| Sales Compensation |
BEI Services Announces Industries first page base Sales Compensation Model.
BEI Services, an industry leader in MFP performance benchmarking and Technician Compensation, announces the introduction of the industries first page based sales compensation model.
This turn key program addresses many of the current issues that the office equipment dealers face in today’s changing environment.
|
The Old Model
Virtually all office equipment retailers today, use a variation of the same compensation model. This model has existed for decades. The primary piece of the old model pays the rep based on the gross profit of the overall sale. Although there are many variations and themes to this method, the bottom line is that this model is outdated, causing many dealers the same unnecessary losses.
Primary complaints are centered around the fact that sales people can make a good living “churning” or re-selling existing customers over and over. Dealers today experience problems with their sales force, selling the wrong equipment for the need, selling the wrong equipment for the application, selling to accounts that produce too low a page volume or discounting service before lowering retail cost.
Dealers also with retention of their sales force while trying to address these behaiviors. |
The New Model
BEI’s exclusive program addresses each of these concerns in a very straight forward way. From a new rep to a seasoned veteran, this program provides the right incentives to ensure the dealer’s long term profitability. Utilizing BEI’s 14 year history of data collection and analysis, the program can accurately assign the pages each machine generates to the sales rep who has that account or sold the machine.
Our program still uses the profitability of the sale to ensure that machines aren’t given away, but also pays a commission based on the pages these units produce. This provides for a residual income stream that will improve retention.
This residual income opportunity is tied to a quota so they can’t stop selling. Lastly this program can tie the CPC performance of the equipment to the residual commission. If the sales rep, places a unit that cannot perform profitably or discounts the service CPC, they lose the pages that the machine produces.
This program is encouraging the acquisition of new pages, focus on higher volume accounts, and attention to the overall customer solution. |
 |
| |
|
