Manufacturers’ reps often have several advantages over internal, corporate sales reps. First, manufacturers’ reps often focus on a particular region and account list their entire careers, providing them with deep industry knowledge and buyer relationships that are difficult to replicate. Second, manufacturers’ reps generally represent multiple complementary lines at any given time, which can help newer brands “tag along” with more established brands that buyers may be more familiar with. Finally, manufacturers’ are primarily paid on commissions, so they are only rewarded if they succeed, and this tends to be highly motivating.

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