PRESS
RELEASES
NAGASA RELEASES 1996 DEALER
SALES COMPENSATION STUDY
Washington, DC, August 1996 - NAGASA, the North American Graphic Arts Suppliers Association, has released its biennial study of sales compensation practices among dealers and value added resellers of graphic arts supplies and equipment. David J. Steinhardt, NAGASA President/CEO, announced the completion of the study, the second in a series. The survey-which was conducted by Mason Consulting Inc of Western Springs, Illinois-compares 1995 compensation practices in with those in 1993, pinpointing trends in sales practices in the channel.
The NAGASA 1996 Dealer Sales Compensation Study contains data from 59 graphic arts dealers and value added resellers who reported on how they compensated sales personnel in 1995. Dealers responding to the NAGASA survey reported total 1995 sales of more than $2.3 billion, generated in a total of 145 outlets. The responding dealers employ 4,036 workers, of which more than 98 percent are permanent, full time employees. Some 878 of those employees, or nearly 22 percent, are sales representatives or sales specialists. The 42-page study details the compensation practices of the dealers, including reimbursement for automobile use and fringe benefits such as insurance and 401K programs. The study also describes how dealers mix salary, commissions and bonus programs to motivate and compensate both general sales representatives and sales specialists.
The study presents separate compensation information for single-outlet dealers, those with from two to five outlets, and those with six or more. Differences in compensation practices also are shown between dealers with a preponderance of business in graphic arts consumables, and those specializing in equipment.
Commenting on the 1996 NAGASA Dealer Sales Compensation Survey, NAGASA Board Chair Richard M. Blair said: "The information in this study is of particular interest to both dealers and manu-facturers. Dealers can compare their compensation practices with those of other similar dealers; manu-facturers can gain insights regarding how the channel compensates those on the front line of selling."
The NAGASA 1996 Dealer Sales Compensation Survey is furnished free of charge to participating graphic arts dealers and value added resellers. NAGASA dealer members who did not participate may purchase the survey for $425, while NAGASA manufacturer members may purchase it for $265. The survey is available to nonmembers for $685.
NAGASA-the North American Graphic Arts Suppliers Association-is the world's largest trade association of dealers, value added resellers, systems integrators, manufacturers and distributors serving the graphic arts, imaging and publishing industries. NAGASA members sell more than $3 billion of equipment, supplies, systems, software, paper and service annually. The association is dedicated to strengthening distribution channel alliances, streamlining costs and operations, and improving the business performance of its more than 350 members.