I want to become a dealer or representative of the company. Proposals from manufacturers to find a dealer. Negotiations with suppliers and competent preparation

In this article, we will talk about how to become a dealer (representative), what is the procedure for becoming an official dealership, how companies are selected, and how much money is required for this and whether it is possible to do without large investments.

What qualities should a future representative have?

The question of how to become a dealer, in addition to large businessmen, is asked by those who decided to take the path entrepreneurial activity from this step. After all, few people refuse to try their hand at business, representing an experienced and reliable company.

Those who are still at the very beginning of a long journey would probably like to understand what qualities are expected of them when applying for a job. As the key requirements of employers to applicants for the position of an intermediary who will officially represent the company, the following should be highlighted:

• practical experience in entrepreneurship. Without it, it will be quite difficult to comprehend the basics of the profession. Qualification is needed especially if the employer is a reputable company;
• high activity and communication skills. In order to perform their duties qualitatively, the dealer must have public speaking skills. At the same time, in this profession there is no clear work schedule, and a person must be constantly energetic;
• stress tolerance. This quality is considered as one of the key when hiring, regardless of the proposed position;
• passion for work. Often, enthusiasm in work allows you to resolve a huge number of difficult situations.

Required documents

To officially represent the company's products, you will need a package of documents. Their presence is mandatory, as it must be carried out officially and can bring good profits.

To sign a cooperation agreement, you must:

• be or register as a legal entity;
• have a mediation agreement in hand;
• have your own office;
• get a certificate.

To sign the contracts, you will need documents such as:

• the passport;
• certificate of registration with the fiscal authorities;
• documents on registration in state bodies;
• bank account details;
• memorandum of association and articles of association.

Copies of all these documents will need to be certified by a notary.

How to become a manufacturer's dealer?

Before proceeding to joint work with one of the manufacturers, you should study the existing offers on the market. One way to resolve this issue is to visit the official websites of companies. In addition, it is necessary to analyze existing industries market in the region, identify the products that are in greatest demand among consumers, as well as assess the employment of the market segment and identify potential buyers.

Often companies looking for dealers in the regions, impose on them such requirements as:

• registration as legal entity or an individual entrepreneur, which will allow you to sign a formal agreement with the dealer;
• the future representative should be well aware of the scope of the company;
• the official agent of the manufacturer must be financially stable;
• passing a number of licensing procedures in the event that the company's activities are subject to licensing.

Enterprises offer their future representatives the following possible options cooperation:

• by sales volume, when the dealer is liable for certain period time to fulfill the planned sales plan;
• cooperation on legal content, when a dealership agreement is signed between the manufacturer and the entrepreneur and this cooperation backed by a certificate.

How to become a factory dealer?

As in the previous case, individual entrepreneurs and legal entities can obtain the official status of a representative of a manufacturing plant. At the same time, from the point of view of sales, it is the intermediary who takes all possible risks. However, this form of cooperation also has its advantages. One of them is the lack of competition for a certain product in a particular region.

How to become a dealer without investment?

If for some reason the future entrepreneur has not been able to collect start-up capital, then you can become an agent of the manufacturer without investment.

Under these conditions, there are the following options for cooperation:

• realization of goods under the order. To do this, the manufacturer signs an agreement with the dealer for the supply of goods at the dealer price. This product must be offered for sale at the dealership trading network. In this case, the official representative must pay the advance part of the contract to the manufacturer. The rest of the debt will be paid after the goods are sold;
• free testing when free production samples handed over to the dealer for demonstration to potential buyers.

How to become an official dealer?

To obtain the right to be called an official dealer of the manufacturer, in addition to state registration, you will need:

• practical experience and knowledge of sales;
• the ability to explore the existing demand and market;
• a dealer business plan should be developed;
• be financially stable;
• have correct financial statements;
• ensure the availability of employees whose qualifications allow working with the manufacturer's products;
• demonstrate interest in and knowledge of the manufacturer's products.

