Lexington, KY - In an age of offset/digital sales choices and value-added services, sales representative and customer service representative (CSR) compensation is an increasingly complex issue for printers. In the recently released NAPL Sales Representative & CSR Compensation Study, Second Edition, the economists of NAPL’s Printing Economic Research Center (PERC) cut through the complexity by providing clear, concise data on the compensation practices of nearly 250 printing companies with annual sales ranging from under $2 million to nearly $120 million. Among the study’s findings:
- Gross sales is still the commission base for the majority of the commercial printing industry—and for over 70.0% of companies surveyed—despite long-time interest in moving to commissions based on value-added or the profitability of work sold.
- Interest in offering CSRs incentive compensation in addition to a base salary is growing: 30.1% of companies surveyed currently do and another 11.0% plan to within two years.
The Sales Representative & CSR Compensation Study also profiles the compensation programs of 900+ sales representatives and more than 850 CSRs, including both compensation structure and rates, and addresses a number of critical sales representative and CSR compensation issues, including:
- What would companies most like to improve about their compensation programs?
- What’s preventing them from making those improvements?
- What do companies look for when hiring a sales representative or a CSR?
- What skills are now essential for success as an industry sales rep or CSR?
- How are CSRs’ responsibilities changing?
As the industry continues to be redefined by structural change that necessitates more efficient use of resources, developing the most effective compensation structure for your sales representative and CSR personnel is essential to improving overall profitability. The NAPL Sales Representative & CSR Compensation Study, Second Edition is a good starting point.
Purchase NAPL Sales Representative & CSR Compensation Study, Second Edition
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NAPL is a not-for-profit business management association representing companies in the $120+ billion commercial printing and graphic communications industry in North America. NAPL’s comprehensive slate of business-building solutions provides company leaders with the management tools they need to make informed business decisions in an ever-changing market environment. The association also handles administration of NAQP, the National Association of Quick Printers, which specializes in the unique concerns of small printers nationwide, and the industry’s Research and Engineering Council, which is dedicated to manufacturing technology and productivity improvement issues. For more information on NAPL or its affiliated associations visit www.napl.org or call (800) 642-6275.