Ask the Experts: How to Become a Manufacturer’s Sales Representative
Question:
I am interested in working as a manufacturer’s sales representative for one or more foreign companies. I would help market their products here, set up their local distribution, find franchisees, etc. I have experience in this field, but am having trouble finding the right contacts at the foreign manufacturers. How do I find the decisionmaker and successfully contact that person?
First Answer:
Essentially, I understand that your question involves researching foreign companies whose products you would like to sell. The best, and cheapest, place to do company research is your local library. There you will find access to electronic databases (you may even be able to access them from home via their web site and a valid library card). One of the best is the Gale Group Business & Resource Center. Want to get a list of prospective companies? I went to the database via my local library (from home), and decided I wanted a list of Italian companies that dealt in textile and mill products.
In the form, I plug in the SIC code for that industry (you can look it up easily from an online list), and ITALY in the field for “country/state,” and BANG! What do I get?
An instant list of 70 companies, all in Italy, ranked by total sales, with key contact information, names, addresses, phone numbers, and web addresses. An instant prospecting list.
— Keith F. Luscher, Creative Director with Goettler Associates, Inc., a fund-raising consulting firm serving non-profit organizations nationwide, and author of Don’t Wait Until You Graduate!
