By Lanbo Jiang

My crafts and artificial stone market concentration in the south, mainly in Guangdong in order to man made stone, Fujian, in order to craft based, followed by Zhejiang, Shanghai, Jiangsu and so on. Scattered distribution of some areas, the market in Beijing, Heilongjiang, Shandong, and Sichuan. These two types of resin products nationwide total demand of 30 million tons, of which imports of resin, up to 7 million tons.

Resin Crafts Classification, Production Areas and Processes

Traditional Christmas gifts and home furnishings categories Arts & Crafts. The manufacturers concentrated in Quanzhou, Shenzhen, Dongguan and other places. Such craft with silicone for mold, resin powder added after mixing evenly pour molding, and then by caustic washing, painting after the finished product.Bonsai Garden and Crafts category. Such crafts for outdoor furnishings, such as character statues, artificial fountains, rockery and so on. Topical silicone mold plaster or FRP. Such crafts bulky, while the production process and the powder mixed with glass fiber, reinforced a framework. Large products need broken down into several parts production, transported to the site assembly.

Agate imitation jade crafts classes. Such crafts in Dongguan, Shenzhen, Zhejiang, production, consumption at 500 tons a month. Products with silicone mold, filling agate level aluminum hydroxide. According to the natural color of jade and agate were transferred into the different shades of green, red and other colors, casting molding, after alkaline cleaning, the product dry on the surface layer of light oil.

Waist resin crafts. Such products are used in packing powder and gravel, the product length and width and thickness difference between the relatively large, improper operation prone to deformation; demanding products that go through baking, shape, place of production concentrated in Foshan.

Lighting crafts. Lighting crafts, including shade and lamp base, shade is generally translucent stone holder with silicone as the internal model, while the use of powder, glass fibers, which mixed with steel supports. Because the shape of a complex product requirements, the division assembled after casting forming, producing concentrated in Zhongshan.Billiards handicraft. Production process is the resin filler mixture evenly into the mold after the casting, curing, after completely polished. Amount of resin on such products is estimated at 400 tons, producing concentrated in Jiangmen.Furniture cast fittings. Furniture accessories in divided into two blocks, one small furniture, accessories, vinyl pattern engraving, direct pouring into the vinyl engravings. Second, the relatively large vinyl chairs, similar to the bonsai garden crafts class production methods, origin concentrated in Dongguan, Foshan.

Artificial sandstone wall carving crafts and classes. Product size differences, the different types of filler, mostly sand, the product used for wall carving three dimensional sculpture. Large scale murals, often the domestic art institutions should design and production, species diversity, technology leadership. Guangdong, Jiangxi, Shanghai, Fujian, Jiangsu, Hubei has a manufacturers.Crystal resin crafts. This is a use of crystal resin, without pouring out of a transparent filler crafts. Some manufacturers a one time pouring more than 200 kilograms products, which seepage of red, green and so transparent colorants, such products also known as imitation glass crafts.

Artificial Stone Classification, Production Areas and Processes

Artificial stone industry, mainly concentrated in Guangdong, Fujian, Shanghai, Jiangsu and other places, due to natural sources of minerals produced less and less, and the restrictions on the blind extraction, thus substantially increase the demand for artificial stone. Guangdong and Fujian Sha Zhangquan regional market is very large man made stone. The past two years, these two market research, and found, artificial stone product type on the market are the following:

1. Dongguan, Shenzhen, near the resin with artificial stone mosaic desktop to do the back of enhanced layer, products are all exported.

2. Zhongshan near the translucent stone, the United States Stone and some transparent shade.

3. Zhongshan, Heshan, Foshan, near the artificial stone kitchen and bathroom.

4. Stone, Hua Xun, Wealthy stone, European faction, Athens and other European companies to do artificial stone plate, which accounts for the Guangdong market resin artificial stone resin amount of 70%.

Guangdong Province to do such a man made stone plate manufacturers is very large, the manufacturers of the product quality is also uneven, standard board (2440mm 760mm 12.7mm) unbelievable low price of aluminum hydroxide powder is used as raw material. Some low cost sheet to calcium powder as filler, the product of the deformed, cracked, Fog and poor water resistance defect. 5. Shanghai, Fujian, Guangdong Province of artificial stone and artificial quartz stone post. Artificial Stone, also known works stone, stone prevailing post is based on two or more after entering into the crushed natural marble, resin and pigments, and then cast using vacuum oscillation pressure synthetic wool (side feed), and then cut , will be thick and polishing. If you use general purpose resin material will appear side cracking phenomenon, a side expected to cost about 12,000 yuan. Some enterprises have specially developed a low viscosity, high intensity post stone resin, forming the artificial suppression of post rock with a high hardness, strength, good gloss, low water absorption, wear characteristics, to meet corporate demand for exports. Artificial Stone Yunfu ROYAL open up the market after a shortage situation. A short period of three years, Yunfu areas of artificial stone production line from the original post a few rose to the number of 10. Shanghai, Hangzhou, Beijing and other places newly renovated floor decorative materials in major shopping malls have been using artificial stone post. Artificial Stone has not yet reached the same household as the tiles, but the market potential is great.

