From the article:
Fifty-nine percent of rep respondents reported redirecting some of their business to a distributor from whom they know they will be compensated.
This figure is astounding and should serve as a wakeup call to everyone in the electrical industry.
When NEMRA and NAED jointly looked at the problem back in 2006, we issued a whitepaper detailing ways to address the issue. This included:
standardizing industry terminology for POS/POT
driving awareness of what distributors and manufacturers can provide in return for POS/POT data
and, creating formats for the collection of POS/POT data across the industry.
For a number of reasons, these recommendations did not result in major changes.
I’m interested in hearing your thoughts on POS/POT data collection and the solutions you recommend. Please visit our LinkedIn group
and join the conversation.