacturers' representatives, manufacturers' reps, reps, manufacturers' agents, or sales reps, provide your sales function on a variable cost commission basis,instead of the fixed cost basis with which you are saddled when you put high-priced salespeople directly on your payroll. <img style="border:1px solid #C3E6D8;float:right;" alt="" src="https://cdn.slidesharecdn.com/ss_thumbnails/harvardbusinessschooloutsourcingselling-151030183751-lva1-app6891-thumbnail.jpg?width=120&amp;height=120&amp;fit=bounds" /><br> It&#39;s been said that nothing happens until somebody sells something. As an invited presenter at Harvard Business School, Manufacturers&#39; Agents National Association CEO Charles Cohon makes the case that in a sharing economy salespeople who sell your product need to be on your side, but do not necessarily need to be on your payroll. Outsourced sales forces, often referred to as manufacturers&#39; representatives, manufacturers&#39; reps, reps, manufacturers&#39; agents, or sales reps, provide your sales function on a variable cost commission basis,instead of the fixed cost basis with which you are saddled when you put high-priced salespeople directly on your payroll.
Harvard Business School Presentation "Outsourcing Selling" from Charles Cohon
]]> 1719 9 https://cdn.slidesharecdn.com/ss_thumbnails/harvardbusinessschooloutsourcingselling-151030183751-lva1-app6891-thumbnail.jpg?width=120&height=120&fit=bounds presentation Black http://activitystrea.ms/schema/1.0/post http://activitystrea.ms/schema/1.0/posted 0 Entrepreneurial Selling Columbia Business School /slideshow/entrepreneurial-selling-columbia/47626951 entrepreneurialsellingcolumbiamba-150430162138-conversion-gate02
Do the selling yourself? Or outsource your sales force? Columbia University Business School Professor Eric Baron invited Manufacturers' Agents National Association CEO Charles Cohon to speak to his Entrepreneurial Selling class and to review the pro's and con's of outsourcing the sales function.]]>
Do the selling yourself? Or outsource your sales force? Columbia University Business School Professor Eric Baron invited Manufacturers' Agents National Association CEO Charles Cohon to speak to his Entrepreneurial Selling class and to review the pro's and con's of outsourcing the sales function.]]> Thu, 30 Apr 2015 16:21:38 GMT /slideshow/entrepreneurial-selling-columbia/47626951 Cohon@slideshare.net(Cohon) Entrepreneurial Selling Columbia Business School Cohon Do the selling yourself? Or outsource your sales force? Columbia University Business School Professor Eric Baron invited Manufacturers' Agents National Association CEO Charles Cohon to speak to his Entrepreneurial Selling class and to review the pro's and con's of outsourcing the sales function. <img style="border:1px solid #C3E6D8;float:right;" alt="" src="https://cdn.slidesharecdn.com/ss_thumbnails/entrepreneurialsellingcolumbiamba-150430162138-conversion-gate02-thumbnail.jpg?width=120&amp;height=120&amp;fit=bounds" /><br> Do the selling yourself? Or outsource your sales force? Columbia University Business School Professor Eric Baron invited Manufacturers&#39; Agents National Association CEO Charles Cohon to speak to his Entrepreneurial Selling class and to review the pro&#39;s and con&#39;s of outsourcing the sales function.
Entrepreneurial Selling Columbia Business School from Charles Cohon
]]> 517 4 https://cdn.slidesharecdn.com/ss_thumbnails/entrepreneurialsellingcolumbiamba-150430162138-conversion-gate02-thumbnail.jpg?width=120&height=120&fit=bounds presentation 000000 http://activitystrea.ms/schema/1.0/post http://activitystrea.ms/schema/1.0/posted 0 The Value Independent Sign Representatives Bring to the Sign Industry /slideshow/mana-sign-expo11am492015/45731288 manasignexpo11am492015-150311201129-conversion-gate01
Independent manufacturers' representatives are the smart choice for manufacturers seeking to bring their product to market professionally, swiftly, and in the most cost-effective way possible.]]>
Independent manufacturers' representatives are the smart choice for manufacturers seeking to bring their product to market professionally, swiftly, and in the most cost-effective way possible.]]> Wed, 11 Mar 2015 20:11:29 GMT /slideshow/mana-sign-expo11am492015/45731288 Cohon@slideshare.net(Cohon) The Value Independent Sign Representatives Bring to the Sign Industry Cohon Independent manufacturers' representatives are the smart choice for manufacturers seeking to bring their product to market professionally, swiftly, and in the most cost-effective way possible. <img style="border:1px solid #C3E6D8;float:right;" alt="" src="https://cdn.slidesharecdn.com/ss_thumbnails/manasignexpo11am492015-150311201129-conversion-gate01-thumbnail.jpg?width=120&amp;height=120&amp;fit=bounds" /><br> Independent manufacturers&#39; representatives are the smart choice for manufacturers seeking to bring their product to market professionally, swiftly, and in the most cost-effective way possible.
