"How Do I Go From A Dealer To A Manufacturer’s Rep?"
09/12/23 Edition Stephen Says Column


Dear Stephen,

I’m a sales rep at a contract furniture dealership. I’ve been working here for almost five years. In all honesty, the first two years were very rough, but I was given a guarantee and by the third year I started to make some traction and build my own clientele. For the past couple of years I’ve been earning in the low-to-medium six figures that’s a combination of base plus commission.  

It’s a very competitive and exciting environment because I work for a big dealer with a major line but it is also frustrating because I work with people who are literally in their 70’s who’ve had the same accounts for, well, forever. I know if I were to stay here, eventually, I would have a strong income stream. My problem is, however, I simply do not like working at a dealer.

It’s not this dealership, this is a good company! But there are too many parts and pieces in a dealer order: negotiating the discount with the manufacturer, dealing with an architect or a designer, dealing with the owner’s rep, and then the end user. Not to mention worrying about our internal account managers, project managers and installation team and finally there’s my sales manager nagging me about GP! (gross profit margin). Simply put – succeeding at a contract dealership is hard work and I see why people go on to earn the big bucks! I’m simply not cut out for it. I just don’t want this job anymore.

I do like the contract furniture industry, I’m great at sales, so I want to stay in this business. It seems to me a job that I would love to try and I think I would be great at would be being a manufacturer’s rep.

Given my existing experience working at a dealer, understanding the trials and tribulations, I know I’d be an empathetic rep. I’ve also had the good fortune to build strong working relationships with major architects and designers because I work for a dealer that carries #MillerKnoll, which is obviously one of the most if not the most major brand in the industry for the A&D community.

Here’s my question – I’ve hinted to my own MillerKnoll rep that I’d love to go to work for them and yet I’ve been told that they frown upon hiring from their own dealers. I can also tell you that my current boss would be pissed off and would probably kibosh it (yes! “kibosh,” I’m a New Yorker), since they have invested so much time in me. I know I’m going to leave anyway, and I do want to stay in the industry. What is your advice on how to land a sales job at a manufacturer?
Signed,
Aspiring Manufacturer’s Rep

Dear Caterpillar,

You’re not alone in wanting to leave a contract furniture dealer to join a manufacturer. It’s very true – if you represent one of the majors, it can be very difficult to get them to hire you unless your boss at the dealership signs off on it directly. Five years working and learning at a MillerKnoll dealer is just that sweet spot where you’ve learned just enough to be a perfect employee for any manufacturer or another dealer. However be sure you’ve well thought out your decision, because although it is probably more work working at a dealer – more moving parts and pieces like you said… ultimately, the financial reward, if you’re successful, can be almost double than working for any manufacturer.

That being said, if you’re at a MillerKnoll dealer, anywhere in the country, and you want to go to work as a direct factory sales rep, my advice is to upload your resume to any of the other major manufacturer’s websites. Actually all of them! If I were you, I’d be applying to #Steelcase, #Kimball, #Haworth, #Global, #Allsteel and #Teknion. Oh! And don’t forget the open lines -- #OFS, #Humanscale, #Exemplis.

Moving on, another dimension to be aware of: do not overlook #RH, and #DWR… and do not forget the Lifestyle Design Group companies that Haworth owns such as #PoltronaFrau and #Luminaire. All of these companies would love to have you!

Here is the most important tip I can give you, however: when you go to a manufacturer’s website to upload your resume, you may not see a local opening. Don’t assume there’s no job for you  - apply anyway. That’s because you want your resume in the company’s database. Just how every employee like yourself may not be happy and wants to find a new home, every employer may not be happy with their employees and could be keen on a replacement. Once they see your resume – bang! A match is made.

Also remember that we are soon entering the fourth quarter of the year, so in January 2024, only a few short months away might I add (where has the time gone!), a whole slew of positions will be opening when the New Year begins, as existing employees traditionally quit their jobs at the end of every calendar year once they collect their bonuses. I hope this helps to you and to everyone looking, as we all know the Fall is a great time to look for a new position. Good luck!  

 

Signed,
Stephen

 

#Dealer #Luminaire #Haworth #RH #DWR #PoltronaFrau #LifestyleDesignsGroup #Steelcase #Kimball #Global #Teknion #OFS #Humanscale #Exemplis #MillerKnoll #JobMarketUpdate #NeoCon #BDNY #BoF #MMQB