Manufacturer reps help contractors turn technical support into jobsite confidence

By Jesse Sanchez. 

Luis Ramos explains why manufacturer representatives are most effective when contractors use them as an extension of the team. 

On this episode of Roofing Road Trips®, Megan Ellsworth spoke with Luis Ramos, territory manager for MuleHide in Southeast Florida, about the day-to-day value manufacturer representatives bring to contractors and distributors. Luis said the role is both technical and relationship-driven, especially in low-slope roofing, where job conditions and local requirements can vary widely.  

Q: What does a manufacturer’s representative actually do? 

Luis explained, “At its core, manufacturer reps are in sales technical positions. So, we are well trained in the systems that we offer in order to be able to assist our contractors and our ABC associates with these products and systems.”  

He added that this balance matters because contractors need more than product promotion. They need someone who understands the system, the jobsite and the questions that come up during all stages of a project. 

Q: Why is technical knowledge so important in that role? 

“When I meet with a contractor who is very heavily involved in the low-slope arena, those first three minutes will tell them a lot about my technical knowledge,” Luis shared. 

For experienced contractors, that first conversation can build credibility quickly. For contractors newer to low-slope work, Luis said reps need to “assume nothing” and adjust their approach to the contractor’s level of experience. 

Q: How can reps help contractors who feel pressure to know everything? 

Luis shared, “Well, we’re a free resource, for one thing. And the challenge that I think most contractors have is that they try to do it all, in a phrase. Nobody’s an expert in everything all the time.” 

That support can come through training, job meetings or simple conversations that help remove uncertainty. Luis said the key is communication and a willingness to ask questions before mistakes happen. 

A strong manufacturer rep relationship gives contractors another source of technical perspective when they need it most. Rather than treating reps only as product contacts, Luis encouraged contractors to see them as partners who can help shape the game plan. 

Listen to the entire podcast or Watch the conversation to learn more about how manufacturer reps support contractors!