POS/POT Follow-up

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.

Ken Hooper
NEMRA
Posted: 9/3/2014 4:08:38 PM by Kirsty Stebbins


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