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Manufacturers Sales Representatives

SIC 8742 | NAICS 425120

The following guide to market research and industry analysis provides sources for industry trends and statistics, financial ratios, salary surveys, and more.

For guides to other industries, see our index.

Industry Analysis, Trends, Statistics, and Forecasts

Wholesale Trade Agents & Brokers  (view report)
Grocery Products Wholesaling  (view report)

Comprehensive market research reports provide in-depth industry analysis and five-year forecasts, with special focus on the underlying structure and external forces and relationships that affect industries and their performance. Report contents include:

  • Market size and characteristics
  • Key statistics and ratios
  • Current performance
  • Operating conditions
  • Competitive landscape
  • Major companies
  • Five-year growth forecast

Manufacturers’ Agents National Association
Agency Sales Magazine
Monthly trade publication features news and information for manufacturers and their representatives, with topics covered in each issue including business management, marketing, commission surveys, tax and legal issues, manufacturer and agent profiles, and more. Selected articles and introductory excerpts from current and prior issues of the magazine are available online, with membership required to access full articles.

Manufacturers’ Representatives Educational Research Foundation
Operations Manual
Comprehensive resource guide covers all aspects of manufacturers' representatives firm operations, with content sections including organization and general principles, administration and operations, staffing and personnel management, sales management, and international representation. Detailed table of contents, selected excerpts, and searchable text can be previewed online via's "Look Inside" feature.

Manufacturer's Agents Association for the Foodservice Industry
Information resources available from this trade association include:

MAFSI Matters
Monthly e-newsletter features news and information for sales representative agencies serving the foodservice equipment and supplies industry, with topics covered in various issues including sales and marketing trends, commissions, contracts, technology, and more. Past issues of the newsletter are available to members only.

Market Forecast Report
Annual market forecast report provides sales forecasts for foodservice equipment and supplies by product category and geographic region, and also includes forecasts for changes in representative firm staffing by geographic region. Report is available to members only; sample issue of the report can be viewed online.

Agency Demographics Survey
Demographic survey allows users to compare their firm to other similar firms, with measures covered including annual gross and net revenue, number of product lines, commission rates, number of employees and sales personnel, compensation programs and benefits, and expense ratios. Survey is available to members only.

Financial Benchmarking Data

Industry Financial Ratios
Wholesale Trade Agents and Brokers  Search for "425120"

Five-year financial statement analysis includes income statements, balance sheets, and key financial ratios, with data available by sales size range on a national, state, and metro area level.

  • Income and expense detail in dollars and percentages
  • Balance sheets in dollars and percentages
  • Cash flow analysis
  • Liquidity and working capital ratios
  • Profitability and return on investment ratios
  • Asset turnover and efficiency ratios
  • Capital structure and debt service ratios

RMA Annual Statement Studies
Wholesale Trade Agents and Brokers  Search for "425120"
Annual financial statement analysis includes common-size income statements and balance sheets and key financial ratios for firms in this wholesale sector. Report includes five years of historical data with the most recent year's data broken out by revenue and total assets size range. Sample report can be viewed online.

More Resources ››

Compensation Surveys

U.S. Bureau of Labor Statistics
Occupational Outlook Handbook - Wholesale and Manufacturing Sales Representatives
Information provided for this occupational category includes a description of the nature of the work and the work environment, number and types of jobs, education and training requirements, wages and earnings, employment outlook, and sources for additional information. All information is available free online.

BizMiner Financial Analysis Reports
Wholesale Trade Agents and Brokers  Search for "425120"
Five-year comparative income statement provides salaries, wages, and officer compensation in both dollars and as a percentage of sales for firms in this sector, with reports available by sales size range on a national, state, and metropolitan area level. Sample national and local reports can be downloaded and viewed online.

More Resources ››

Business Valuation Resources

Manufacturers’ Agents National Association
Valuing the Representative Firm
Valuing and Selling An Entire Manufacturers' Sales Agency
Selling Part Of Your Representative Firm To Your Employees Or Partners
Publications listed above address valuing and selling a manufacturers' sales agency from the standpoint of both buyers and sellers, also cover related topics such as mergers and acquisitions, joint ventures, payment options, and more. Contact the trade association for availability of these publications and more information.

Manufacturers’ Representatives Educational Research Foundation
Operations Manual
Subjects addressed in Section 2 of this publication include "Valuation of a Representative Firm: Overview", "Valuation of a Representative Firm: Types and Taxes", and "Merging, Buying, or Selling a Representative Firm". Table of contents and subject text can be previewed online via's "Look Inside" feature.

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