About This Show
Manufacturers need a sales force on their side, but that doesn’t mean that they need a sale force on their payroll. Just as they outsource their legal and accounting functions, many manufacturers now outsource their sales function to highly-professional manufacturers’ representative firms.
“Outsourcing Selling” is best practices, tips, and solutions for manufacturers about using outsourced sales forces and for manufacturers’ representatives whose business model includes continuous improvement of the services they provide.
Most Recent Episode
013: The Principal Is the Customer
5 days ago
Manufacturers’ representatives famously coddle their customers, the people and companies that buy products from the manufacturers listed on the representatives’ line cards. The manufacturers listed on the representatives’ line card, often referred to as the representatives’ principals, are the entities that send the representatives monthly commission checks. Too often representatives remember to sell to the companies that buy products from the representatives’ line cards and forget to sell to the companies that send the representatives their monthly commission checks. In this podcast, manufacturers’ representative and past MANA Chair Tom Hayward discusses the reasons why it is important for manufacturers’ representatives to remember that even though the customers are their customers, the principals are their customers too.