If you asked MANA members to produce a list of products commonly found on the line cards of manufacturers’ reps, chances are that crossbow laser boresighters would not be on very many of those lists. And neither would be wine shippers or fashion jewelry.
But it shouldn’t be surprising to find a wide range of products on MANA members’ line cards. In fact, it would be surprising if MANA members didn’t represent products in a very wide range of market niches. MANA members include some of the most aggressive entrepreneurs I’ve ever had the pleasure to meet, and one of the things entrepreneurs do best is find an underserved market niche and serve it.
And many MANA principal members are entrepreneurial too! Entrepreneurial enough to find one of those underserved market niches, create a product to serve it, and then recognize that they should focus on what they do best and outsource the sales of that product to manufacturers’ reps. It’s the most natural thing in the world for entrepreneurs who are trying to break into new markets to choose the variable cost of a manufacturers’ rep over the fixed cost of a salaried salesperson.
That’s why MANA members’ line cards include products as diverse as:
- Clay bricks
- Fireplace accessories
- Hardwood logs
- Playground equipment
- Snacks
- Police badges
- Body armor
- Dust collectors
Chances are, if a product is new and exciting, the first sales force to bring it to market will be manufacturers’ reps. And just like that crossbow laser boresighter, MANA reps make it possible for their principals to hit the target first time, every time.
