How can dealers compare their compensation practices
with industry standards? Competitors?
How do dealers mix salary, commissions, and bonus programs to motivate?
How can manufacturers gain an understanding of dealer compensation packages
to help their partners?
What are the trends in compensation practices for dealers?
How does fringe benefits and training effect compensation?
What are the key qualifications for dealer sales personnel?
NAGASA STUDY DETAILS SALES COMPENSATION PRACTICES OF NORTH AMERICAN DEALERS
The 1998 Sales Compensation Practices for Dealers and Resellers contains detailed information regarding the composition and compensation of dealer sales and technical support organizations, and includes:
- 69 dealers in the United States and Canada
- 219 outlets with average sales per outlet of $10.1 million
- Comparisons to similar studies made in 1996 and 1994
The responding dealers employ a total of 1067 sales employees,
of which 881 are general sales representatives and 186 are sales specialists.
In addition, 94 owners and managers also are actively involved in selling,
thus increasing the effective sales representation to 1161. In addition,
the dealers also engage the services of 51 agents, who further bolster
the sales presence of the channel among North American printers and trade
shops.
Invaluable to dealers, manufacturers, and analysts...
The study shows how the North American dealer channel provides an extensive
and well qualified sales force to the many manufacturers who rely upon
dealers to bring their products to printers. This report-to which a record
number of dealers responded-will be invaluable to dealers, manufacturers,
and analysts who need comprehensive information regarding how the channel
compensates its sales personnel.
The study details...
- Compensation practices including reimbursement for automobile and fringe benefits
- How dealers mix salary, commissions and bonus programs to motivate and compensate
- Separate compensation information for single-outlet dealers, two to five outlets, and six or more, and dealers with a preponderance of business in graphic arts consumables and specializing in equipment.
- Training and qualifications of dealer sales personnel
For more information on any of the NOWavailables,
please contact NAGASA: (202) 328-8441 or email: information@nagasa.org
