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Farmers' Market

Like good gardeners, manufacturers' reps know the landscape and can help yield you a large cash crop.

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This story appears in the February 2002 issue of Entrepreneur. Subscribe »

Inventors are known for having great ideas. Making those ideas sell-well, that's another skill altogether. Inventors frequently lack the expertise or resources necessary to really launch a product successfully.

Enter manufacturers' reps, who can bring extensive knowledge and expertise to a budding entrepreneur's sales approach. Having a manufacturers' rep represent your new product adds some serious advantages to the equation. For one thing, reps usually have large, established sales networks that ideally have significant market contacts. Plus, representatives get paid only when they make the sale, which is a far better alternative for underfinanced inventors who'd otherwise incur high costs associated with setting up an internal sales organization from scratch.

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