Changing Up Wholesaler Compensation: Four Alternatives to Paying on Net Sales

Posted by Jason Brown on Thu, May 16, 2013

Distribution leaders and industry consultants have been talking about the need for change in wholesaler compensation for the past decade, if not longer. Their reasoning has been sound: (a) compensation represents a significant fraction of distribution costs, and should be used effectively, and (b) the industry-standard plan (commission on gross sales) is not terribly effective.

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