News
Necessity of Manufacturers Reps
What does outsourced mean when it comes to a manufacturers’ representative? We mentioned in a previous post that the internet has opened a few doors to help manufacturers more easily communicate directly with customers. As the internet continues to grow in use and...
Manufacturer Reps Think in the Long Term
A well-planned strategy is beneficial to all parties in the long run. In an old but pertinent article by Jerry Leth, he writes about the importance of having a solid agreement in place. This article mainly applies to manufacturer representatives, but it goes both...
Relationships are the Cornerstone of Manufacturer Representation
A successful independent representative is resourceful, flexible, agile and resilient. Trends in each respective field or category are constantly changing and salespeople need the ability to react to those changes. This ability applies not only to manufacturers and...
Manufacturer Reps Invest in the Customer
A recent article by John Tschohl talks about customer loyalty. This not only applies to manufacturer representatives that have a large territory with many customers, but also to firms that cater to a select few corporate partners. Everyone says the customer is...
Manufacturer Representatives Will Listen to Marketing Teams During Product Launch
Curated Post by Jack Foster at Agency Sales Magazine It’s true that manufacturer representatives will do lots of research and planning, and think they know the best way to sell a new product. But reps also listen to marketing and production teams before forming a...
Advocacy and Continuous Improvement
The Way of Great Manufacturer Representatives Manufacturer representative firms like Three Sixty Sales offer real value to their partners. They are advocates for manufacturers and customers alike. Living near and working directly with the customer means they are...
Manufacturer Representatives Invest in Selling
Why Every Sales Meeting is an Investment that Benefits Everyone For a manufacturer representative, making sales involves so much more. It really is about benefiting the most people at any time to make and maintain positive relationships. …Most successful [sales...
The Economics of a Manufacturer Representatives
Manufacturers may be driven to use manufacturer rep firms by basic economics. The demonstrated success of going to market this way vs. traditional in-house sales keeps 50-80% of all manufacturers using rep firms in at least some of their territories, if not all of...
Manufacturer Representatives Planning for a Product Launch
A Curated Article by Greg Bruno Greg Bruno writes about the importance of not getting caught up in the excitement of a new product launch, and the importance of manufacturer representatives doing their research. A principal’s new product launch can be exciting,...
Manufacturer Representative Agreements
Lema Khorshid writes about the agreements between manufacturers and representatives. While these agreements tend to be mutually beneficial, it’s important a well-written contract is in place. Companies seeking a way to streamline their sales process and create...
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