The Value Independent Sign Representatives Bring to the Sign Industry from Charles Cohon
]]> 940 2 https://cdn.slidesharecdn.com/ss_thumbnails/manasignexpo11am492015-150311201129-conversion-gate01-thumbnail.jpg?width=120&height=120&fit=bounds presentation 000000 http://activitystrea.ms/schema/1.0/post http://activitystrea.ms/schema/1.0/posted 0 NADCA /slideshow/nadca-noon-centralaugust72014-slideshare/37584585 nadcanooncentralaugust72014slideshare-140801153454-phpapp01
Ultimate Cheat Sheet on Working with Manufacturers' Reps. Manufacturers' reps or agents are outsourced sales forces. They're more cost effective than hiring a direct sales force, and this presentation discusses how to best locate, hire, and manage those outsourced sales forces.]]>
Ultimate Cheat Sheet on Working with Manufacturers' Reps. Manufacturers' reps or agents are outsourced sales forces. They're more cost effective than hiring a direct sales force, and this presentation discusses how to best locate, hire, and manage those outsourced sales forces.]]> Fri, 01 Aug 2014 15:34:54 GMT /slideshow/nadca-noon-centralaugust72014-slideshare/37584585 Cohon@slideshare.net(Cohon) NADCA Cohon Ultimate Cheat Sheet on Working with Manufacturers' Reps. Manufacturers' reps or agents are outsourced sales forces. They're more cost effective than hiring a direct sales force, and this presentation discusses how to best locate, hire, and manage those outsourced sales forces. <img style="border:1px solid #C3E6D8;float:right;" alt="" src="https://cdn.slidesharecdn.com/ss_thumbnails/nadcanooncentralaugust72014slideshare-140801153454-phpapp01-thumbnail.jpg?width=120&amp;height=120&amp;fit=bounds" /><br> Ultimate Cheat Sheet on Working with Manufacturers&#39; Reps. Manufacturers&#39; reps or agents are outsourced sales forces. They&#39;re more cost effective than hiring a direct sales force, and this presentation discusses how to best locate, hire, and manage those outsourced sales forces.
NADCA from Charles Cohon
]]> 432 4 https://cdn.slidesharecdn.com/ss_thumbnails/nadcanooncentralaugust72014slideshare-140801153454-phpapp01-thumbnail.jpg?width=120&height=120&fit=bounds presentation Black http://activitystrea.ms/schema/1.0/post http://activitystrea.ms/schema/1.0/posted 0 Why Do Manufacturers' Reps Sometimes Spend 20% of Their Time on Lines That Represent Only 10% of Their Income? /slideshow/fastener-show-business/26916048 fastenershowbusiness-131006143908-phpapp02
Why do manufacturers' reps sometimes spend 20% of their time on lines that are only 10% of their income? Because it's not just business, it's personal. Learn how you can become a rep's "Emotional Favorite" and get more of that rep's time than your commissions to that rep really justifies.]]>
Why do manufacturers' reps sometimes spend 20% of their time on lines that are only 10% of their income? Because it's not just business, it's personal. Learn how you can become a rep's "Emotional Favorite" and get more of that rep's time than your commissions to that rep really justifies.]]> Sun, 06 Oct 2013 14:39:08 GMT /slideshow/fastener-show-business/26916048 Cohon@slideshare.net(Cohon) Why Do Manufacturers' Reps Sometimes Spend 20% of Their Time on Lines That Represent Only 10% of Their Income? Cohon Why do manufacturers' reps sometimes spend 20% of their time on lines that are only 10% of their income? Because it's not just business, it's personal. Learn how you can become a rep's "Emotional Favorite" and get more of that rep's time than your commissions to that rep really justifies. <img style="border:1px solid #C3E6D8;float:right;" alt="" src="https://cdn.slidesharecdn.com/ss_thumbnails/fastenershowbusiness-131006143908-phpapp02-thumbnail.jpg?width=120&amp;height=120&amp;fit=bounds" /><br> Why do manufacturers&#39; reps sometimes spend 20% of their time on lines that are only 10% of their income? Because it&#39;s not just business, it&#39;s personal. Learn how you can become a rep&#39;s &quot;Emotional Favorite&quot; and get more of that rep&#39;s time than your commissions to that rep really justifies.
