Why Sell Through Professional Manufacturers Agents, Reps or Distributors?

Manageable Selling Costs

Manufacturers Agents, Reps and Distributors agree in advance on a "set" margin or commission, in addition to paying all selling-related expenses.

Lower Selling Costs

When you compare the costs of sustaining a salaried (or salary plus commission) based sales force, Manufacturers Reps, Agents, and Distributors will almost always yield preferential costs.

Increased Sales

The average factory-direct salesperson is in a territory for 2 years or less before he or she is promoted, transferred or defects to a competitor for more money. The multi-line sales agency has a lifetime commitment to the territory, thus holding better relationships with the customers.

Immediate Access To The Market

Sales agencies are an experienced sales team already in the territory. They are already familiar with the region and have good prospects ready to consider the new line. Many agencies have multiple sales personnel and provide much deeper coverage than a single direct sales employee. Small, single-person agencies can provide excellent coverage in many niche markets.

Free Consulting Services

Most independent sales agents have 15 to 20 years of successful corporate experience under their belts. Many have held positions in large corporations prior to becoming agents.

Cost of Training & Turnover In Sales Personnel Is Eliminated

A new agent has only to learn your company's products, culture and systems, and many agents won't even need product training. All are well-versed is selling skills so you won't have to train them how to sell. The average agency has been in business in the same territory over 20 years, whereas the average employee only stays in the same place 2 years or less.

Highly Experienced, More Aggressive Sales Force

Today's multi-line field sales agent is highly educated and trained. Since there is no base salary to rely on, they must sell to live.

Sales Forecasting Is Equal Or Superior To A Direct Sales Force

The volume of future sales is no less predictable with agents, however, it may be better since so many of today's agents use sales analysis and forecasting methodologies which are often more sophisticated than those of the manufacturers they represent.

Broader Sales Context For Your Product

Since agents sell several compatible products, they call on a wider variety of prospects and customers, often finding applications for products denied from the single-line salesperson. The easiest person to sell something to is the customer who is already buying from the salesperson!

Provides Marketing Flexibility At Less Cost

Sales agents can increase your volume by selling outside your present marketing territory. Agents can also sell a new line without conflicting with your existing sales organization.

Creates A Systems Approach To Selling

Most customers today will agree to see and buy from only those salespersons who take problems off their desks and bring opportunities to their attention. The multi-line, complementary package of products tends to make sales reps "systems-oriented" rather than a "single-product" oriented. Customers welcome these consultative sellers.

Every Call Is A Relationship Call For Your Company

Even when the agent doesn't present your product, he or she is cementing the customer relationship which will benefit your company in the future.

Multi-faceted, Multi-skilled Sales Team

Many multi-line field sales agents also have multi-industry experience, some holding professional certifications in a variety of industries.

Superior Market Intelligence

Since they carry a "mix" of products, multi-line agencies have a greater diversity of customers, and often can get wind of industry trends long before a factory-direct salesperson.

Vested Partner In Manufacturer's Success

Since, as we mentioned previously, an agency must sell to live, your agency is interdependent with your firm. Your success is their success!