Outsourcing Selling

Sales force outsourcing is booming in Europe, says Christian Rebernig, Secretary General of the Internationally United Commercial Agents and Brokers (www.iucab.com). Known commonly in Europe as commercial agents rather than manufacturers’ representative or manufacturers’ agents, companies that provide European sales representation to worldwide manufacturers enjoy productive political and economic climates, says Christian. IUCAB is an umbrella organization of European and other worldwide country representative associations, and maintains a list of country associations where manufacturers seeking reps can launch a search. IUCAB also maintains a searchable database of North American MANA member representative firms that international manufacturers can search to outsource their North American sales activities at http://www.commercialagents-northamerica.com/index.html. Christian shares insights that let North American manufacturers’ representatives know that they have more in common with their international commer