Why Do Manufacturers' Reps Sometimes Spend 20% of Their Time on Lines That Represent Only 10% of Their Income? from Charles Cohon
]]> 996 2 https://cdn.slidesharecdn.com/ss_thumbnails/fastenershowbusiness-131006143908-phpapp02-thumbnail.jpg?width=120&height=120&fit=bounds presentation Black http://activitystrea.ms/schema/1.0/post http://activitystrea.ms/schema/1.0/posted 0 Fastener Show Rep Succession Planning / Competing To Hire The Next Generation /slideshow/fastener-show-succession/26912675 fastenershowsuccession-131006120401-phpapp01
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]]> Sun, 06 Oct 2013 12:04:01 GMT /slideshow/fastener-show-succession/26912675 Cohon@slideshare.net(Cohon) Fastener Show Rep Succession Planning / Competing To Hire The Next Generation Cohon <img style="border:1px solid #C3E6D8;float:right;" alt="" src="https://cdn.slidesharecdn.com/ss_thumbnails/fastenershowsuccession-131006120401-phpapp01-thumbnail.jpg?width=120&amp;height=120&amp;fit=bounds" /><br>
Fastener Show Rep Succession Planning / Competing To Hire The Next Generation from Charles Cohon
]]> 1172 6 https://cdn.slidesharecdn.com/ss_thumbnails/fastenershowsuccession-131006120401-phpapp01-thumbnail.jpg?width=120&height=120&fit=bounds presentation Black http://activitystrea.ms/schema/1.0/post http://activitystrea.ms/schema/1.0/posted 0 How Manufacturers Become Their Reps' Emotional Favorite /slideshow/aimr-conference-principalmeetingseptember2012/24356233 aimrconferenceprincipalmeetingseptember2012-130717163705-phpapp02
Why do manufacturers' reps spend more time on a particular principal's line than the line's income strictly justifies? Because that manufacturers' business practices make that manufacturer the reps' emotional favorite.]]>
Why do manufacturers' reps spend more time on a particular principal's line than the line's income strictly justifies? Because that manufacturers' business practices make that manufacturer the reps' emotional favorite.]]> Wed, 17 Jul 2013 16:37:05 GMT /slideshow/aimr-conference-principalmeetingseptember2012/24356233 Cohon@slideshare.net(Cohon) How Manufacturers Become Their Reps' Emotional Favorite Cohon Why do manufacturers' reps spend more time on a particular principal's line than the line's income strictly justifies? Because that manufacturers' business practices make that manufacturer the reps' emotional favorite. <img style="border:1px solid #C3E6D8;float:right;" alt="" src="https://cdn.slidesharecdn.com/ss_thumbnails/aimrconferenceprincipalmeetingseptember2012-130717163705-phpapp02-thumbnail.jpg?width=120&amp;height=120&amp;fit=bounds" /><br> Why do manufacturers&#39; reps spend more time on a particular principal&#39;s line than the line&#39;s income strictly justifies? Because that manufacturers&#39; business practices make that manufacturer the reps&#39; emotional favorite.
How Manufacturers Become Their Reps' Emotional Favorite from Charles Cohon
]]> 425 4 https://cdn.slidesharecdn.com/ss_thumbnails/aimrconferenceprincipalmeetingseptember2012-130717163705-phpapp02-thumbnail.jpg?width=120&height=120&fit=bounds presentation Black http://activitystrea.ms/schema/1.0/post http://activitystrea.ms/schema/1.0/posted 0 AGMA /slideshow/agma-21609527/21609527 agma-130521104116-phpapp02
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]]> Tue, 21 May 2013 10:41:16 GMT /slideshow/agma-21609527/21609527 Cohon@slideshare.net(Cohon) AGMA Cohon <img style="border:1px solid #C3E6D8;float:right;" alt="" src="https://cdn.slidesharecdn.com/ss_thumbnails/agma-130521104116-phpapp02-thumbnail.jpg?width=120&amp;height=120&amp;fit=bounds" /><br>
AGMA from Charles Cohon
]]> 619 3 https://cdn.slidesharecdn.com/ss_thumbnails/agma-130521104116-phpapp02-thumbnail.jpg?width=120&height=120&fit=bounds presentation Black http://activitystrea.ms/schema/1.0/post http://activitystrea.ms/schema/1.0/posted 0 MIT /slideshow/mit-20286252/20286252 mit-130430175640-phpapp01
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]]> Tue, 30 Apr 2013 17:56:40 GMT /slideshow/mit-20286252/20286252 Cohon@slideshare.net(Cohon) MIT Cohon <img style="border:1px solid #C3E6D8;float:right;" alt="" src="https://cdn.slidesharecdn.com/ss_thumbnails/mit-130430175640-phpapp01-thumbnail.jpg?width=120&amp;height=120&amp;fit=bounds" /><br>
MIT from Charles Cohon
]]> 401 7 https://cdn.slidesharecdn.com/ss_thumbnails/mit-130430175640-phpapp01-thumbnail.jpg?width=120&height=120&fit=bounds presentation Black http://activitystrea.ms/schema/1.0/post http://activitystrea.ms/schema/1.0/posted 0 Lean Manufacturing's Unexpected Windfall: A Lower Carbon Footprint /Cohon/apw2013 apw2013-130323055342-phpapp01
