Published Articles

All Articles are in Adobe PDF format. 

A Strategic Approach To Enhancing The Relationship
Agency Sales, February  2007

A Common Ground for Reps and Foreign Manufacturers
Agency Sales, April 2004
Describes a program developed by Gerrard to identify, qualify and contact 100% of potential customers in the territory.

The Reinvention of the Rep Agency
Agency Sales, January 2004
The comments of Gerrard, two other representatives, and the head of MRERF (Manufacturer's Representative Educational Research Foundation) on the changing role of the rep.

Strength Means Knowing the Specifics
Agency Sales, November 2003.
A description of Gerrard & Associates' job function-specific approach to their business.

Maximizing the Sales Effort with a Customer Profile
Agency Sales, January 2001
The development and use of a unique sales tool called the Customer Profile.

Rep Council Shows Manufacturers Commitment
Agency Sales, April 2000
A discussion of Gerrard’s experience with and approach to Rep Councils.