Manufacturer's reps may be a good avenue for a fast ramp up and long term sales/market development for your new product/service without requiring breaking your bank in upfront costs. They work on commission, have the local respected reputation amongst your natural/ideal target markets and prospects so they can get your products accepted and purchased. Thay also have the right contacts who deeply trust them as a resource that they can leverage to get them and you both product acceptance and sales.
That channel also works because It's their established and respected reputation instead of your own "new kid on the block" reputation that gets the sales and a fast ramp up for actual sales that you need.
Because Manufacturers reps are independent business folks who work on commission only, they are rarely pioneers for new products. Knowing this, You will have to find a way to make the sales partnership a natural and profitable fit for them.
To find the Manufacturer's rep sales group/channel that can and will work well for you even though you may be a "new" product, idea or service: Research a bit
- First look for what other products and services does your product naturally compliment?
- Next, Search google for manufacturers reps who sell those types of products or services.
- Next, approach them with you being a very natural ad on for what they already sell or a stand alone that fits their targeted markets and customers.
Next, Qualify them re commitment to you, fairly reliable projected results, time to ramp up/sell and if they are right for do this:
- Instead of asking them to be your reps, ask them why you should chose them to be your reps. That conversation yields just how committed they could and will be, how much they see your product as a great opportunity and how/why they would/could be successful for you.
Based on that, select the rep firm and write a sales contract that is clear in its mutual support,expectations plus lets them have the product as an exclusive in their territoty. Define expected results and the time period in which that must happen. That makes the rep firm have a stake in the game and it gives you an out if they font work out.
I've gone to market for years in one of the most competitive industries, the physical security industry and it has worked exceedingly well. Good Rep firms can afford the selling time needed. Its a pay for success path so it offers a good affordable sales path but it works v hiring straight commission sales people who can't fund the ramp up time and if sales don't happen fast will quit.
Please consider this Manufacturer's Rep route as the best way to get the sales side ramped up quickly and successful for both the short term and long term.