"When you think about it, you realize that manufacturers' agents can do at least five things for a manufacturer that nobody - absolutely nobody - else can do."

"First of all, they can give a manufacturer a predetermined fixed cost. Sales costs are tied directly to goods shipped."

"Second, they operate on an incentive. They give the manufacturer an incentive program, which is the profit motive - the stimulus that whets a man's appetite to go out and succeed."

"Third, they can give local sales management, which is absolutely necessary in a competitive market like we are in today."

"Fourth, they offer the manufacturer a trained sales force. The training costs the manufacturer nothing, because it's part of the package they get."

"And fifth, the manufacturer enjoys the benefit of immediate access to his market. As a little example in our own area, here it takes a new man several years before he even knows where to go, much less how to get a reception."