Artificial Quartz stone and artificial stone post production process more similar difference is that the filler is a high wear resistant quartz sand and quartz powder, filler content of up to 90% or so. Mohs hardness of up to seven anti scratch properties, its tolerance, water, fire performance such as the artificial stone panel decided that it is a direction of development. In recent years, China launched the artificial quartz stone production line surge, using vacuum casting production of quartz stone more than a dozen enterprises, but the facilities are great differences in the quality varies. Some bubbles are more refined: hardness while high, but as a timber wall to easily deformed quartz excellent product line priced 6 million yuan to more than 1000 ten thousand dollars, using vacuum pressure shock synthesis, its process, medium temperature drying Tower curing, the product gel content is low, dense texture without pores, a few good quality products have been close to the Italian standard of artificial quartz.

Foreign Brands and Market Overview

Foreign brands such as Sally quartz stone, Caesar stone, hi Shihlong Breeze things pass, match North pass, Omega, PKL, Glory Takashi, special dishes Sri Lanka, Compaq and so on. The world’s factory specializing in the production of quartz stone is only 16, there are 20 Sally Stone production line, products accounted for 90% of the European market, accounting for 70% of the Americas, but it is far failed to meet market demand. South Korea’s annual production of quartz stone manufacturers export market, Europe and the United States reached 130 million U.S. dollars. Foreign applications have a very wide range of quartz, the main kitchen countertops, bathroom countertops, bar, ground as well as outer wall and so on. The international level the more mature markets Australia, Europe and the United States and other countries and regions. Consumption of quartz stone which accounts for the year in Australia the world’s approximately 1 3, followed by the United States and Canada. The Middle East and Southeast Asia market growth in areas such as quartz significant. Foreign quartz constantly changing range of applications, cabinets industry, quartz is becoming a new alternative products, the proportion of ground stone decoration grown dramatically.

The current trends in these two industries are: species diversity of arts and crafts, home furnishings from the traditional classes, Christmas gifts category to the bonsai garden, character sculpture, crystal, imitation jade, sandstone and other products change; from mere export to domestic and foreign Qi development. Artificial stone and artificial quartz stone Kong will become a new development highlight some domestic done before tile, ceramic stone, natural stone manufacturers have already begun to enter the artificial stone industry. Some enterprises have developed a low viscosity, high intensity man made stone resin, and resins, fillers, additives, and molding process designed several aspects of technology “package.” Handicrafts, artificial stone industry in China has just begun, is a potentially huge market.

About the Author: I am a professional editor from China Manufacturers, and my work is to promote a free online trade platform. http://www.cheaponsale.com/ contain a great deal of information about sofa bean bag,cat5 keystone jack,rhinestone belt buckle, welcome to visit!

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By Jeff Simon

Why would I be Interested in Using Independent Sales Representatives?

Simply put, to achieve more sales, faster, and at lower cost than other methods.

While Independent Sales Representatives or Manufacturer’s Reps are not right for all circumstances, their outstanding advantages could be right for you. Especially, if you need to take your company into new markets or grow existing markets with a lower up-front cost.

What is an Independent Sales Representative?

An Independent Sales Rep, also known as a Manufacturer’s Rep, is an independent business composed of sales, marketing and customer service professionals, representing at least two related but non-competing products in a well-defined territory, and primarily compensated through commissions. The Principal can be a manufacturer, distributor, importer, or service provider.

An Independent Sales Rep is not the same as “inside” sales, showroom sales, or telephone sales. An Independent Sales Rep may use showrooms, trade shows or the telephone to interact with customers. But their primary focus is to work face-to-face with customers, often traveling to meet with them to show products and services, close sales, provide training and solve issues. Commonly, Independent Sales Reps carry complementary product lines and cover a territory suited to effective coverage of the account base.

What is a Sales Agency?

A Sales Agency, also known as a Rep Agency, offers a management structure and a team of two or more Independent Sales Representatives. Sales Agencies generally operate regionally. Just as in the case of an Independent Sales Rep acting in a solo fashion, sales agencies sell multiple product lines that do not compete with each other. Sales Agencies sometime have a provide showroom space as part of their services.