Lean manufacturing, also known as the Toyota Production System, is more than just a way to make your company more profitable, meet competitive challenges, and achieve sustainable competitive advantage. It also lowers your company's carbon footprint. Presented at ABB's Automation and Power World 2013, this presentation describes the ways that Lean Manufacturing can make your company not only more efficient, but also a better corporate citizen.]]>
Lean manufacturing, also known as the Toyota Production System, is more than just a way to make your company more profitable, meet competitive challenges, and achieve sustainable competitive advantage. It also lowers your company's carbon footprint. Presented at ABB's Automation and Power World 2013, this presentation describes the ways that Lean Manufacturing can make your company not only more efficient, but also a better corporate citizen.]]> Sat, 23 Mar 2013 05:53:42 GMT /Cohon/apw2013 Cohon@slideshare.net(Cohon) Lean Manufacturing's Unexpected Windfall: A Lower Carbon Footprint Cohon Lean manufacturing, also known as the Toyota Production System, is more than just a way to make your company more profitable, meet competitive challenges, and achieve sustainable competitive advantage. It also lowers your company's carbon footprint. Presented at ABB's Automation and Power World 2013, this presentation describes the ways that Lean Manufacturing can make your company not only more efficient, but also a better corporate citizen. <img style="border:1px solid #C3E6D8;float:right;" alt="" src="https://cdn.slidesharecdn.com/ss_thumbnails/apw2013-130323055342-phpapp01-thumbnail.jpg?width=120&amp;height=120&amp;fit=bounds" /><br> Lean manufacturing, also known as the Toyota Production System, is more than just a way to make your company more profitable, meet competitive challenges, and achieve sustainable competitive advantage. It also lowers your company&#39;s carbon footprint. Presented at ABB&#39;s Automation and Power World 2013, this presentation describes the ways that Lean Manufacturing can make your company not only more efficient, but also a better corporate citizen.
Lean Manufacturing's Unexpected Windfall: A Lower Carbon Footprint from Charles Cohon
]]> 622 2 https://cdn.slidesharecdn.com/ss_thumbnails/apw2013-130323055342-phpapp01-thumbnail.jpg?width=120&height=120&fit=bounds presentation White http://activitystrea.ms/schema/1.0/post http://activitystrea.ms/schema/1.0/posted 0 Communication with Principals and Line Card Profitability Analysis /slideshow/communication-with-principals-and-line-card-profitability-analysis/17143882 communicationwithprincipalsandlinecardprofitabilityanalysis-130312155751-phpapp02
Without good communication there can’t be a good rep-principal relationship, so MANA covers key points reps need to know to successfully communicate with principals. In today’s economy, all rep eyes are on the bottom line, so MANA provides a template and guidelines to assess which lines on your line card deserve the most and least attention, and which don’t belong on your line card at all.]]>
Without good communication there can’t be a good rep-principal relationship, so MANA covers key points reps need to know to successfully communicate with principals. In today’s economy, all rep eyes are on the bottom line, so MANA provides a template and guidelines to assess which lines on your line card deserve the most and least attention, and which don’t belong on your line card at all.]]> Tue, 12 Mar 2013 15:57:51 GMT /slideshow/communication-with-principals-and-line-card-profitability-analysis/17143882 Cohon@slideshare.net(Cohon) Communication with Principals and Line Card Profitability Analysis Cohon Without good communication there can’t be a good rep-principal relationship, so MANA covers key points reps need to know to successfully communicate with principals. In today’s economy, all rep eyes are on the bottom line, so MANA provides a template and guidelines to assess which lines on your line card deserve the most and least attention, and which don’t belong on your line card at all. <img style="border:1px solid #C3E6D8;float:right;" alt="" src="https://cdn.slidesharecdn.com/ss_thumbnails/communicationwithprincipalsandlinecardprofitabilityanalysis-130312155751-phpapp02-thumbnail.jpg?width=120&amp;height=120&amp;fit=bounds" /><br> Without good communication there can’t be a good rep-principal relationship, so MANA covers key points reps need to know to successfully communicate with principals. In today’s economy, all rep eyes are on the bottom line, so MANA provides a template and guidelines to assess which lines on your line card deserve the most and least attention, and which don’t belong on your line card at all.
