Manufacturers Representatives are professional sales companies. They are independent from the Manufacturers which they represent. They have contractual agreements with manufacturers in their industry. They provide professional sales and marketing services to multiple manufacturers and are paid by commissions on sales in their assigned territory; no sales, no commission.
 
The Manufacturers Representative represents manufacturers whose products are synergistic. This allows the representative to leverage existing business to introduce new products, providing a faster time to market for its manufacturers. The synergistic aspect also adds value to the customer by providing a "One Stop Shop" aspect that direct factory sales cannot do.
 
The Manufacturers representative lives in the territory where they work and they normally have a long-term relationship with the customer. Independent Manufacturers Representat ives are a "Resource" to both the customer and the manufacturer. The tenure of a rep firm within their territory is typically counted in decades, not months. Recent figures indicate the average stay of a manufacturer's direct salesperson is less than 20 months.
 
Independent Manufacturers Representatives are advocates for both their Manufacturers and their Customers. The Rep understands the Customers needs, as well as, the capabilities of each individual Manufacturer that they represent. The independence of the Rep allows them to assist both the Customer and the Manufacturer when the customer "Needs" diverge from the factory's procedure.
 
The Internet has created avenues where Manufacturers and Customers can interact. However, the sales staff from the Independent Manufacturers Representative Company builds relationship with the Customer. The Reps territory permanence, in-depth knowledge of the Customers and Manufacturers, are all benefits to b oth the Customer and Manufacturer.
 
There is a difference in Manufacturers Representatives. Anyone can call themselves a Rep, but only those who plan, train and strive for continuous improvement are "Professionals". The professional Independent Manufacturers Representative is normally proactive, displays a high degree of commitment, professionalism and ethics.