outside sales person

[gene calhoun]

My dealer has decided to get into the wholesale parts market. I'm looking for pay plans or any information on how to structure my department for an outside sales person. Any ideas or suggestions would be appreciated.

[Chuck Hartle]

Hi Gene,

Pay plans can go a hundred different ways, as I am sure you know. The best pay plan for a wholesale outside sales person is to pay them a base (about 50% of their pay) and then a percentage of the gross profit earned off of wholesale parts sales.
If you are just getting into the wholesale market and have a small base of wholesale customers, you might want to make this 'front end' heavy until the person has established a good wholesale customer base. What I mean by 'front end' heavy is to pay them a higher percentage of commission on new customers until you have established a lot of new customers and then reduce it. Make sure to educate the wholesale sales person this is your intention up front. This can also help you to land a more aggressive sales person.

Chuck Hartle'

[Robert a Bamert jr]

Gene,I have a whole person in my dept we do a fair wholesale bus.we pay him a base,and throw him a bone for each acct. he gets .
this allows us to grow without over extenting
ourselfs.i've found that a retired person from the bus. works well for me

[Chris]

Gene,

I put the wholesale delivery personnel on a commission plan and made them route sales people.

We deliver throughout the state of SC from out location in Columbia. Each route sales person is paid a $350.00 weekly draw against their commission of 2% of total deliveries.

If they deliver $100,000 in one month and they are in a 4 draw month (4 Tuesdays) they get a commission check for $1,600.

This gives them an incentive to gain more customers inorder to increase $ volume.

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C. Bledsoe
Pts Mgr
Pulliam Ford
sysop@clynx.com