Communication with Principals and Line Card Profitability Analysis from Charles Cohon
]]> 562 2 https://cdn.slidesharecdn.com/ss_thumbnails/communicationwithprincipalsandlinecardprofitabilityanalysis-130312155751-phpapp02-thumbnail.jpg?width=120&height=120&fit=bounds presentation White http://activitystrea.ms/schema/1.0/post http://activitystrea.ms/schema/1.0/posted 0 Succession Planning and Valuing/Buying/Selling/Merging rep firms /slideshow/succession-planning-and-valuing-buyingsellingmerging-rep-firms/17143698 successionplanningandvaluingbuyingsellingmergingrepfirms-130312154550-phpapp02
If you don’t have a plan to sell your company some day, you’re missing out on capturing the value you created as you grew your firm. Get the information you need to help you plan to sell your company from MANA CEO and President, Charles Cohon. One of the best ways to sell your company is to sell to your employees so we also cover key points on recruiting new salespeople to your rep company.]]>
If you don’t have a plan to sell your company some day, you’re missing out on capturing the value you created as you grew your firm. Get the information you need to help you plan to sell your company from MANA CEO and President, Charles Cohon. One of the best ways to sell your company is to sell to your employees so we also cover key points on recruiting new salespeople to your rep company.]]> Tue, 12 Mar 2013 15:45:50 GMT /slideshow/succession-planning-and-valuing-buyingsellingmerging-rep-firms/17143698 Cohon@slideshare.net(Cohon) Succession Planning and Valuing/Buying/Selling/Merging rep firms Cohon If you don’t have a plan to sell your company some day, you’re missing out on capturing the value you created as you grew your firm. Get the information you need to help you plan to sell your company from MANA CEO and President, Charles Cohon. One of the best ways to sell your company is to sell to your employees so we also cover key points on recruiting new salespeople to your rep company. <img style="border:1px solid #C3E6D8;float:right;" alt="" src="https://cdn.slidesharecdn.com/ss_thumbnails/successionplanningandvaluingbuyingsellingmergingrepfirms-130312154550-phpapp02-thumbnail.jpg?width=120&amp;height=120&amp;fit=bounds" /><br> If you don’t have a plan to sell your company some day, you’re missing out on capturing the value you created as you grew your firm. Get the information you need to help you plan to sell your company from MANA CEO and President, Charles Cohon. One of the best ways to sell your company is to sell to your employees so we also cover key points on recruiting new salespeople to your rep company.
Succession Planning and Valuing/Buying/Selling/Merging rep firms from Charles Cohon
]]> 6587 12 https://cdn.slidesharecdn.com/ss_thumbnails/successionplanningandvaluingbuyingsellingmergingrepfirms-130312154550-phpapp02-thumbnail.jpg?width=120&height=120&fit=bounds presentation White http://activitystrea.ms/schema/1.0/post http://activitystrea.ms/schema/1.0/posted 0 https://cdn.slidesharecdn.com/profile-photo-Cohon-48x48.jpg?cb=1589737297 Manufacturers' agents are outsourced sales forces that sell on behalf of companies that choose not to shoulder the high costs of direct, captive sales forces. The Manufacturers' Agents National Association is a 501(c)6 not-for-profit trade association for manufacturers' agents and companies that use the services of manufacturers agents. MANA provides educational materials to help agents and manufacturers work together as professional partners in profits, and also provide matchmaking services to help agents and manufacturers find good partners. MANA's mission and vision is "Advancing the professionalism and utilization of independent manufacturers' representatives." www.manaonline.org https://cdn.slidesharecdn.com/ss_thumbnails/harvardbusinessschooloutsourcingselling-151030183751-lva1-app6891-thumbnail.jpg?width=320&height=320&fit=bounds slideshow/harvard-business-school-presentation-outsourcing-selling/54577295 Harvard Business Schoo... https://cdn.slidesharecdn.com/ss_thumbnails/entrepreneurialsellingcolumbiamba-150430162138-conversion-gate02-thumbnail.jpg?width=320&height=320&fit=bounds slideshow/entrepreneurial-selling-columbia/47626951 Entrepreneurial Sellin... https://cdn.slidesharecdn.com/ss_thumbnails/manasignexpo11am492015-150311201129-conversion-gate01-thumbnail.jpg?width=320&height=320&fit=bounds slideshow/mana-sign-expo11am492015/45731288 The Value Independent ...