What is a National Sales Force?

A National Sales Force is the combination of any inside sales capability plus outside Sales Agencies plus Independent Sales Reps, along with administrative and support personnel who jointly cover a country. It is common to build up to a National Sales Force incrementally, with only one or more regions in the beginning. Expanding coverage to more regions, and eventually to a full National Sales Force depends upon success in the regional markets.

To What Extent Do Manufacturers Use Independent Sales Representatives?

According to the Research Institute of America, from 50 to 80 percent of U.S. manufacturers use Independent Sales Representatives, depending upon the industry.

How Do I Know if there are Independent Sales Reps or Manufacturer’s Reps in my Industry?

Virtually every industry has Independent Sales Reps. For example: Agriculture, Mining, Utilities, Construction, Manufacturing, OEM, Wholesale, Distributors, Retail, Transportation, Information, Finance, Insurance, Real Estate, Rental, Professional Management, Administrative & Support, Waste Management, Educational, Health Care & Hospitals, Medical, Pharmaceuticals, Entertainment, Recreation, Hotel & Motel, Food & Restaurant, and Public Administration.

How Does Using Independent Sales Reps or Manufacturer’s Reps Increase Sales?

The major reason that Independent Sales Reps can increase sales is because they carry multiple lines. When more than one line is brought to the customer, sales can be made more effectively and at lower cost. The sale of one product can “trigger” sales of other products. With multiple lines, reps see more customers in their territory than inside salespeople. Thus a broader, better-defined customer base is created. The result is more sales and better market penetration.

What are the Other Advantages of using Independent Sales Reps or Manufacturer’s Reps?

* Principals can enter a new market quickly and cost-effectively. The Rep brings his existing customer base. The Rep knows his territory and has his own established network of both buyers and other Reps. For new companies who are still seeking to create their place in the market this feature is vital.

* One product sale can “trigger” other product sales.

* Reps are paid for results, leading to a highly motivated sales force.

* Sales costs are known.

* Provide better focus in their territory due to familiarity with local preferences. Reps quickly identify new product opportunities, whereas an inside sales force may take months or longer to make that identification.

* Reps have local acceptance. They are familiar to their customers and trusted by them. They often live in their community. So they have a vested interest in their products and customers, whereas inside salespeople may not.

* Provide more objective ideas for product improvement and more objective customer feedback on new products because they do not work for the Principal. Customers feel confident in sharing information with them about changes and opportunities in the market. Customers who would hesitate to bring valuable input directly to inside sales staff will openly share with Independent Reps, including both suggestions and criticism. This openness further motivates the Rep.

* Provide quick response to customer issues because of close physical proximity. Customers may also feel that it is easier reach the local Reps.

* Provide consultative selling, customer service, product demonstrations, product and sales training, sales analysis, credit reporting, market research, market development information, product quoting, and current product improvements, new product development, and participation in sales meetings, trade shows and conventions. Some may also offer showroom displays.

* Alert Principals to new developments in their territory that could affect their lines.

How Does an Independent Sales Rep Get Paid?

The Independent Sales Rep typically is credited for all sales in his territory, and is paid the commission stated in a written contractual agreement, sometimes called a “Sales Representation Agreement.” Payment is due only after the sale is closed.

The Independent Sales Rep operates a independent business, with its own sales and administrative staff. This business is responsible for all related operating expenses, including staff compensation, employee benefits, advertising, auto, insurance, office equipment, taxes, technology, travel, and so forth. These costs must be paid out of the gross commission received by the Rep.

Doesn’t the Independent Sales Rep or Manufacturer’s Rep Add Cost?

No. Using Reps can actually save money for the customer. A Principal must have a sales force. Using an Independent Sales Rep is a form of outsourcing the sales function. Just as with the well-known practice by many companies to outsource such functions as manufacturing, information technology, and accounting, using Reps is outsourcing.

To compare the cost of the inside sales force with the outsourced sales force, the overhead “burden” of the inside sales force must be included. For example, what may appear as a yearly cost of $75,000 for a salaried inside Sales Professional has a true cost of 2.0 to 2.5 times that amount, or $150,000 to $188,000 when the overhead “burden” is included. Examples of such costs are administrative support, auto, commission, office space and related costs, employee benefits, holidays, technology, and travel. Another intangible cost that is minimized is the Principal’s legal exposure, because Reps handle the cost and liabilities associated with their own employee selection, training, compensation, discipline and termination.

