Since the first KI/DR relationship was
established in May 1996, the KI DR Program has grown to 75 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
Inquire today about becoming a KI Dealer Representative
Dealer Representative (DR) is an individual or independent business
entity that 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.
will provide initial and on-going training and support; regular and
consistent sales leads; direct billing to customers; bill collection;
product literature; and use of district product samples without charge
to the DR. 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
Since the first KI/DR relationship was
established in May 1996 in Georgia, the KI DR Program has grown to 75
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.
Laptop w/ Sales Automation Software
The DR leases a laptop from KI for $55 per month. This cost includes the
laptop with software worth more than $5000 (including Lotus Notes, Giza
20/20, Microsoft Excel, Microsoft Word, Microsoft PowerPoint, FoxPro,
VPN dialer, MCI dialer, Overquota, KI Quotespace, Remoteware, MicroSoft
Desktop Pro, Encompass and other software programs), power cords and a
leather carrying case. KI provides a new laptop every two years as well
as any software upgrades, additions and changes as they are made
available. The leased laptop is fully insured and KI services and
supports all hardware and software.
Pre-work Training Package
The DR receives a pre-work training package consisting of CD's, DVD's,
videos, information binders, etc. Each DR, at their own pace and
convenience, completes training on various topics including laptop use
and software, working with KI Corporate, selling KI products, etc. KI
provides the training pre-work to each DR at no cost. Completion of the
pre-work is required prior to attending the 9-day training session at KI
5 -Day Product/Process Training Sessions at KI Corporate
Each DR is required to attend a training session at the KI Corporate
office in Green Bay, WI. This training prepares the DR for selling KI
products within the defined territory and specified markets. KI pays for
transportation, lodging, training materials and some meals while the DR
is at the training. DRs are invited to attend optional 5-day
orientation/process training and SPIN training sessions. KI pays for
transportation, lodging and some meals for all DRs.
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 all costs for its Dealer Reps and Reps to attend the 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
KI Market Development Department
The KI Market Development Department supports the DR by providing sales
leads, setting appointments, gathering information, and conducting
market research as well as offering other services and support at no
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
KI Services and Corporate 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 the KI Services Department.
DR Growth Bonus, Promotions and SPIFs
Beginning each calendar year, each DR can participate in a DR Growth
Bonus Program. When all other communicated growth bonus requirements and
conditions are achieved, KI pays a bonus on all shipments during the
calendar year that exceed an assigned baseline number. 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
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 recent 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
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.