A distributor buys your product, holds inventory, and resells it to customers, taking ownership and margin in the process. A manufacturer’s rep does not take ownership; they sell on your behalf for a commission and the order ships directly from you. Distributors provide reach and fulfillment, including local inventory and logistics, while reps provide expert selling effort in markets where you lack coverage. Many B2B companies use both, with clear rules about which accounts and territories each one owns to prevent channel conflict.