The most common question asked by new brands is “how do I find the right retail buyer at…”? Unfortunately, we think this is putting the cart before the horse. If you manage to find the right retail buyer for your product without a rep, you will quickly realize that your company’s sales journey has just begun. Indeed, most buyers will ask you to hire a sales team and distribution manager before they accept your product. Whether you hire a manufacturers’ rep or not, someone at your organization will need to be in charge of sales and distribution management. You can outsource that function to a manufacturers’ rep or you can hire internally; either way, the sales job isn’t going away.

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