The bottom line is that using Independent Sales Reps reduces fixed costs and spreads those costs over multiple lines. A single sales call for many products saves everyone time. If all Principals had to sell all their products and services via an inside sales force to all territories, the additional cost to the economy would be mind boggling.

Can Independent Sales Reps or Manufacturer’s Reps Serve as Distributors?

Generally the Independent Sales Rep is not a distributor. However in some cases the Principal may require that the Rep takes ownership of the product and resell to the customer. In this case that Rep would be functioning as a Distributor rather than an Independent Sales Rep.

Why Don’t all Principals use Independent Sales Reps or Manufacturer’s Reps?

Many Principals who could benefit from using Independent Sales Reps who do not yet sell that way have misconceptions about the method, or about inside sales forces, or both. Another reason could be that they prefer to have complete control over the sales force.

How Many Lines Should an Independent Sales Rep or Manufacturer’s Rep Carry?

Reps handle as many lines as necessary to present a sufficient portfolio of products and services for their customer base and to provide sufficient profits for themselves. By carrying multiple lines the Principal shares in the costs of a unified sales organization, as described in detail above. When the Rep is selling the line of another Principal, a positive relationship for the lines of all represented Principals is being established.

Will My Rep Help Build My Business — or Just Be an Order Taker?

If sales could be successfully made via promotion and advertising by themselves, neither an inside nor independent sales force would be needed. However, because Reps are only paid by commissions, they cannot depend only on the sales support efforts of the Principals. They have to go beyond the Principal’s efforts to develop and implement their own incentive programs which are tailored to their own territories and customer base.

How Much Commission is the Independent Sales Rep or Manufacturer’s Rep Customarily Paid?

Commission rates vary by industry over a wide range, with the majority between 5 – 20% of gross sales.

How Much Commission Dollar Does the Sales Agency Actually Keep?

The Sales Agency keeps approximately 40% of commissions received. The remaining 60% is paid as compensation.

How Can I Find Independent Sales Reps, or Manufacturer’s Reps, or Sales Agencies?

1. There are several online services that provide cost-effective access to Independent Sales Reps. Search using the keywords “independent sales reps.”

2. Visit regional and national regional trade shows to meet Independent Sales Reps and Sales Agencies.

3. Set up a booth at a trade show and post in your booth a “Sales Representatives Wanted” ad.

4. Employ or engage a consultant to act as a Sales Manager whose job it is to select, engage and train your National Sales Force.

5. Advertise in Craigslist, on-line job boards, and classified sections of newspapers. While these routes may appear simple and inexpensive, be prepared for their hidden costs and time delays. To use them effectively, you will need an appropriate level of Human Resources staffing to screen a potential deluge of resumes, reduce their number by a factor of as much as a hundred or more, finally leading to phone and possibly in-person interviews. That is, some advance staffing may be necessary, and you will need to budget sufficient time and resources over and above the up-front advertising expense. Plus newspaper advertising can be quite expensive.

Getting Started: Tips for Working with Reps

Placing productive, independent sales reps is a numbers game. Period. This fact cannot be emphasized too much.

Using a online service will improve those numbers. Search with the keywords “independent sales reps.” But you will still most likely need to communicate with several reps to place that one that will ultimately be productive.

For example: to have 10 productive reps you may need to place 30. To place 30 reps you may need to have discussions with 100.

Therefore, it is important that you proceed with the proper understanding. The online websites that you can find by searching on “independent sales reps” provide specific guidance to their members which can prevent months of frustration in getting started with Independent Sales Reps. This guidance includes detailed tips and instructions to cover the following fundamental points.

1. The Best Way to Place Reps

2. Creating a Professional Impression

3. Why Patience and Persistence are Vital?

4. The Proper Use of a Letter-of-Intent

– Including a sample Letter of Intent provided by sites that you can find by searching on “independent sales reps” that members can begin using right away

5. How to Set Commission Amounts?

6. How to Prevent Problems with Samples Provided to Reps?

7. Proper User of Contracts and Exclusives

– Including a Sample Representation Agreement

8. How to Overcome and Even Benefit from Situations Where the Rep Truly Is Not a Good Match for Your Business?

—-

This article is inspired by the work of United Sales Association, 6740 East Hampden Avenue, Suite 306, Denver, CO 80224

Copyright 2004-2010 RepHunter, Inc.

About the Author: Jeffrey Simon (jas@rephunter.net) has over twenty years of management in operations, financial, project management, and software development. In 2001 he joined Matthew Tronnier to found RepHunter, Inc., (rephunter.net), which matches companies and independent sales representatives.

Source: isnare.com

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