Practical articles on territory management, merchant selling, specification, salary benchmarks, and career development — written from 28 years inside the industry.
Manufacturer reps often approach merchant selling as a distribution problem — how do I get listed? The real commercial challenge is entirely different. Here's what the reps who consistently win in the merchant channel actually do, and why most of them get the branch manager / trade counter split wrong.
Most field reps don't have a territory plan — they have a customer list and a habit. How to tier your accounts, plan routes commercially, build a real pipeline, and make the territory compound over time.
A straightforward breakdown of what UK building products field sales actually pays in 2025 and 2026 — by role type, sector, and total package. Based on 28 years of direct market experience.