manufacturers' representatives

manufacturers' representatives

Who We Are
The Manufacturers’ Representative Council supports and promotes the interests, image, and value of the Auto Care Association’s manufacturers’ representative member firms. The Council provides a platform for manufacturers’ representatives to address common industry best practices and enhance their professional skills.

What We Do
The Manufacturers’ Representative Council provides a forum to develop strategies and programs designed for the special needs of the manufacturers’ representative member base of the Auto Care Association. The Council sponsors quarterly Association teleforums, which highlight key industry challenges and topics relevant to all channels of the automotive aftermarket.

Benefits
In addition to quarterly teleforums, the Manufacturers’ Representative Council serves as the voice of the manufacturers’ representative member base of the Auto Care Association. The Council participates in Auto Care Association’s Channel Insight Sessions, held at Spring Leadership Days. These sessions help engage different Communities of the Auto Care Association and produce member-only content each community can use to improve communication with their industry channel partners.

  • Community Liaison

    Jessica Fainberg
    Manager, Community Engagement



    REPS Committee

    Committee Chair  
    Tom Kitchin, Kitchin & Sons, Inc., Richmond, IN  

    Committee Vice Chair  
    Mike Boyer, Tasco Sales Reps, Memphis, TN

    Committee Members   

    • Mark Adin, PSKB Inc., Memphis, TN
    • Jack D. Ancich, Trans-Western Marketing, Fife, WA
    • Hunter Brack, Hirsig-Frazier Company, Inc., Richardson, TX
    • John Crimmins, Benton Park Properties, Bentonville, AR
    • Adam Crisp, Grant Brothers Sales Limited, Mississauga, ON, Canada
    • Tim Dickson, Schnair Sales & Service, Dallas, TX
    • Steve Dresser, Hirsig-Frazier Company, Inc., Richardson, TX  
    • Jim Fitzmaurice, Repforce Inc., Aston, PA
    • John Grant, Grant Brothers Sales Limited, Mississauga, ON, Canada
    • Christopher Hanlon, Schnair Sales & Service, Dallas, TX
    • Chris Johnson, Aftermarket Partners, Inc., San Diego, CA
    • Paul Kokkinos, RPS Marketing, Simi Valley, CA
    • Jeff McHale, Braas/Creech, Inc., Kenmore, WA
    • Dave Shapiro, SRS Marketing Company, Inc., Southampton, PA  
    • Gary Swarberg, Pacific Marketing, Tustin, CA
    • Chris Williams, N.A. Williams Company, Atlanta, GA 
  • Upcoming Events

    2019 Fall Leadership Days and Legislative Summit
    Sept. 18-20 | Hyatt Regency Washington on Capitol Hill | Washington, D.C.

    The Auto Care Association’s Fall Leadership Days in conjunction with the Legislative Summit brings together volunteers, association members, and professional staff for several days of meetings aimed at discussing issues and initiatives that are currently affecting our membership and the industry at large. Please join us in D.C. as we address these issues and take advantage of an opportunity to speak up, speak out, and make your voice heard. Auto Care executives from the across the country will descend on Washington, D.C. to deliver our industry message to our nation’s leaders..

    Join Us in Capitol Hill

    2019 Automotive Warehouse Distributors Association (AWDA) Conference
    Nov. 2-4 | Venetian Resort & Casino | Las Vegas, NV

    Manufacturers’ Representatives can register for the event by filling out the registration form. You can also find more information pertaining to event details by going to the AWDA event page.

    registration form   Go to AWDA Event

  • Why Use a Manufacturers’ Representative?

    Manufacturers’ representatives provide a critical conduit to the many aspects of the diverse and often challenging market.

    SALES FORCE


    Industry Expertise

    Independent Manufacturer Representatives have the advantage of being associated with many different manufacturers and selling into different channels of the automotive aftermarket. These relationships provide insight into how different companies go to market - what works and what doesn’t depending on the product, the customer and the channel. This industry expertise and knowledge is another benefit that Reps can offer to our principles and customers on proven concepts and strategies.


