dcsimg

Career Story: Manufacturers Rep For A Line Of Materials Handling Equipment

Manufacturers Rep For A Line Of Materials Handling Equipment

Job Title: Manufacturers Representative

Type of Company: We design and sell material handling systems to the chemical, food and pharmaceutical industries.

Education: BS, Business Management, Northern Michigan University (Marquette, MI)

Previous Experience: I was a business consultant for two years before joining current Rep agency.

Job Tasks: As a manufacturer's representative firm, we have the exclusive rights to receive sales commissions for any of our contracted principal's products that are sold in our assigned territory. We are typically interviewed by a manufacturer, and if they like our company and people, they sign a contract that gives us the exclusive rights to sales within our territory. We refer to these companies as "principals" and we in turn are the representative,or "rep."

As part of our daily routine, we call and visit with existing equipment installations to follow-up on equipment performance and also network to establish new sales opportunities. The equipment we promote and sell is expensive, so the sales cycle can take six months to two years to consummate. And patience and persistence are essential to success.

Our entire source of revenue is sales commissions. If we do not sell, we do not get paid. It takes determination and persistence to find sales opportunities, generate proposals, perform presentations and maintain contact with the key customers in our territory.

Part of managing our business is to control cash flow. The sales cycle is long, and the business climate is subject to change, which creates an ebb and flow to the income stream. It is critically important therefore to manage the cash and to plan for periods of slow sales, when the income stream drops off.

As a representative in the manufacturing equipment sector, I am constantly exposed to the grit, dust, clamor and potentially toxic pollution of industrial facilities. But these are things I have to examine in order to recommend improved methods to handle the various materials in each customer's workflow.

Best and Worst Parts of the Job: Best part of my job is that it changes every day. In a given day I can be in a commercial bakery and a bulk pharmaceutical plant and end the day visiting a coal-fired power plant.

The worst part is way we are compensated and how the economy affects our income directly and immediately.

So, to keep fresh it is fun to be exposed to various unique operations. But it is a bummer to lose income during slow sales times.

Job Tips: If you were to consider being a manufacturers representative, you should plan on having virtually no disposable income for 1 - 3 years, as start-up costs are high, and it takes a long time to establish a reasonable cash flow.

I would also recommend that you find a product line to sell that is immune to market conditions and economic upsets.

Popular Schools offering Sales Programs

 
Results:  10
Matching School Ads

Discover the Difference a Community of Support Makes in Your Educational Journey. From Application to Graduation, the Support You Need to Achieve Your Goals. 100% Online.

Selected Campus Locations:
  • Online

Turn your talents into a career at nationally recognized and accredited Platt College.

Selected Campus Locations:
  • Alhambra
Selected Programs:
  • Business Management

Learning at Full Sail University has always centered around interaction and the exchange of ideas. Our online curriculum fully embraces this philosophy.

Selected Campus Locations:
  • Online

Get your career started with Intercoast Colleges.

Selected Campus Locations:
  • Online
Selected Programs:
  • Business Technology

At UEI College, we want you to succeed. We’re like a family and we want you to be a part of it.

Selected Campus Locations:
  • Fresno

San Joaquin Valley College - A Private Junior College.

Selected Campus Locations:
  • Hanford

Winthrop University is a public, comprehensive university located just outside of Charlotte, North Carolina, in Rock Hill, South Carolina, 

Selected Campus Locations:
  • Online

The University

With over 80 years of academic achievements, Jacksonville University is a traditional, longstanding institution consistently ranked by U.S. News & World Report as one of America's best colleges.

Selected Campus Locations:
  • Online

The Chicago School is a not-for-profit, regionally accredited institution with more than 4285 students at campuses across the country and online.

Selected Campus Locations:
  • Los Angeles

The Secret to Getting Ahead is Getting Started

Selected Campus Locations:
  • National City
You are visiting:

What are Career Stories?

Career Stories are concise, real-world career overviews written by people relating their personal career experiences and wisdom. They provide invaluable insights and mentoring advice to students and career changers.

Most stories include:

  • a typical day or project
  • tips and advice
  • best and worst parts
  • educational background
  • previous experience

Browse hundreds of Career Stories

More Details On This Career

Please also see our detailed information about Product Sales Representatives, including:

Back to Top