Manufacturers’ representatives are independent salespeople selling for
multiple companies. Reps are the cost-effective outsourced alternative to hiring a factory-paid sales force, so you save money.
BENEFITS OF WORKING WITH AN INDEPENDENT MANUFACTURERS REPRESENTATIVE
- Reps are not paid unless they produce. Your financial risk is lowered.
- Reps allow your firm to enter and service many markets.
- Reps can be a shortcut into a market.
- Reps have contacts in the field and can often get product designed-in and specified because they have a rapport with the engineers and buyers.
- Reps can provide you with insights into the market. They'll know about competitors, customer complaints, and marketplace openings.
- Reps can provide synergy. If a rep carries other products that complement yours, the items can be packaged together to make a sale.
What we do
- We are problem solvers: manufacturers’ representatives work hard to earn reputations as trusted problem solvers.
- We are professionals.
- We represent multiple and complementary products and services.
- We represent complementary, non-competitive companies.
- By representing multiple companies, we offer multiple problem solutions.
- We abide by a strict code of ethics.
- We operate as a business in sales, not as salespeople in business
Manufacturers’ representatives act as customer advocates with the companies they represent. Selling through independent manufacturers’ reps is more cost effective for the manufacturer or service provider (lowers the total cost of the sale). This happens because the cost of sales ratio is fixed and tied directly to the Net Sale only.
Intrinsically, manufacturers’ reps create long-lasting relationships. Direct salespeople are always on the move as they are promoted to bigger territories or new responsibilities. People buy from people they know and trust. Manufacturers’ reps work hard to earn reputations as trusted problem solvers. Manufacturers also get immediate access and low risk evaluation of new markets and broad penetration into ones already existing in the territory. Manufacturers reps already have the best market intelligence for the territory. We provide knowledgeable advice to the manufacturer and management. We have an already established customer base and an experienced sales force.
We offer the customer multiple solutions to their problems. Solutions and problem solving are the key to selling and having a multi-line rep solution will outperform the individual product sales person. The customer spends far less time working with a single manufacturers’ rep than with multiple direct salespeople. A manufacturers rep partner is invested in the manufacturer and knows their livelihood is tied directly to the success of that product line.
Cost of Direct Sales force VS. Outsourced
|Outsourced Sales Force||Captive Sales Force|
|Recruiting & Selecting|
|Ads||Covered by Commission||allocated to HR department costs|
|Recruiting fees||Covered by Commission||allocated to HR department costs|
|Testing||Covered by Commission||allocated to HR department costs|
|Reference checking||Covered by Commission||allocated to HR department costs|
|Interview time||Covered by Commission||allocated to HR department costs|
|Interview travel||Covered by Commission||allocated to HR department costs|
|Training||Covered by Commission||allocated to HR department costs|
|Salaries/commissions/bonuses||Covered by Commission||allocated to the cost of sales|
|FICA/FUTA||Covered by Commission||allocated to the cost of sales|
|State/miscellaneous tax||Covered by Commission||allocated to the cost of sales|
|Insurance & Retirement benefits||Covered by Commission||allocated to the cost of sales|
|Medicare||Covered by Commission||allocated to the cost of sales|
|Benefit maintenance, reporting & compliance||Covered by Commission||allocated to the cost of sales|
|State/local tax/laws||Covered by Commission||allocated to G/A costs|
|Workers comp||Covered by Commission||distributed by department|
|Licenses||Covered by Commission||allocated to G/A costs|
|Required forms and filings||Covered by Commission||allocated to G/A costs|
|Travel & Entertainment||Covered by Commission||allocated by expense report|
|Auto expense||Covered by Commission||allocated by expense report|
|Customer promos||Covered by Commission||allocated by expense report|
|Recurrent training||Covered by Commission||allocated to sales or training costs|
|Product Training||Shared with principal||allocated to sales or training costs|
