2007 Independent Reps Council Survey

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Questions Addressed

1. What type of company are you?
2. What is the annual gross sales (at invoice) volume of your company?
3. How much have your company’s gross sales grown in the last 12 months?
4. How much have your company’s gross sales grown in the last 36 months?
5. Based on revenue, what percentage of your business do the following areas represent?
6. Of the number of people working in your company, how many are:
7. What benefits do you offer your employees?
8. How many manufacturers do you represent in each category, and at what commission?
9. Over the last year, what has the net gain/loss of total lines of business?
10. Of new lines acquired, how many were acquired from:
          Of the lines lost, how many were lost to:
11. How are your sales people (IRS form W-2) compensated?
12. If your sales employees (IRS form W-2) are paid a flat salary, what is the average annual salary?
13. How are your sub/reps/contract employees (IRS form 1099) compensated?
14. On average what percentage of gross commission income is paid to each type of sales rep?
15. Do you use a payroll service?
16. What is the average age of the sales staff?
17. What are the average sales a sales person is responsible for annually?
18. What regions of the country do you operate in? (please select all that apply)
19. Which of the following expenses does your company pay for your sales people?
20. When does the rep firm pay for product training expenses (travel, hotel, etc.)?
21. If offered, what incentive programs work?
22. How do you distribute information to resellers such as new pricing, policy, terms, etc.? (please check all that apply)
23. How do you respond when a manufacturer asks for your mailing list? (Please select all that apply)
24. How many lines does your company (represent, distribute, etc.)?
25. Do you have a non-compete clause with your manufacturers stating that they will not hire your sales people?
26. Do you have a non-compete agreement with your sales reps?
27. What percentage of manufacturers has a provision for paying commission on the following billing situations (the value should add up to 100)?
28. What reports do you require from your sales people and how often?
29. What do you provide your sales people? (please select all that apply)
30. How do you divide up your territory?
31. Do you create and operate by a budget?
32. How do you find leads for your Channel Partners?