Dealer Representative Program
Since the first KI/DR relationship was established in May 1996, the KI DR Program has grown to more than 70 active Dealer Representatives located throughout the United States. Due to the tremendous success in these territories, KI is actively looking to expand the program in select geographies by partnering with additional entrepreneurial individuals and/or existing nonaligned office furniture dealers with an interest in selling KI products as their lead and primary line. Inquire today about becoming a KI Dealer Representative
A Dealer Representative (DR) is an individual or independent business entity who works through and with our sales force to sell KI products to new and existing customers. The DR educates current and prospective customers on the broad offering of KI products and focuses on selling within a defined geographic territory in various specified markets and to targeted accounts. Within that territory, those markets and those accounts, the DR is the primary and preferred dealership distribution channel for KI. The DR receives a standard product discount from KI. The DR then earns income on the sale of KI products to customers at an increased price. KI puts no limitations or caps on DR earnings at standard discounts. KI considers deeper discounts on a project-by-project basis if market or competitive conditions warrant.
Each DR partners with a local KI Sales Specialist teammate/mentor, working directly with them to maximize the sales and profitability within the DR's assigned territory, specified markets and targeted accounts.
Download the Dealer Representative Program Overview
KI will provide initial and ongoing training and support:
Pre-work Training Package
The DR receives a pre-work training package consisting of workbooks and various media to complete training assignments on topics such as KI software, markets, business operations, product and selling skills. KI provides the pre-work materials at no cost to each DR. While the DR may complete the training at his/her own pace and convenience, pre-work completion is required prior to attending any of the on-site training sessions.
Market, Sales Operations & Selling Skills: 5-Day Training Session (Part A)
This training session prepares the DR to learn how KI approaches business in its markets, introduces them to key corporate contacts, and the processes as well as the tasks that need to be completed when working their sales projects. In addition, the DR will participate in training that will develop prospecting, appointment making and consultative selling skills. The training has been designed such that the skills developed in this session are prerequisite to the content of the Product Sales and Presentation Skills training session. KI pays for transportation, lodging, training materials and some meals while the DR is at the training.
Product Sales & Presentation Skills Training: 6-Day Training Session (Part B)
This training session prepares the DR to focus on key products, and through presentations skills training, the DR will be able to convey introductory and solution-based product presentations. KI pays for transportation, lodging, training materials and some meals while the DR is at the training.
Laptop with Sales Automation Software (Optional)
DRs can access KI's sales automation software from their own laptops or computers with Internet access via KI's Sales Portal, or, they can sublease a laptop from KI for approximately $45 per month. When subleasing a laptop, the following software is installed at no additional charge:
Operating System: Windows 7 Enterprise x64 with Service Pack I
Applications: Adobe Reader/Flash Player/Shockwave; Apple QuickTime Player; Autodesk Design Review and Trueview 2013; Cisco Systems VPN Client with KI profile; Java; Microsoft Office 2010 Professional (32-bit Edition)/Lync 2013/Silverlight; Salesforce.com Connect for Outlook plug-in; Symantec Endpoint Protection 12.1.1 (Antivirus/Firewall client)/Enterprise Vault plug-in (required for viewing archived KI emails); Google Chrome.
A DR will not be allowed to download any other software onto laptops subleased through KI. KI will provide a 2020 Giza Studio USB key at no charge and/or access to Salesforce.com (50% of KI's annual cost) upon request. KI Helpdesk support is available 24/7.
International Sales Meeting
Each DR is invited to attend the KI International Sales Meeting (ISM). KI announces the dates and location of this meeting each year. KI pays for transportation, lodging and some meals for DRs to attend the annual ISM.
Bill Direct Option
With this option, KI bills a DR customer directly at no cost to the DR and at the price quoted by the DR. KI accrues the DR profit and pays it to the DR when the customer pays the KI invoice. Billing a DR customer directly eliminates or reduces the financial risk, and invoicing or billing costs as well as the time spent collecting payments directly from customers.
Lead Generation Support
The KI Market Development department functions to support the sales channel. The Market Development department is a free resource to all DRs, providing qualified project leads, information gathering and market research support.
Literature and Product samples
The DR can order literature (in reasonable quantities) directly from KI Corporate at no cost. In addition, the DR has access to any KI product samples available at the district office. KI negotiates a generous discount directly with the DR for purchase of mock-up or specific product samples, or purchase of furniture for the DR's personal or business needs.
KI Sales Operations and Corporate Services Support
Any service KI provides to Reps (CAD, space planning, customer service, project management, etc.), it also provides to each DR at no cost. In addition, the DR can obtain quotes for installation services directly from KI's Corporate Services department.
DR Growth Bonus, Promotions and SPIFs
All DRs are eligible to participate in KI's DR Growth Bonus Program. Each year, KI pays a growth bonus on net KI product shipments exceeding an assigned baseline. On occasion, KI announces DR participation in various other promotions and SPIFs.
KI is currently the sixth-largest contract furniture manufacturer in the U.S. This ranking can be attributed in part to the company's unrivaled success in the college and university sector. The company's success extends into the K-12 market, making KI the world's leading provider of educational furnishings.
In addition to the education market segment, KI has shown success in several other core markets. The company dominates the business and fast growth segments and ranks ahead of all other manufacturers in the provision of office furnishings for the federal GSA program, holding numerous multiple-award contracts. KI is also expanding its presence in the healthcare market with furniture from two of its acquisitions, AGI and ADD.
Because of this vertical marketing - when one sector is experiencing an economic downturn, KI's resources can be shifted to enhance the other core markets making KI one of the most stable companies in the furniture manufacturing industry. KI's growth has continued upward for the last decade and will continue to grow for many years to come. KI's successful dealership relationships attest to our continuous and prosperous growth.
KI is committed to our distribution partners.
- By working collectively to meet the needs of our customers through innovative products and services.
- By being a trusted business partner.
- By providing adequate training and support in KI's products and policies.
- By offering fast and easy access to the materials and information which dealers need to effectively promote KI products to our customers.
- By maintaining the highest levels of business.
- By being an easy company with which to deal.