Independent rep firms can be a powerful part of a manufacturer’s sales strategy—but without the right structure, they often prioritize their own incentives over long-term business growth. This white paper explores how manufacturers can optimize rep firm performance through CRM alignment, better incentives, and inside sales support—without replacing them.

Many manufacturers assume commission-based rep firms are a cost-effective sales solution—but they’re actually funding far more than just sales effort. This case study breaks down the hidden costs of rep firm commissions and why an inside sales model could be a smarter, more profitable alternative.

A major AV manufacturer relied on several different rep firms, each with its own CRM and sales process. The result? Disconnected data, lost customer relationships, and inefficiencies that hurt growth. This case study explores what went wrong—and how a shift to inside sales could have fixed it.

Many manufacturers struggle with CRM adoption, rep firm data gaps, and disconnected sales reporting. This white paper explores the biggest CRM challenges in the AV industry, backed by case studies and research insights—and offers a roadmap for a smarter, data-driven sales strategy.

Smaller manufacturers working with rep firms know they won’t get the same attention as the firm’s biggest accounts—but what they don’t realize is just how little effort is actually being put into their brand. This case study explores how commission structures silently dictate which brands thrive and which ones stagnate.

Manufacturers relying on independent rep firms often don’t realize the hidden administrative costs eating into their margins. Duplicated order processing, fragmented tracking, and outdated manual workflows create unnecessary overhead. Here’s how one AV manufacturer could have saved thousands with a smarter, streamlined sales process.

Rep firms might seem like an easy sales solution, but they could be costing your business millions. Here’s why inside sales teams are the smarter move.