About Us!
Dave Heath & Associates have been Independent Manufacturers Representatives since 1976. Our customers (dealers) are small to medium size business with a target market of Agricultural,Turf,Landscapers and Industrial Equipment markets. If you drive by any place in PA,MD,Del,NJ,and VA and see equipment displayed on their lot they are our potential customers.
The Manufactures we represent are small to medium size manufacturers that build equipment to fill the needs of our customers.
We become their Sales and Marketing staff. We are the eyes and ears of the business climate in our market and communicate with our customers and manufacturers as to what needs to happen to keep everyone profitable.
Over many years in business we have seen the good the bad and the ugly in business. The one big thing that has allowed us to be successful in our business is our commitment to communications and to get the answers that our customers and manufacturers need to keep the process of sales flowing. We are problem solvers on a daily basis and it is a big part of what keeps our business successful.
We are known as the gadget guys to our manufacturers and customers because we are always in search of the latest communication technological improvements, that will help the speed and clarity of what needs to happen to solve the problem and let the sale happen.
Our reputation is our biggest asset and something we take very seriously on a daily basis.
We are conveniently located in Central PA around Harrisburg,PA and can easily service our customer base.
Please feel free to contact us at godave22@mac.com
Why Use Reps?
Direct Sales force vs Independent Manufacturer's Rep
| Direct Sales | Sales Representative |
Training | Time consuming, high costs | Enter the field quickly, minimal training |
| Type of Selling | Salesman is a product specialist | Reps are specialists in selling |
| Experience | Depends on Manufacturers' needs | Experienced in the territory & industry |
| Selling Time | More time on specific products | Part time selling your products, but you have benefit of the entire agency |
| Opening NewTerritories | Takes considerable time to develop a new territory | Have a built-in following in their territory – can hit the ground running. |
| Cost | Total cost of employee | Only paid percentage of sale (commissions) |
| Paperwork | Payroll & all related clerical | Commission statements only |
| Control | Complete control & direction | Operates according to agreement (contract) |
shipment of the order or when the manufacturer gets paid, reps become the preferred channel
from a cost point of view!
One of the first things companies considering expansion into U.S. markets see is the fact they
can effectively and efficiently cover new territories through the use of reps. Reps are the low-cost
option and have direct access to an established customer base to promote new products.
In addition, reps possess the ability to identify and sell to a broad base of companies.
Accompanying this development of companies seeking to conduct business in the U.S. is the
fact U.S. companies are now a major presence in the global marketplace – hence, companies
going abroad face the need to keep their domestic costs as low as possible.
As a result, they're developing new markets and must combat high sales costs that must
be subsidized by U.S. sales. Thus, the move domestically toward independent reps.
Market Through Reps
• a continued focus on the importance of cost in bringing product to market
• the downsizing of many manufacturing firms including their sales operation – coupled with a move toward outsourcing
• the demand for more product knowledge and technological support
• advances in technology
• growth of international trade.
Today's independent manufacturers rep brings to the marketplace a wealth of talent that allows him to address those needs not the least of which is his ability to communicate compelling reasons why he and not the factory direct salesperson is the most effective means for serving customers and delivering product.
Advantage of a manufacturer's rep, they:
• provide immediate entry into a territory,
• provide regular calls on customers and prospects,
• provide quality salesmanship and
• provide predetermined selling expense – a percentage of sales as their commission.
An astute manufacturer can gain more than a fair share of a rep's time. While selling through reps is more complex than a direct sales force, at the same time it also carries with it:
1. Professional salesmanship
2. Customer continuity
3. Commitment to selling
4. The benefits of synergistic products - with their complementary product lines they call on the same specifiers and influencers in the same industries on the same type of applications that you need for market penetration.
5. Knowledge of the customer's processes
6. Cash flow-with a direct sales force, investment in salary occurs before results can be expected.
7. A variable selling expense – commissions paid for sales
8. Improved return on investment
9. Lower administration cost
10. A business advisory source
.
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