In the North American truck equipment industry, most manufacturers sell their products through distribution channels. For some, though, all sales are direct, while others opt for a mix of direct and distributor sales.
How do manufacturers establish and maintain relationships with their products’ end users? Manufacturer sales representatives can be part of the solution. Like distributors, they add value as a result of their knowledge of customers within a particular geographic region. Essentially, sales representatives can be a company’s outside sales force.
From the perspective of a manufacturer that chooses to establish a contractual relationship with a sales representative, they are working with a partner, not an employee. This can be advantageous in terms of cost. The sales representative is responsible for human resource issues such as health care and manages all documentation related to local, state and federal taxes.
The Manufacturers Sales Representatives Council (MSRC) was formed as an NTEA operating division in December 2010. It was organized for the sole purpose of providing a resource for NTEA manufacturer members seeking field sales support. Benefits of MSRC membership include training and education to build members’ management skills. The MSRC also encourages and promotes the use of its members to industry manufacturers.
MSRC members are vetted for their expertise and skillsets unique to the work truck industry. To connect with an MSRC member, visit ntea.com/about/operating-divisions/manufacturers-sales-representatives-council-msrc.
MSRC members typically represent multiple product lines covering a range of products sold into the work truck market. As a result, sales representatives are exposed to a variety of application markets. The knowledge base gained from such broad experience offers a level of technical expertise that extends beyond any one specific product. Other attributes of MSRC members include:
- Cultural familiarity (generally live in the region)
- High frequency of customer contact
- Long-established relationships
Eligibility
In order to be eligible for membership in the Division, a company, corporation, or other entity must be an NTEA member in good standing and be primarily engaged in sales representation of independent truck equipment manufacturing firms. Those interested can apply online at ntea.com/about/operating-divisions/manufacturers-sales-representatives-council-msrc. For more information, contact
NTEA Secretary Andrew Wrobel at andrew@ntea.com.
MSRC member companies
- Cherry Sales Associates Inc. (LaGrange, Georgia)
- Cree & Cree Inc. (Dallas, Texas)
- H & W Marketing Inc. (Exton, Pennsylvania)
- J.J. O’Connell Co. Inc. (Richardson, Texas)
- Mink Heavy Duty Sales Inc. (Shawnee Mission, Kansas)
- Sherman-Pearson Co. (Cleveland, Ohio)
- T-W Sales Inc. (Lucas, Ohio)
- Timco Sales Inc. (Wickliffe, Ohio)
- Upstate Sales Ent. (Skaneateles, New York)
MSRC steering committee
- Division Chair: Rick Whitlock, H & W Marketing Inc
- Division Vice Chair/Treasurer: Jeff Stregiel, Upstate Sales Ent
- Division At-Large Member: Jack Wolan, T-W Sales Inc
- Division Secretary/NTEA Staff Liaison: Andrew Wrobel