BIFMA's education & certification programs

Office World News, Mar 1999

GRAND RAPIDS, MI-BIFMA International has approved development of an education and certification program designed specifically for contract furniture rep firm principals and salespersons, to be known as the Independent Manufacturer's Representative Institute (IMR Institute). The courses will be offered for the first time in September, 1999.

The IMR Institute program will initially offer three advanced courses for rep firm prinicpals:

Rep Firm Business Planning/ Trends

Professional Sales Management Skills for Principals

Technology for Contract Rep Firms. Five advanced courses are offered for rep firm sales people:

Professional Sales Skills for Contract Furnishing

Contract Furniture Industry Overview/Trends

Contract Design Overview/Specification Trends

Contract Dealer Overview/Distribution Trends.

The courses dealing with rep business, sales management, technology and furniture industry trends are being developed by leading industry experts, while the courses on contract interior design, facility management and contract dealer distribution trends will be developed in conjunction with the leading professional associations and organizations representing these disciplines.

Funding for the IMR Institute and its initial education programs has been provided by the Rep Division itself and by many contributing members.

Using these education programs as a foundation, the BIFMA Rep Division will also implement a Rep Certification program in late 1999. A certification credit system will be established to award credits for a wide variety of rep professional development achievements, including completion of the education courses. By earning a sufficient number of credits, reps can achieve the status of Certified Manufacturer's Representative (CMR).

Education courses will be offered on a fee basis to BIFMA Rep members and non-members alike, with a higher fee charged to non-members. The CMR certification status will only be available to BIFMA Rep members. These programs have been developed to achieve the following objectives:

Strengthen contract furniture sales professionalism

Improve visibility of contract furniture industry sales as a career choice

Enhance credibility of independent contract reps in contract furniture industry

Recognize contract reps who achieve professional status

Improve rep firm business performance/profitability

Provide rep firm principals with a cost effective means of developing their sales personnel

The BIFMA Manufacturer's Rep Division provides its members with many other valuable services, including:

Coverage in annual BIFMA Manufacturer's Rep Directory

Regular Rep Member newsletter communications

Industry statistics for rep business/sales planning

Guidelines for rep sales agreements with manufacturers

Group purchase programs

For more information about the BIFMA Manufacturer's Rep Division, contact Tom Reardon, executive director, BIFMA Internationl, 2680 Horizon Dr. S.E., Suite A-1, Grand Rapids, MI 49546. 616-285-3963 Fax: 616-285-3765 Email: treardon@bifma.com