In an industry awash with data, the issue of POS (point of sale) information being shared to ensure independent manufacturer representatives are compensated for their efforts continues to be an issue. And with COVID significantly impacting industry revenues for many, distributors who do not properly report sales through regional / central distribution centers and manufacturers … [Read more...] about POS is About Getting Paid for Effort
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Pricing in a Pandemic
Everyone is an expert in pricing. It’s either too high or too low based upon your role. Salespeople like it low. Management wants it high. The customer wants it “right” which, usually means “competitive” or “It’s reasonable for the value I am receiving.” And the term “value” is intriguing as it infers that You understand the value that you bringYou understand the value … [Read more...] about Pricing in a Pandemic
POS Integral to Rep Commission Model
Throughout the fall Channel Marketing Group surveyed NEMRA reps and also interviewed dozens of them on behalf of NEMRA for the upcoming Rep of the Future report, which will be unveiled at the upcoming NEMRA meeting. While the objective of the research was to identify the traits needed for the rep of 2025, we also gained deeper insights into the financial model of … [Read more...] about POS Integral to Rep Commission Model
