HVAC/R Sales Representative serving the Mid-Atlantic
Kivlan Group is the leading HVAC & Refrigeration Sales Representative in the Mid-Atlantic region of North America. Whether your company is new to the HVAC/R industry or you already have an established product line, Kivlan Group has a solution for all of your sales and marketing needs. Kivlan Group has served the industry for over 45 years. We are both proud and appreciative of our partnerships with the industry’s preeminent manufacturers, wholesale distributors and mechanical contractors.
History of Kivlan Group
Originally named Hal Kivlan Sales Agency, Kivlan Group was founded by Hal Kivlan, Jr. in 1968. Hal’s wife, Grace, and all of his children (Hal, Rick, Connie and Joanne) worked to grow and develop this successful family business. The current President, Brad Kivlan, is a third-generation leader of Kivlan Group. “Our ability to build long-term relationships and partner with premier wholesale distributors and manufacturers has enabled us to grow the sales of those we serve.” In fact, several of our wholesale and manufacturer client relationships have been going strong for over 40 years.
What is an Independent Sales Representative?
An independent sales representative is an agent (not an employee) that is contracted by a manufacturer to perform sales functions within a given geographical region. “Manufacturer’s rep”, “sales agent” and “manufacturer’s broker” are common terms often used to describe Independent Sales Representatives (ISRs) and their firms. ISRs are typically paid a commission based on percentage of sales in their territory.
Benefits of Using Independent Sales Representatives
ISRs can open up new markets where you have little market knowledge or customer relationships. ISRs are professional sales people with localized expertise in the following:
- In-depth knowledge and influence with key customers
- Customer’s processes and purchasing cycles
- How to market and sell into the territory
- Quickly satisfying the needs of customers within close proximity
- Understanding regional business practices and regulations
- Bundling synergistic products
There are a great number of financial benefits to using ISRs. For one, ISRs are committed to selling because if they don’t sell, they don’t get paid. That makes a manufacturer’s sales department a variable cost instead of a fixed cost. This financial model is a benefit to any company’s cash flow, it is helpful for seasonal businesses and it is perfect for new business start-ups.
There is an advantage to having an ISR with several diverse product lines. Often times, an ISR will have a complimentary, value-adding product lines that acts as a catalyst to getting that critical meeting with a key decision maker. It also lowers the buyer’s transaction costs if he or she can see one salesman for many product lines.
The Kivlan Group Advantage
We’ve done the HR work for you… We’ve found professional sales people with the skills needed to build relationships and complete the sales cycle; from presenting opportunities to closing the sale. At a minimum, every member of our team has completed a 4 year BA or BS degree from an accredited college or university and has sales experience in the HVAC/R manufacturing, wholesale or contractor trades. We are members of HARDI, RSES, AIM/R and MANA.
Our sales personnel attend sales and product training at least twice annually. Every member of the sales team must pass HARDI’s Air Conditioning and Refrigeration Core Curriculum. Our team consists of CSPs (Certified Sales Professionals), CPMRs (Certified Professional Manufacturers Representatives) and professionals with Masters degrees in various business concentrations.
Our Sales Process
Our proactive sales approach gets you involved in the sales planning so that everyone is on the same page and you know exactly what Kivlan Group is going to do to help you grow your business.
Kivlan Group takes a top-down/bottom-up approach when it comes to selling. In our market, it is critically important to promote our products to the top management of our distributor partners as well as the end-users and branch personnel that are on the front lines. This process ensures a high rate of inventory turns and outstanding customer satisfaction.
We fully support non-selling activities (merchandising, training, marketing communications, etc.) because we know that these activities promote long-term sales growth and value.
Kivlan Group is always prospecting for new customers and new complimentary products to promote to the HVAC/R industry. New products excite wholesale and contractor customers because they add value to their customer relationships and open up new market opportunities for all parties.
We utilize the latest Customer Relationship Management (CRM) systems and processes to ensure exceptional service levels with our customers. Our CRM system allows us to quickly mine data, segment customers and create targeted marketing campaigns that ensure efficient and effective field sales activities.
You know you’ve partnered with the right Independent Sale Representative when you get the results you’re looking for. Here are results from 2 of our recent manufacturer partnerships.