R.M. Hoffman Company - About Manufacturers Reps

About Manufacturers Representatives - Telling the Rep’s Story

Published by
Manufacturers Representatives Educational Research Foundation (MRERF)

“The constantly changing marketplace has created an atmosphere that continues to emphasize the importance and growth of the manufacturer’s sales rep—the only catch is that the rep must be savvy enough to turn those changes to his advantage. Heading the list of variables that are at work is the fact the marketplace has evolved to a point where "the customer is king." In no particular order, that important development is followed by:

A continued focus on the importance of cost in bringing product to market
The downsizing of many manufacturing firms including their sales operations — coupled with a move toward outsourcing
The demand for more product knowledge and technological support
Advances in technology
Growth of international trade.

Today’s independent manufacturers rep brings to the marketplace a wealth of talent that allows him to address those needs not the least of which is his ability to communicate compelling reasons why he and not the factory direct salesperson is the most effective means for servicing customers and delivering product...”
Read complete white paper (PDF, 9 pages)

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