604 402 Brent Barron

How to Hire and Manage an Effective Manufacturers Rep Agency

The advantages and disadvantages of outsourcing sales to manufacturers representatives are well established and are typically summarized by the opposing forces of need for control versus desire for variable cost. An internal, or “direct”, sales force is under the manufacturer’s…

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150 150 Brent Barron

Case Study: Market Segmentation

Overview   The client had a broad portfolio of capital equipment healthcare products, maintenance agreements and financial service offerings. The products were designed for a continuum of variably sized customers in an array of different medical specialties. There were constant…

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Overcoming the Most Common Challenges Facing A Growing Business

My business is in a period of strong growth, what should I do now? Things are going well… until they aren’t. Sales are good, you are adding new clients, people are excited, your friends notice how well things are going…

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