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Manufacturer's representatives compare very favorably to a sales force composed exclusively of direct factory employees. Some advantages include:

Set Variable Costs - The manufacturer and sales agency agree in advance on a set rate of commission and the agency pays all selling expenses. Costs versus sales remains consistent.


Increased Sales - The average factory-direct salesperson is in a territory for two 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 familiar with the area and have good prospects ready to consider new products. Many agencies have multiple sales personnel and provide much deeper coverage than a single direct sales employee.


Free Consulting Services - Most independent sales agents have 15-20 years of successful corporate experience under their belts. Many have held positions in large corporations prior to becoming agents. Think about what a good consultant charges per hour.


Cost of Training And 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 in 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 two years or less .


Highly Experienced, More Aggressive Sales Force - Today's multi-line field sales agency is highly educated and trained. Since there is no base salary to rely on, they must sell to live.


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


Creates A Systems Approach To Selling - Most customers today will agree to see and buy from only those salespeople who take problems off their desks and bring opportunities to their attention. The multi-line agency’s complementary package of products tends to make sales reps more systems oriented rather than a single product oriented. Customers welcome these consultative sellers.

Every Call ls 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. Better 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 the 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. 

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