2009 Independent Reps Council Survey
This 25-page report reviews business practices for the Independent Representative industry on a wide variety of scales. This report is available only as a PDF.
Member price: $35
Non-member price: $100
Available in the InfoComm Store.
Questions Addressed
- In what regions of the U.S. are you located?
- How many years have you been in business?
- What is the annual gross sales (at invoice) volume of your company?
- What is the Buying Power Index (BPI) that you represent?
- How much have your company’s gross sales grown in the last 12 months?
- How much have your company’s gross sales grown in the last 36 months?
- Based on revenue, what percentage of your business do the following areas represent?
- How many of the people working in your company are employee vs. contract staff by department?
- How many manufacturers do you represent in each category and at what commission level?
- What is your average commission percentage?
- Over the last year, what as been the net gain/loss of total lines of business?
- Of new lines acquired, where were they acquired from?
- Of lines lost, to what where they lost?
- How are your sales people (IRS for W-2) compensated?
- If the above are paid a flat salary, what is the average annual salary?
- How are your sub-reps/contract employees (IRS for 1099) compensated?
- On average, what percentage of gross commission income is paid to each type of sales rep?
- What is the average sales at invoice that a sales person is responsible for annually?
- How many lines does your company represent, distribute, etc.?
- What percentage of manufacturers have a provision for paying commission on the following billing situations?
- What reports (etc.) do you provide your sales people?
- How do you find leads for your channel partners?
- How often do you produce road shows?
- Please rank when road shows are most effective (winter, spring, summer, fall).
- What percentage of attendees are resellers, end users, etc.?
- What format are your showcases?
- What percentage of rep principal’s time is devoted to the following?
- What is the one change that your company has made that has had the largest effect (positive or negative) on your business?
- What is the one tool or strategy that you would like to try that you have been unable to?
- What software products do you use?
- How do you like the software that you use?
- What percentage of your reps use email-enabled cell phones?