By taking all these steps, you can prepare offer, attach to it own business- plan and send the entire package to the manufacturer.

How to become an auto parts dealer?

The algorithm of actions that allow you to become an auto parts dealer is no different from the action plan for registering a similar form of cooperation when it comes to the production of other products.

How do firms select official representatives?

The selection of official intermediaries by manufacturing companies, especially when it comes to large manufacturers, is carried out through tenders. This is due to the fact that there can be many entrepreneurs who want to get this tidbit of the pie.

When making a final decision about a particular candidate, preference will be given to the one who best meets the criteria.

How much money is needed?

It is quite natural to ask how much to invest Money to do business like this.

As noted above, in some cases this can be done without resorting to any costs by agreeing with the manufacturer, for example, on receiving goods for sale.

If it was decided to pay immediately for the purchased goods, then the amount of investment required will depend on the volume of the purchased lot and the type of product.

Conclusion

In conclusion, I would like to add that everyone will be able to try himself as a dealer, having gone through all the necessary licensing procedures. It is important here to demonstrate a strong desire, to have the appropriate knowledge and to be ready to give everything to the cause at full strength.

If you are thinking about starting your own business, then this article is for you. The idea presented in this article will be of particular interest to those who want to start their own business, but do not have the financial resources to do so. We will tell you how to become an official dealer.

A bit of theory

Most, even fairly large manufacturers, do not have their sales offices in most regions. They prefer to sell their goods through an extensive network of dealers. For the manufacturer, this form of cooperation is quite profitable - there are no costs for opening their own points of sale. Thus, with a minimum of expenses, the manufacturer receives its representative offices in the regions.

Now let's figure out who the dealer is. The word "dealer" has a definition - it is an intermediary between the manufacturer and the final buyer, acting in the interests of the manufacturer.

Depending on the area in which the dealer operates, they are divided into several categories:

• participants of the stock market of securities;
• participants in wholesale purchases, for the subsequent sale of goods in small wholesale or retail;
• car dealers who receive a percentage of the cars sold.

Become official representative manufacturer in the region is not only to get the opportunity to sell products at the most favorable prices but also to be, so to speak, official representing this manufacturer in your region.

In general, the work of the dealer can be divided into several stages:

• negotiation part - discussion of prices, working conditions, etc.;
• signing an agreement;
• sale of the main product of the manufacturer;
• implementation additional services and related products - warranty and post-warranty service, transport services, sale of spare parts and the like.

Being the exclusive dealer in your region is a very profitable business. Not only will you be able to represent the manufacturer solely in your region, but you will also be able to attract many buyers by offering the best prices. It will be much easier for you to cope with competitors, since your conditions will be more favorable for buyers.

What is needed to start

Before becoming a company dealer, you need to clearly define what you want to sell and how profitable it is. In addition, there are criteria that a potential dealer must have, and in order to cooperate with the manufacturer directly, you must strictly meet these criteria.

In practice, situations often occur when a person who wants to become a dealer does not fit a number of criteria that are presented by the manufacturer. To assess your chances of becoming a representative, you need to know these criteria. Here are the criteria:

• sociability is a mandatory element, since you will have to communicate a lot with people;
• activity - you need to work hard to be a successful representative;
• good negotiation and persuasion skills;
• not be afraid to take your own initiative;
• the ability to remain calm and sober thoughts in situations other than standard;
• the ability to present yourself better than your competitors.

Read also: What business to open in small town profitable and promising

If you think that you have all of these qualities, or at least most of them, then you are quite suitable for work in such an area as representing the interests of the manufacturer in the regions.

Of course, the main skill of a representative is the ability to sell the goods that he represents on the market. The dealer must be able to convince potential buyer that the products they offer are the best on the market and by the most great price. In order to do this, you must be able to convince the interlocutor that you are right, have a certain talent and charisma.

