What are the Distinguishing roles Between a Manufacturers Rep and a Dealers In the foodservice and hospitality industry, manufacturers’ reps and equipment
distributors play distinct but complementary roles in the supply chain. Here's a breakdown of their core responsibilities and differences: Manufacturer’s Representative Also known as: Rep group, sales rep, agent, territory manager. Primary Role: Acts as the sales and marketing arm of equipment or product manufacturers within a specific geographic territory. Key Functions: Promotes and demonstrates manufacturer’s products to dealers, designers, consultants, and end-users. Provides technical training, product specs, and sales support. Builds long- term relationships with chefs, operators, and consultants. Often represents multiple non- competing manufacturers. Doesn’t take ownership of inventory or handle transactions directly. Who They Work With: Distributors, dealers, consultants, foodservice operators, and chain accounts. Equipment Distributor Also known as: Dealer, supplier, reseller. Primary Role: Buys and resells equipment and supplies to foodservice operators, often with added value like delivery, warehousing, and installation.
Key Functions: Purchases products from manufacturers or reps. Maintains physical inventory of equipment and smallwares. Handles logistics, shipping, delivery, and often installation. Offers after-sales support, financing options, and service. Can be regional or national (e.g., Singer, TriMark, Clark Associates). Who They Work With: End users like restaurants, hotels, hospitals, schools, and chains.
HOSPITALITY NEWS AUG | Page 07
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