    Market & Customer Experience

    Because Manufacturer Representatives sell, market and service multiple product catego-ries to their customers, they gain strategic knowledge of what works best for their ac-counts. Each customer is different, their end user could be a small shop, DIY’er, national service retailer or municipality. Each of these end users requires a different sales and mar-keting approach. Through years of hands-on experience, Reps have learned how to maxi-mize sales through customer- and mar-ket-specific programs.


    Geographic & Customer Specific Concentration

    Manufacturer Representatives live in the territories they work. They have first-hand knowledge of their markets and their custom-ers. The competition, weather, brand aware-ness, cultural nuances, urban vs. suburban vs. rural preferences all play a role in cus-tomer development and their ultimate suc-cess. Reps have the local knowledge, staff and relationships that help make our princi-ples and customers successful.

    MARKETING


    Market Knowledge at All Levels of Distribution

    One of the key aspects of the automotive aftermarket is the broad spectrum of distribution opportunities. Manufacturer Representatives offer expertise in channel management at all levels of distribution. This will assist in providing products to the end user in the most efficient, timely and cost-effective way.


    Market Analysis

    Manufacturer Representatives have the pulse of the market. This provides critical market information to manufacturer partners from the broad scope of general business conditions to specific information gathered regarding a specific customer, product category or individual part number.


    Forecasting

    Different aspects of the distribution chain require forecasting. Manufacturer Representatives can be a valuable asset in collecting the forecasting data for all levels of distribution. Reps’ manpower advantages offer the ability to collect and disseminate information nationally, regionally and locally.

    SERVICE


    Customer Service - Including Supply Chain Management

    Today’s Manufacturer Representative is well prepared to provide input and value throughout the supply chain. From sales forecasting to replenishment management and inventory analysis, the Rep can be a productive partner for factory and customer alike.


    Technical Support & Training

    As true car guys, Manufacturer Representatives can bring a wealth of technical knowledge and the latest quality, performance and product industry trends to your customer base. Whether addressing a distributor salesman, a retail store manager, or a veteran installer, the Rep brings practical hands-on know-how to the market.


    Customer Required Market Analytics

    As a partner vested in the success of the manufacturer, the Manufacturer Representative provides significant value to factory and customer alike by analyzing and reporting sales trends… both regular and event… inventory status, lead-time review, updated forecasts and projected promotional orders and estimates.

    VALUE


    Customer Service/Administrative Cost Savings

    Manufacturer Representatives provide their accounts valuable customer and administrative services “after the sale” on behalf of their principles. Our customer service teams are interacting with our customers on a daily basis for a myriad of reasons. We save our principle’s thousands of dollars annually by providing the customer many valuable services, such as placing/tracing orders/shipments, sales and technical collateral support, accounting and administrative support, warranty and labor questions and claims, special order placement, stock adjustments, sale forecasts, field training coordination, and new item setup.


    Risk Reduction

    Manufacturer Representatives take the majority of the financial liability of a field sales force from the manufacturer. We provide insurance for all aspects of our business that eliminates or dramatically reduces our manufacturer’s insurance costs. To protect ourselves and meet specific federal, state and local requirements, many Reps are insured for company liability and indemnify their manufacturer clients of liability, automobile insurance for all sales and service personnel, medical and dental insurance, workmen’s compensation, and income disability insurance. Rep agencies comply with all federal, state & local business regulations.


    Cost Effective

    Manufacturer Representatives provide sales representation as a cost of goods sold versus fixed-cost overhead. Sales representation is more cost effective by bringing major savings with regard to employee cost, such as benefits and travel expense. Representation affords, in most cases, an expanded and market-centric sales force.

  • The Auto Care Association Manufacturers’ Rep Council offers a series of teleforums to help our members move their business to the next level. Upcoming teleforums will be posted here and shared with members via e-alerts as soon as they are announced.

    Here is a list of recently held teleforums for members-only available through the Auto Care Digital Hub:

    Aftermarket Sales and Service: Maintaining Positive Customer Relationships

    Top Business Challenges of 2019 – Industry Experts Share Their Insights

  • With your membership, you have access to a variety of benefits to help you and your business thrive. Members are also eligible for discounts on a number of products and programs through the Association. Here are some popular suggestions for you:

    Members-only Resources

    Channel Insights Factbook Webinars

    Stay up-to-date with the latest market research and view our upcoming events.

    Discounted Publications and Events

    Go to publications library View upcoming events

     

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