Comments on: Finding distributors for your wares http://smallbusiness.blogs.cnnmoney.cnn.com/2008/08/18/finding-distributors-for-your-wares/ Editors from FSB magazine answer your pressing small-business questions. Thu, 05 Nov 2009 16:07:19 +0000 http://wordpress.com/ hourly 1 By: Vincent http://smallbusiness.blogs.cnnmoney.cnn.com/2008/08/18/finding-distributors-for-your-wares/#comment-905 Vincent Mon, 08 Sep 2008 21:39:57 +0000 http://askfsb.wordpress.com/?p=575#comment-905 There is an community that called Dutchmarshalls.com and basicly what you can do is to join them. The focus of this community is "connecting" business people. By connecting with others you will find the Buyer or Supplier you need to do business with. It's also a gread way of building your business or boost up your sales. This is realy the solution for all small and medium size companies ho are strogling with finding clienbts or selling prducts. www.dutchmarshalls.com There is an community that called Dutchmarshalls.com and basicly what you can do is to join them. The focus of this community is "connecting" business people. By connecting with others you will find the Buyer or Supplier you need to do business with.

It's also a gread way of building your business or boost up your sales.

This is realy the solution for all small and medium size companies ho are strogling with finding clienbts or selling prducts.
http://www.dutchmarshalls.com

]]> By: Phyllis Erickson, Cockeysville, Md. http://smallbusiness.blogs.cnnmoney.cnn.com/2008/08/18/finding-distributors-for-your-wares/#comment-859 Phyllis Erickson, Cockeysville, Md. Thu, 21 Aug 2008 17:21:37 +0000 http://askfsb.wordpress.com/?p=575#comment-859 John: Your advice and help was invaluable . Thanks so much. John:
Your advice and help was invaluable . Thanks so much.

]]> By: Julie NY, NY http://smallbusiness.blogs.cnnmoney.cnn.com/2008/08/18/finding-distributors-for-your-wares/#comment-854 Julie NY, NY Wed, 20 Aug 2008 05:33:49 +0000 http://askfsb.wordpress.com/?p=575#comment-854 Trade show vendors tend to have great websites where you can also find out attendee statistics and exhibitor information. Industry insider websites like <a href="http://www.unitedstatesofapparel.com" rel="nofollow">UnitedStatesofApparel.com</a> are also good places to look. Trade show vendors tend to have great websites where you can also find out attendee statistics and exhibitor information. Industry insider websites like UnitedStatesofApparel.com are also good places to look.

]]> By: John Aberle, San Dimas, CA http://smallbusiness.blogs.cnnmoney.cnn.com/2008/08/18/finding-distributors-for-your-wares/#comment-853 John Aberle, San Dimas, CA Wed, 20 Aug 2008 03:28:48 +0000 http://askfsb.wordpress.com/?p=575#comment-853 Another choice besides distributors is to look for independent reps, also called manufacturers' reps or factory reps. These people or firms have specializations, like sporting goods. The established ones have accounts they call on, generally on a regular basis. Whereas distributors generally stock inventory and so expect steeper discounts because of their inventory costs, independent reps order when they sell. Additionally, you do not pay them until they do sell. Be prepared for them to negotiate for territory protection and commissions on all sales within their area. It is rare for a distributor to stock product prior to your having created demand. Thus, these rep firms are usually your best step to get started. Nevertheless, the more you can do to create demand and to make their jobs easier, the better they will do for you. There are several ways to find rep firms to work with. First, ask companies like the ones you want to sell to who their favorite vendors are. Contact the manufacturers' reps they recommend. Another approach is to contact associations for reps who specialize in your industry. I found the following ones online when I did a web search: • MANA Online, Manufacturers Agents National Association, http://www.manaonline.org/ • Thomas Global’s web site, http://www.thomasglobal.com/Default.asp?bhcp=1 – I searched on “manufacturers rep” – there were three pages of industry classifications that came up. • WEDDLE's Association Directory, http://www.weddles.com/associations/index.cfm, for a wide variety of associations. o You may not find factory reps or manufacturer’s reps listed as such. However, if you find the kind of industry you want to target then find the association for it, you should be able to ask them for a list of members who are rep firms or individual reps. Another method to find them would be to check out directories including the American Marketing Association, http://www.marketingpower.com/directory-display.php. Finally, you can do a web search for recruiters and matchmakers who specialize in on manufacturers' reps. Another choice besides distributors is to look for independent reps, also called manufacturers' reps or factory reps. These people or firms have specializations, like sporting goods. The established ones have accounts they call on, generally on a regular basis.

Whereas distributors generally stock inventory and so expect steeper discounts because of their inventory costs, independent reps order when they sell. Additionally, you do not pay them until they do sell. Be prepared for them to negotiate for territory protection and commissions on all sales within their area.

It is rare for a distributor to stock product prior to your having created demand. Thus, these rep firms are usually your best step to get started. Nevertheless, the more you can do to create demand and to make their jobs easier, the better they will do for you.

There are several ways to find rep firms to work with. First, ask companies like the ones you want to sell to who their favorite vendors are. Contact the manufacturers' reps they recommend.

Another approach is to contact associations for reps who specialize in your industry. I found the following ones online when I did a web search:
• MANA Online, Manufacturers Agents National Association, http://www.manaonline.org/
• Thomas Global’s web site, http://www.thomasglobal.com/Default.asp?bhcp=1 – I searched on “manufacturers rep” – there were three pages of industry classifications that came up.
• WEDDLE's Association Directory, http://www.weddles.com/associations/index.cfm, for a wide variety of associations.
o You may not find factory reps or manufacturer’s reps listed as such. However, if you find the kind of industry you want to target then find the association for it, you should be able to ask them for a list of members who are rep firms or individual reps.

Another method to find them would be to check out directories including the American Marketing Association, http://www.marketingpower.com/directory-display.php.

Finally, you can do a web search for recruiters and matchmakers who specialize in on manufacturers' reps.

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