AV representatives are self employed individuals or organizations that provide the sales function on behalf of manufacturers who elect not to employ their own sales personnel but who desire to sell directly to the dealer community rather than use an AV distributor. Typically, an AV representative will represent several non-competing lines and will be responsible for a specific territory. They make frequent visits to the resellers throughout their assigned territory providing exposure of the equipment they represent to the management, sales and design team members of the organizations who sell the products they represent. They also solicit the support of organizations that may not currently be selling their products.
Additionally they look for new market opportunities and the organizations that can address those opportunities. Many of the representatives of AV manufacturers will also accompany reseller sales personnel to customer and prospect locations to assist in selling the equipment they represent as well as providing an interface between the resellers and the manufacturers when there is a need for higher level support or technical assistance.