Commercial agents or sales representatives in the construction industry
The commercial agencies and sales agents working in the various sectors of the building industry in Germany can be categorised in various groups.
- Commercial agents for building material
- Commercial agents for wood and timber, windows, doors, gates, and stairways
- Commercial agents for sanitary wares, sanitary systems, heating technology, and cooling technology (air conditioning)
- Commercial agents for hardware, tools, fittings, and locking systems
- Commercial agents for outdoor installations, gardening and landscaping, and the road/street sector
- Commercial agents for environmental technology and waste management
- Commercial agents for DIY stores, home improvement centers, and building supplies stores
The first group is commercial agents and sales partners in Germany that distribute and sell building materials in the broadest sense. These commercial agents deal with all types of building materials, building chemicals (i.e., chemical products for the construction sector), construction machinery, and other construction equipment.
Another group of commercial agents in the German construction industry sells wood (timber, lumber), windows, doors, gates, and stairs. Commercial agents for wood, timber, and lumber often work as commercial brokers; that is, they do not work for particular suppliers on a long-term basis. On a case-by-case basis, they broker lumber (or timber) between suppliers and buyers, often calling themselves lumber brokers or timber brokers.
The commercial agents for sanitary wares, sanitary systems, heating technology and cooling technology (air conditioning) sold in Germany are very important among the commercial agents in the construction industry. Owing to the market structures in this area, the products are sold in Germany mostly via the so-called three-stage distribution channel (industry – specialised wholesalers – specialised tradespeople – end customers). Because of the high technical requirements of many products in this field, the demands on the commercial agents and sales agents are also more complex. Often, not only a commercial, but also a technical understanding in the field of building services engineering is required. The industry – as a principal – is therefore often looking for sales partners who provide not just commercial support, but also technical support for the specialist planner, and thus can also provide technical pre-sales activities.
Another group of commercial agents in the German building industry has specialised in selling and distributing hardware, tools, fittings, and locking systems. Yet another concentrates on the need for outdoor facilities, gardening and landscaping, and the road/street sector. German commercial agents for environmental technology and other products for waste management are also counted in the broadest sense as belonging to the construction industry.
Many commercial agents in the construction industry in Germany also sell their range of products to DIY stores, home improvement centers, and building supplies stores. This is where they provide in part quite similar services at the point of sale as commercial agents for food and semi-luxury foods do in the large-scale food retailing operations. These services include, for example, stocking shelves, maintaining shelves and setting up promotions. In addition, please refer to the job description prepared for this area – commercial agents and sales partners for food and beverages.
The commercial agents in Germany organised in the CDH, the Centralvereinigung Deutscher Wirtschaftsverbände für Handelsvermittlung und Vertrieb (Federal Association of German Associations for Commercial Agencies and Distribution), and who are active in the German market in the various groups of the construction industry described above, therefore offer, besides mediating sales, a comprehensive range of services that is continually adapted to the requirements of the market and, in particular, of customers.
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