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Capital Equipment Reps Meet Unique Challenges

A rep is a rep is a rep. Sounds good on paper, and in many cases it's true, but once you drill down into what's required of independent manufacturers' representatives in specific industries, you may find that comparing them and what they do and the markets they serve, it's a little like comparing apples and oranges.

The best case in point might very well be capital equipment reps. The fact that this group's needs, wants, desires and plans for the future might be different from those of their more commodity-oriented peers is quickly discerned from a series of conversations. As a matter of fact, those who toil in the capital equipment markets tend to emphasize their differences from commodity ...

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