A very important character trait of a representative, as a person, should be the ability to accept a refusal and, accordingly, disrupt a deal. It is important to be able to analyze the mistakes made and not focus on failure.

Paperwork

In order to become a manufacturer's dealer, you need to collect a number of documents. This is due to the fact that in some cases the goods are given for sale and, accordingly, the manufacturer wants to make sure who he is dealing with in order to know that he will receive money for the goods provided.

The standard package of documents that the manufacturer wants to see consists of:

• certificate of state registration legal entity;
• availability of documents on the lease of office space;
• contract for the provision of intermediary services.

After the manufacturer has reviewed the basic documents and decides that you are a good fit, you will be asked to provide additional documents, which consist of:

• identity document;
• statutory documents of your legal entity;
• agreement on the establishment of a legal entity;
• document on registration with the Federal Tax Service;
• valid bank account details.

Of course, each manufacturer has the right to require some additional documents from you. It will depend on what is produced at the given enterprise. For example, if it is alcohol or tobacco products, then licenses will be needed to trade in such types of goods.

In order to interest a large and well-known manufacturer, you must compare favorably with other applicants for the role of a representative in your region.

Perhaps the most important thing will be experience in this field. If you have experience with goods similar topics that the manufacturer implements, then you will get a huge advantage over your competitors.

Having a ready-made client base is also beneficial for you. In addition, the manufacturer will be impressed by factors such as:

• your business reputation;
• your ability to gather a team of professionals around you;
• you have a decent office and technical capabilities for the sale of goods;
• ability to organize warranty service.

How does a representative work?

When a cooperation contract is signed, the dealer decides how the policy will be built to promote the manufacturer's products in a given region. To do this, first of all, an analysis of the state of the market in the entrusted territory is carried out.

An analysis of the demand for the presented products is carried out and options for increasing demand are considered, if necessary. Ways to promote products are being developed. At the same time, one should not forget that the analysis of proposals and pricing policy competitors is the basis of market analysis.

In almost every successful company there comes a time when it is necessary to expand the geography of sales in order to increase the number of consumers of manufactured products and make a profit. At this stage, the company initiates a search for a person who could perform the functions of promoting goods in a certain region of the country or abroad.

We are talking about a dealer - a legal or individual who purchase the company's products for special conditions and at wholesale prices for its subsequent sale at retail or small wholesale. This is the so-called intermediary between the manufacturer and buyers (other intermediaries).

Given that the dealer represents the largest wholesale buyer, he is endowed with exclusive rights to the product, acquiring it with all sorts of discounts at the lowest prices.

Such conditions are beneficial, among other things, to the manufacturer, which, in addition to increasing volumes, also receives representation of products in an as yet undeveloped region, plus the opportunity to shift some of the important organizational issues to an intermediary.

Selection criteria

Cooperation with a large company implies that the dealer has the ability to withstand competition from other applicants for occupying this niche.

When choosing a dealer, companies pay attention to:

• presentation of the enterprise (photos, infrastructure, characteristics of activities, etc.);
• experience in this field and the presence of an established client base;

• region of residence (conducting activities) and possession of the situation in this region: knowledge of the region's capacity in services and products; the concept of the constituent shares of the main sellers in the market; having an idea about the activities of competitors; having knowledge about key clients in the market plus maintaining communication with consumers on an ongoing basis;
• financial stability, readiness for investment (construction);
• Availability technical base and staff of qualified employees;
• interest in product promotion;
• favorable for potential clients location of infrastructure facilities, including proximity to major highways, convenient access road, etc.

The standard time frame for reviewing applications and making a decision varies from one to one and a half months.
If the decision in favor of one or another official dealer is positive, a dealer (service, distribution) agreement is concluded with the latter for six months (considered as a trial period).

Business Performance Opportunities

Representation of the manufacturer for the subjects of the dealer network means great opportunities used to ensure the efficiency and profitability of the business.

