One-third of the furniture market is hiding in plain sight — and most manufacturers aren’t even looking at it. Public Sector is a term that encompasses Federal, State, Local, Education (SLED), and Cooperative purchasing- anyone spending public funds. As a self-proclaimed Public Sector Subject Matter Enthusiast, I believe there are a lot of aspects of this market that make it  important for a manufacturer, especially a small business, to have a strategy for Public Sector.

A solid rep network is one of the most powerful drivers of revenue for small manufacturers—but building one that actually performs? That takes more than a handshake and a line card. Here’s what we have learned from decades of developing, leading, and reworking rep strategies that truly move the needle.