Manufacturer & Rep Guidelines
for Partnering with SSWA Wholesalers
The following are the elements for manufacturers to consider when establishing an effective SSWA Wholesaler program:
Manufacturer Guidelines:

  1. A written wholesaler/distributor program and/or agreement.

  2. Joint marketing programs by manufacturers and wholesalers which includes a distribution strategy of customers the wholesalers should be servicing.

  3. The official SSWA delegate must be an officer or executive possessing the authority to bind your firm.

  4. Designate a wholesaler contact.

  5. Support the SSWA rep guidelines.

  6. Provide technical product support.

  7. Training and educating the wholesalers on new and existing products and programs.

  8. Distributor minimums that encourage wholesaler growth.

  9. Stock adjustments and return privileges.

  10. Publish an authorized wholesaler list.

  11. Functional allowance that supports the wholesalers place in the market.

  12. Volume buying incentives.

  13. Performance incentives programs.

  14. Marketing and advertising funds.

  15. Wholesaler payment terms differentiated from distributor terms.

  16. Wholesaler inventory core products of the manufacturer.

  17. Equivalent sales compensation rates that support wholesaling.

  18. Willingness to track sales by the wholesalers ship to location for rep compensations (i.e. zip codes).

  19. Appoint a wholesaler advisory committee.

  20. Development of a confidentiality agreement for providing trace sales information.

  21. Support of sales through wholesalers to buying groups; allowing rebates whether sale is made direct or through the wholesaler.

  22. Support for bid pricing policies and procedures through wholesalers.
Manufacturer's Representative or
Factory Direct Representative Guidelines:

  1. The development of an annual business plan with the wholesaler.

  2. Frequent interaction, at least quarterly meetings, to follow up on the business plan.

  3. The representative should understand the manufacturers wholesaler program.

  4. Share new technology with wholesalers when and where possible.

  5. Know and understand the manufacturers minimums and then direct business below the minimums to the wholesaler.

  6. Assist wholesalers in supporting distributors on end user calls.

  7. Informs distributors that the products are available through the wholesalers.

  8. Provide ongoing product information, samples, literature, and pricing to wholesalers.

  9. Assist in developing advertising/marketing programs.

  10. Assist in moving slow and obsolete items.