The ERA White Paper highlights the benefits of the manufacturers' sales rep model in a challenging economic climate marked by inflation, supply chain issues, and rising employment costs. It contrasts this model with the direct sales approach, which incurs fixed costs, while the rep model remains cost-effective due to its commission-based structure. The paper illustrates that manufacturers' reps provide flexible, territory-specific sales coverage, fostering customer relationships and reducing overhead. The rep model is beneficial for companies seeking scalable sales solutions without the high fixed expenses associated with direct sales forces.

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