PRESS
RELEASES
NEW NAGASA STUDY DETAILS SALES COMPENSATION PRACTICES OF NORTH AMERICAN DEALERS
Washington, DC, May 1998 -- NAGASA -- the North American Graphic Arts
Suppliers Association -- has announced the immediate availability of a
comprehensive
study of sales compensation practices at North American graphic arts dealers.
The study -- one of an ongoing statistical series documenting the distribution
channel -- was completed by Mason Consulting Inc. The study contains detailed
information regarding the composition and compensation of dealer sales
and technical support organizations, and includes data from 69 dealers
in the United States and Canada. Also included in the study are comparisons
to similar studies made in 1996 and 1994 so the reader can determine how
the dealer channel is evolving, and can compare
individual dealers with industry averages and trends.
The 69 dealers responding to the study operate 219 outlets, and had 1997
sales averaging $32.2 million per dealership or $10.1 million per outlet.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. Finally, 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.
David J. Steinhardt, president and CEO of NAGASA, commented regarding
the report: "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 manufacturers
and analysts who need comprehensive information regarding how the channel
compensates its sales personnel, as well as to dealers who can contrast
their own operations to other dealers of a similar size and sales mix.
The study provides detailed information not only about compensation levels,
but about fringe benefits and the training and qualifications of dealer
sales personnel."
The study, which should be useful to dealers, manufacturers and printing organizations, is available from NAGASA at 202-328-8441. The study is priced at $95 for members and $155 for nonmembers.
NAGASA -- the North American Graphic Arts Suppliers Association -- is
the
largest trade association in the world representing the distribution channel
in the graphic arts, printing and imaging industry. The NAGASA network
of dealers, resellers, and VARs sells more than $4.5 billion of traditional
and digital equipment and supplies within the total $6 billion industry
channel. Representing more than 400 manufacturing, distribution and related
firms, NAGASA is dedicated to developing a sound and growing business
environment for its membership and advancing a
channel of value added, quality products and services for channel customers.