It:

• receiving discounts from list prices plus bonuses for worthy fulfillment of dealer obligations;
• guaranteed centralized delivery of goods to warehouses;
• additional training for service, sales and marketing specialists;
• participation in leasing special programs, including the possibility of acquiring equipment for service centers in leasing.

In addition, when carrying out activities, the dealer receives from the manufacturer full marketing, technical and advertising support (providing advertising products, technical literature, organization of exhibitions, etc.).

Required documents

If you are interested in an offer to become an official dealer of a manufacturer, you may be asked to prepare certain documents.

Namely:

• documents confirming the status of an independent legal entity in the proposed region;
• a completed application form plus an evaluation sheet, which indicates information about the enterprise, its location, sales, team and willingness to invest;
• business plan as part of work with the manufacturer, taking into account the above aspects.

These documents are usually sent to the representative of the dealer network development bureau. Further, the applicant will be provided with more detailed information related to the requirements for the subjects of the manufacturer's dealer network, as well as a list of mandatory documents, the presence of which is mandatory for consideration of the application.

Start-up capital and availability of required infrastructure elements

There is no unequivocal wording to answer the question about the dealer's start-up costs. It all depends on the manufacturer and their requirements, the scheme used and the dealer's own developments. For example, if you intend to join the dealer network of KAMAZ PJSC, you need to be ready to invest in maintaining working capital for the purchase of products. This is about 10-12 million rubles for cars and exactly the same amount for spare parts.

Even at the initial stage, it is necessary to provide 5 million (up to six months) and 12-13 million rubles over a period of one and a half years for the development of the infrastructure of the dealer center.

If you manage to negotiate with the manufacturer regarding the receipt of products for sale, you can avoid large investments and pay the company after you sell the goods.

However, the price under such a scheme will be an order of magnitude higher than if you paid the fee immediately.

If you are ready to pay for the goods immediately, the amount of investment will depend on the volume of the purchased lot and the type of goods.

In addition, you will need to take care of the presence of mandatory elements of the dealer infrastructure in the proposed region (taking into account the declared status).

Will be needed:

• a protected area intended for receiving and storing products;
• storage facilities with conditions for loading and unloading;
• service center in management, ready to carry out all operations;
• office space for sales and purchases for staff plus a relaxation area for customers.

The type of activity under consideration has many pitfalls, requires certain personal qualities and fulfill a number of manufacturer's requirements. At the same time, this is a very interesting and profitable activity, in which success can only be achieved with a competent and balanced approach.

Modern man increasingly wants to become independent from the state and seeks to work for himself. Starting your own business is not easy, apart from collecting necessary information and documentation, it is necessary to have initial capital. However, not everyone has the opportunity to collect the required amount of money, in this case, you can become an official dealer. Many do not know this concept, but abroad it is a common phenomenon. Let's try to figure out what the word "dealer" means and why it is more preferable to work in this direction than to open your own business?

Who is a dealer?

Dealer types

• a dealer who is a participant in the securities market;
• a dealer who buys wholesale and sells products at retail;
• a dealer who is a company representative who finds customers and receives a profit for this.

Dealer terms and conditions

To become a dealer , as a rule, it is necessary to have a stable financial position. If the candidate meets the following requirements, then he has the opportunity to be accepted into the team:

1. Preference is given to candidates with experience in the company's field of activity.
2. The dealer must have a business plan.
3. The representative must be interested in the services/products of the company and be result-oriented.
4. The dealer must have the necessary equipment.
5. The dealer must be able to invest in procurement/construction.

The company is interested in promoting its product in different regions, therefore, if a dealer network is already developed in the city of your choice, then you can get a refusal. The way out is to look for a new manufacturing company or move to a region that is not occupied for activity.

