The standards, developed by a joint manufacturer rep/manufacturer task force, identify the minimum information that manufacturers need from distributors to accurately compensate their local sales agent.
This information is needed for identifying where product is sold, at the zip code level, and does not require customer information. The decision to share customer level information is left to commercial discussions between distributors and manufacturers and can be accommodated within the standards reporting format.
According to Fred Rampone, US Distribution Sales Manager for Hammond Power Solutions, “Our reps are extremely important to us and we recognize their role in supporting their distributors and local customers. They should be compensated based upon their local efforts. POS information enables us to ensure they are appropriately compensated and we believe the NEMRA POS standards can help us efficiently achieve this goal.”
Jim Johnson, President of NEMRA, commented “On behalf of Hammond Power Solutions’ reps, and all reps, we welcome HPS’s commitment to its reps and to the standards. The standards help streamline the POS data collection process for manufacturers while capturing the critical elements that ensure manufacturers can compensate their reps and allow reps to understand what is sold in their market through RDCs / CDCs. Helping our members get appropriately compensated is a priority for NEMRA, especially in this era of channel fragmentation. I encourage more manufacturers and distributors to engage with us.”
For more information on NEMRA’s POS initiative, to read the research and see which manufacturers and distributors have endorsed and adopted the standards go to https://www.nemra.org/point-sale-initiative.Tagged with Hammond Power Solutions, HPS, NEMRA