Manufacturer's Representative

A manufacturer's representative may either be a company or individual whose job is to sell the manufacturer's products. The industrial salesperson plays a vital role in the success of the manufacturer, the representative company and himself/herself.

What are the types of Industrial Sales Manufacturer Representatives?

There are at least four different types of manufacturer representatives when it comes to industrial sales. These sales positions may be internal within a store front or external, which is often referred to as "out in the field." The different types of manufacturer representatives include:

• Retailer: A store or office location that stocks the manufacturer's products and sells to customers from an established location and facility.
• Salesman: An individual who is employed by the manufacturer to represent and sell their products through outside sales. This position may either be salaried, straight commission, or a combination of the two.
• Company: A company that contracts with or buys supplies from a manufacturer to sell to customers through outside sales. The salesmen in this position represent both the company and the manufacturer. This position may also be salaried, commissioned, or a combination of the two.
• Contractor: An individual who independently contracts with a manufacturer to represent and sell their product line. This position is usually straight commission.

Other Similarities and Differences between Salespeople and Representatives

The responsibilities of each type of manufacturer position are similar. Regardless of the type of product or sales position, the goal is to create interest in potential customers and to consummate sales. The representative or salesman will demonstrate or educate potential customers on the available products and services and try to persuade the customer to buy.

It is not uncommon for an individual industrial sales manufacturer representative to represent one, two, or a whole series of different manufacturers. The number will vary according to the type of industrial sales position.

Industial Supplies - Industrial Sales>

Every Hi-Line representative manages a territory, similar to a route sales position, where quality industrial supplies are delivered directly to the customer's bins.

If you enjoy the industrial community, working with people, and being your own boss, then contact Hi-Line at industrialsales@hi-line.com for a rewarding career in industrial sales.