|Accounting expense||Covered by Commission||allocated to G/A costs|
|Dues & subscriptions||Covered by Commission||allocated to G/A costs|
|Employee relocation expense||Covered by Commission||allocated to HR department costs|
|Employee replacement expense||Covered by Commission||allocated to HR department costs|
|The legal expense for HR responsibilities||Covered by Commission||allocated to HR department costs|
|Rent||Covered by Commission||allocated to G/A costs|
|Furniture/fixtures||Covered by Commission||allocated to G/A costs|
|Computers/technology||Covered by Commission||allocated by department or IT costs|
|Communications expense||Covered by Commission||allocated to G/A costs|
|Administrative support||Covered by Commission||allocated to G/A costs|
|Postage||Covered by Commission||allocated to G/A costs|
|Office Supplies||Covered by Commission||allocated to G/A costs|
|Utilities||Covered by Commission||allocated to G/A costs|
|Maintenance||Covered by Commission||allocated to G/A costs|
|Business Insurance||Covered by Commission||allocated to G/A costs|
|Account forecasting||Covered by Commission||allocated to the cost of sales|
|Market share data||Covered by Commission||allocated to marketing costs|
|Competitive awareness||Covered by Commission||allocated to marketing costs|
|Sales meetings||Covered by Commission||allocated to the cost of sales|
|Rep councils||Shared with Principal||N/A|
|Opening new markets & customers||Covered by Commission||allocated to marketing costs|
|New product development & introduction||Covered by Commission||allocated to marketing/R&D costs|
|Routine distributor & customer training||Covered by Commission||allocated to customer service|
|Interest on investment dollars||Covered by Commission||allocated to investment costs|
COntact us to learn more:
We are always on the lookout for "synergistic" product lines that would fit our product mix, but not overlap existing relationships. Dynamic is located in heart of Silicon Valley and services Northern California and Northern Nevada.
Dynamic can help you in your targeted markets and help you reach new customers.
We have over 500 active accounts and maintain a local database of thousands of potential customers. Dynamic is an active outbound sales and marketing organization that produces its own leads and prospective customers.
If you would like to discuss a potential partnership with our rep firm please get in touch using the link below or reach out via phone or e-mail. You can email jeff (at) dynamicrep.com or call us at (408) 780-9190
If there is mutual interest we would be happy to set-up a meeting to discuss our operations, key accounts and product focus.
The type of products we typically represent are:
Climate Control - Heat Sink , Heat Pipe , Thermoelectric, Vapor Compression
Power Quality Components - Transformers, Filters, Power Supplies, and Electronic Circuit Breakers
Industrial Controllers and Network Gateways - Raspberry Pi, Serial, Digital, Wireless, and Relay
Electro-Mechanical - Terminal Blocks, Connectors, Cable Entry, Wire Termination
Industrial PC’s and Embedded Computers - IIoT, Remote I/O, Data Acquisition, Wireless LAN
Non-Contact Sensors - Inductive, Photo-Eye, Ultrasonic, RFID, Light Curtains
Steel NEMA and JIC Enclosures - Wall Mount, Floor Mount, Free Standing, Consoles
Non-Metallic Enclosures - ABS, PC, Fiberglass
Electrical Measurement - Signal Converters, Sensor and Loop Transmitters
RFID Tracking Tags - IoT Cloud Data for Machine Parts, Consumables, and Service
Mechanical Position Sensors - Angle, Tilt, Linear, Trim Pot & Inclinometer
HMI - Limit Switches, Push Buttons, E-stops and Indicator Lights
Circuit Protection and Power Control - Circuit Breakers, AC Contactors, Motor Starters, Power Relays
Cable Management - Cable Glands, Cord Grips, Cable Tray and Plastic Conduit Systems
Network Infrastructure and Structured Cabling - Fiber Optic and Copper Cable, Industrial Ethernet, Physical Network Products
DC Current and Voltage Control - Contactors, Connectors, Limit Switches
Machine Monitoring and Motor Protection - Monitoring Relays, Time Delay Relays, Power Meters
Surge Protection Devices - MOV, TVS, TSPD, SM, RF and Data
AC Power - IEC Pin & Sleeve Connectors, Rectangular Din Connectors, Disconnect Switches and Custom PDU's
We are open to discussing other product areas as long as it fits within the scope of OEM machine builders, control panels, automation and industrial controls type of customers.