Situations where reps excel

Agency Sales,  Aug 2002  

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The following, from a MANA seminar handbook, lists some of the situations that are ideally suited for a manufacturer's use of independent representation:

The manufacturer has need for immediate access to a new market or customers.

Customers actually demand local reps.

The manufacturer can't or doesn't want to afford the fixed cost of intensive direct coverage.

Markets and customers are extremely diverse. As a result, they require salespeople with different objectives and skills.

Historical turnover of direct salespeople is commanding a large portion of the manufacturer's time.

The manufacturer recognizes the synergy of multi-line selling and the importance of personal relationships.

There is a need for a local inventory presence, but distributors won't stock.

The manufacturer recognizes the value of the rep as a business advisor.

Copyright Manufacturers' Agents National Association Aug 2002
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