Opening the Door to a Rep Career
Opening the Door to a Rep Career
By Jack Foster | Agency Sales, May 2025
“I love doors and hardware!”
If those words betray a real sense of enthusiasm, that’s exactly what they’re intended to do. And that’s the way Amanda Wilson begins a conversation describing how much she cares about being an independent manufacturers’ rep serving the commercial door and hardware industry.
According to Wilson, who heads Trenton, Florida–based Wilson Building Solutions, LLC,
“Most people have no idea about the role that commercial doors play in their lives. These doors serve as silent sentries that can save lives. The world of commercial doors is ever-changing, and that’s what has always attracted me.”
Now, after more than 29 (and holding) years, Amanda remains intrigued by the products, the codes, and the people associated with the openings industry.
“One of the things I love is that no two days are ever the same. Each day presents an opportunity to learn something new. Another thing I love is that the niche nature of our industry fosters lasting relationships—simply because no one else truly understands what we do!”
Getting Started
If few people understand what Wilson Building Solutions does, Wilson certainly does. Close to three decades serving the industry has provided her with a clear roadmap to thriving in a niche market.
She began her professional journey working as the membership manager for a health club:
“I realized I didn’t want to do that forever, so I signed up with a temp agency and managed to get a job as a receptionist for a door distributor. I quickly became fascinated by the business and was eager to learn more. Fortunately, the distributorship I worked for valued training and professional development, which allowed me to advance rapidly.”
A Rewarding Career
“Typically, I didn’t know anything about doors, but one day when I got a request for a part and didn’t know what it was, a manager took me under his wing and taught me all about the industry. That was 30 years ago and since then, no day has been the same. The industry has been incredibly rewarding, and I’ve remained committed to it ever since.”
After 12 years on the distribution side of the commercial door openings industry, Amanda felt the need for a new challenge:
“I started my agency in 2010 during a period of significant economic uncertainty. With no prior experience as a manufacturers’ representative or as a business owner, I knew it would be an uphill climb. However, I also believed that if I could build a successful agency during such challenging times, I would be well-positioned for long-term success.”
She acknowledges there was a great deal of trial and error as she built her agency.
“From my time as a distributor and having reps call on us, I certainly had an idea of what a rep was and what they did. Reps always intrigued me. We had some who were more efficient than others, and we always made it a practice to buy from those we liked, trusted, and had good relationships with.”
Joining MANA
“I joined MANA at the recommendation of a fellow rep when I was starting my agency,”
He explained that MANA was an excellent resource for navigating the manufacturer-representative relationship, and he was absolutely right. MANA provides invaluable resources, guidance, and connections that have been instrumental in our success.
Today, Wilson Building Solutions consists of Amanda, a partner, and two team members.
“In 2017, I teamed up with a trusted partner from the industry. I also brought on a family friend for admin support.”
Amanda’s daughter joined the agency in high school and now works alongside her:
“Remember way back almost 30 years ago when we used to type all of our business documents? Well, lo and behold, when she was in middle school taking typing lessons, I decided there were plenty of opportunities to practice replying to agency correspondence. So, since she’s been about 14, she’s always been here. Fast forward, and as time passed and she was looking for an opportunity where she didn’t have to work outside the home, the opportunity was there for her.”
Looking Ahead
“As for the future, I envision her playing a role in any future succession plan. However, there is nothing definitive planned at this time.”
“We’ve been fortunate that prospective principals often seek us out for representation, thanks to referrals and our presence in the industry. At the same time, we’ve expanded internationally in the past year, adding two principals to our line card—one based in Germany and another in Spain.”
Forging Relationships
“Our major consideration is whether a manufacturer will fit in with what we’re already doing. Will their product offering fit in with our customer base? If we feel it’s too far afield and would cause us to build a new base, we’re probably going to steer away from them.
We want to make sure that whatever they offer is something of value to our existing customers.”
“Perhaps the best description of what I’m looking for in a principal is the manufacturer who just ‘gets it.’ Some manufacturers understand the value that the rep provides—others don’t. The ones who do are the ones who ask our opinion before something is changed. They recognize that the rep is hardly a necessary evil but is someone who truly brings value to the relationship.”
Industry Wisdom
“Notably, the implementation of various technological tools has altered the way the job is performed. However, the foundation of this business has always been, and still is, relationships.”
“While technology may have enhanced communication, the importance of building strong, genuine connections remains unchanged. That’s why, whenever I’m explaining the intricacies of the business to younger people, I always emphasize how important it is to be out there face-to-face and shaking hands, all while building solid business relationships.”
The Wilson Building Solutions, LLC File
Location: Trenton, Florida
Founded: 2010
Website: www.wilsonbuildingsolutions.com
Products and Services: Commercial doors and hardware products, Division 8 and 10 of commercial construction specifications. Frames, metal and wood doors, fiberglass doors, door hardware (hinges, locks, etc.)
Territory Covered: Florida and Georgia
Trade Associations: Door & Hardware Institute (DHI), National Association of Women in Construction (NAWIC)