Reps Need to Educate Manufacturers on the Value Reps Provide in the Field

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The wants and needs of a manufacturer and the manufacturers’ representative are aligned: drive revenue, increase profits and manage costs; however, the rep’s role goes beyond these common goals. It is understood that hiring a representative who is paid solely on a commission basis is a cost-effective alternative to marketing and selling any product, but hiring a manufacturers’ representative gives you a lot more bang for the buck.

Reps are marketers. They market their manufacturers’ products through various means. Representing more than one line, especially when complementary, opens doors and creates a synergy that can result in leverage for all … Read the rest