Documents required to work as a dealer

You can become a manufacturer's dealer if you have certain documents. For a legal entity, this is:

• Charter.
• If available, memorandum of association.
• Certificate of state and tax registration.
• A document certifying the powers of the head.
• Rental agreement for premises, if applicable.
• If there is a contract with a sub-dealer.
• Leader's passport.
• Bank details.

If the dealer is registered as individual entrepreneur, then you need to have only a certificate of IP and TIN.

Benefits of being a dealer

Working as a dealer has a lot of advantages compared to starting a business on your own, the main one being getting an already advertised product. This means that there is no need to spend money and time on brand promotion and promotion of a new product to the masses, this has already been done by the parent partner company.

Another important reason to become a reseller is the ability to choose the product you will work with. If you have an attraction to sports products, then there will be no desire to deal with goods Food Industry and vice versa. The main component of business success is the desire to engage in it, and not the need to earn money.

To become a dealer, you do not need to spend money on training, the company offers it for free. This is a great chance to learn from a firm that has established itself in the market. The manufacturer usually teaches its dealers the basics successful sales, marketing, after-sales service - in a word, it helps to establish all the processes that are necessary for the sale of goods. This is a significant plus, since achieving the results of a large company on its own is very problematic, and it can take years. Various seminars, trainings, trips to other regions to learn new methods of work and other events often take place, because the manufacturer is interested in the quality of the work of its dealers.

Also, the advantages of dealership include the possibility of selling goods at selling prices, which will be supplied by a parent company. Thanks to this, there is no need to search for points of purchase of the necessary goods.

Becoming a factory dealer means gaining the experience of a company that has been acquired over the years. This can help in the future to open your own company, a new brand.

Many companies specifically resort to cooperation with dealers, because in this way it is possible, without spending a budget, to promote goods to completely different regions of the country.

Where to find companies for cooperation?

The desire to become a dealer is still not enough, for this it is also necessary to find a company for cooperation. There are two options here.

You can register on job search sites, post your resume with a proposal for cooperation and wait for a response from companies or send responses to their vacancies.

The other most productive option is to look for companies on your own. First you need to decide in which area you want to become a dealer, study all the pros and cons of the chosen direction, find the manufacturer and go to his website. 90% of success is the choice of a supplier company, so you need to pay close attention to the choice.

AT recent times The sphere of trade began to develop rapidly, so the profession of a sales representative has become one of the most sought-after specialties in the labor market. All companies that sell goods or provide services need such workers. In this article, we will tell you how to become a sales representative and understand all the features of this profession.

Responsibilities of a sales representative

So, sales rep, what kind of job is that? He acts as a kind of intermediary between a large supplier and retailers. The trade representative promotes the products of his company and works in its interests. The main goal is to develop the existing customer base and find new customers. The specialist accepts and processes applications, and also controls the delivery time. In addition, the duty sales representative includes tracking the payment of the goods.

The main qualities for successful work

You don't need any special education to apply for this position. It is enough to carefully study the range of goods. Besides, official duties a sales representative involves his interaction with the owners of retail outlets. It is desirable that the employee has foreign languages because there are many foreign trading companies operating in our country.

Also, you will need a minimum work experience to get a job. If you are determined to become a sales representative, but have never worked in this field, look for a company that offers employee training. Sociable, responsible people with an imposing appearance usually achieve great success in this line of activity.

Each employee is assigned a specific territory. To quickly go around all the outlets, you will need the ability to drive a car. Thanks to this, the specialist has more time to communicate with the owners of outlets.

During the workflow, all sorts of non-standard situations can occur. Therefore, before becoming a successful representative, you need to learn how to quickly solve any problems and make the right decisions.

Advantages and disadvantages of the profession

We figured out what the job of a sales representative is.

Let's define its main advantages and disadvantages:

• The freedom of action. The specialist does not have to sit in the office, so he can independently adjust the work schedule;
• Good wage. The earnings of a trade representative largely depend on the efforts made by him. If the plan is fulfilled, the reward will be quite high;
• Communication with people;
• Opportunity for self-improvement and career advancement.

