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Expansion Team

Extend your sales reach using manufacturer's reps.

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This story appears in the November 1998 issue of Entrepreneur. Subscribe »

You've been growing your company, and it's generating a pretty healthy profit. Your staff of salespeople is doing a good job, leaving you free to run the business. But now it's time to take your product into new areas where your salespeople may not have contacts or knowledge of the business community. Maybe it's time to think about hiring a manufacturer's representative to go out and pound the pavement for you.

What is a manufacturer's rep? It's a salesperson--a free agent who generally handles around five to seven different, but compatible, products. For example, a manufacturer's rep in the juvenile products industry might represent a company that manufactures softgoods like baby blankets, while at the same time selling hardgoods such as strollers and cribs for another company.

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