Sales Reps: POS Issues Hurt Distributors (IMARK Now)

Independent sales representatives say electrical distributors could be hurting their businesses by not accurately reporting movement of their inventories, creating an opportunity for competitors to steal market share.
A State of Point of Sales in 2014 report prepared for the National Electrical Manufacturers Representatives Association (NEMRA) mirrors what sales representatives in the field are saying, confirming that point-of-sale (POS) issues relate to:
• information accuracy
• the level of geographic and product detail that is provided
• distributor reporting to the manufacturer as well as to the rep
• the lack of transparency in the information shared with the rep from the manufacturer
• differing formats for sending information to manufacturers, and
• timely receipt of information (to manufacturers from distributors and to reps from manufacturers) and commission payment.

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Posted: 7/9/2015 10:08:40 AM by Kirsty Stebbins

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