The electrical industry continues to benefit from focusing its attention on the value of data and the development of standard processes for handling it as part of the endless quest to drive costs out of the electrical supply chain. Where the value of data directly affects compensation at some level in the channel, things get interesting, as seen in a new report on the seemingly dry, administrative subject of point-of-sale (POS) data.
Point of Sale: Profits Lost?
The implications of this dislocation for distributors are significant, especially for large distributors using a DC or hub-and-spoke model. The study found that reps often will direct business to those distributors that do a good job reporting on sales, or independents that operate only within one rep’s territory.