But behind all these advantages, there are also disadvantages. You need to be a driver, a psychologist, an accountant and a sales consultant at the same time, because this the only way how to become a good sales representative. It is difficult to say that this is an easy profession. To master it, you need to spend a lot of time.

Where can you work?

As mentioned above, such specialists are in demand in all companies. In addition, you can independently open a representative office in your city and offer consumers:

• Food;
• household appliances;
• auto parts;
• Construction Materials;
• Services;
• Electronics and more.

Search for new buyers and partners

To understand what the job of a sales representative is, you need to understand all the features of this profession. The search for clients is carried out by specialists in the process of personal communication. They visit various outlets and offer goods. In some cases, product samples may be sent by courier or by mail. At the same time, the trade representative should interest his interlocutor and describe to him all the advantages of cooperation. It can be low prices or the usefulness of the product.

Document management

Among the duties of a sales representative, the most unloved occupation is the manipulation of documents. Such work takes a lot of time that could be spent on finding a good client.

The specialist must check the quality of the product, ensure its timely delivery and ensure that the client pays for the order. To avoid any overlap, these steps must be documented. All papers are a source of important information that is necessary to track the dynamics of demand, draw up tax reporting and identifying deficiencies in performance.

In addition to paperwork, the job responsibilities of a sales representative include product promotion and analytical work.

Trade Representative Supervisor

These professionals usually work in large companies, trade organizations and wholesale hypermarkets. They report to the commercial director.

In large wholesale organizations more than a hundred representatives of this profession can work. Each of them is assigned to a certain territory and has its own sales plan. The duties of the supervisor of sales representatives include monitoring the performance of the work of subordinates. They should observe the work of employees and point out their mistakes.

Regional Representative

Many people who are looking for a job are interested in how to become a company representative in their city? The best way to start your own business is to become a regional representative. At the expense of the main company, you will be able to accumulate your own start-up capital and gain invaluable experience. In addition, you will earn the trust of partners, and this is a very important point.

Let's see, who is the regional representative?

Such a specialist is a commercial agent of one or more companies. He sells their products in a certain territory and receives a commission for this.

Sales Representative Training

There are several options for organizing the work of regional representatives:

1. Commission plus rate. Finding such an offer is not so easy, since most employers offer only commissions. This is an ideal option to start an activity in this profession;
2. Commission remuneration. The advantage of this option is that the employee works in a free mode. But despite this, he still has to report to the main office. The main requirement that the employer puts forward is the implementation of the sales plan in a certain territory. The disadvantage of this method is that in the absence of sales, a person can work for nothing. To reduce the risk, you can enter into agreements with several firms;
3. Agent with own warehouse. Such an agreement is usually concluded with employees who have good reputation. In this case, sales are conducted on behalf of the seller, which can significantly reduce delivery times. When trading in expensive equipment, this does not really matter. Goods from the warehouse can be sold wholesale and retail;
4. It is best to work as a regional representative in foreign companies that offer basic training.

1. Many do not know what the job of a sales representative is, so they believe that in this profession you can earn a lot of money without much difficulty. But it's not. Nowadays, you have to fight with competitors for every centimeter of the shelf at the outlet. Any delays in development lead to a decrease in sales;
2. Some believe that trade representatives can work as long as they want. It is enough to quickly go around all the outlets and you can relax. An irresponsible attitude to work does not allow you to achieve good results, so with this approach you are unlikely to be able to stay in this position for a long time;
3. The duties of a specialist include communication with clients. Be aware that 70% of the outlet owners will provide you with cooperation. Such negative communication should not reflect on the business. Therefore, even if they do not want to listen to you, smile and try to continue the conversation.

conclusions

If you are young and full of energy, there are no obstacles in your way to achieve success in this prestigious profession. average salary specialist is 40 thousand rubles. Such employees are required in almost every company, so the demand for them will only increase in the near future.