STATS Dealer Data Number/Type of Sales Incentives


Vendor’s Year in Business Required Buy-in Number of Product Categories in the Line


Number of Product Categories in the Line


Available Regional Product Training Available Product Mix Levels Amount of Consumer Advertising Ability to Buy Direct Amount of Consumer Advertising In-Store Marketing Support Timely Shipping Reputation Warranty/RMA Policies


0 1 2 3 4.89


4.87 4.85


4.78 4.7


4.62 4.67


4.57 4.48


4.11 4.07


3.57 3.46 4 5 Retailer Feedback: Traits of the Ideal Rep


“Stops by regularly; always available for my calls.” “Keeps me informed on new products.”


“Always responds in a timely manner.” “Keeps me informed on new promotions, rebates and discounts.” “Really works to build the relationship.” “Trains our staff and helps in store.”


“Knows other products in addition to his own.” 9% 19%


“A problem solver; goes the extra mile when we really need help.” 20%


“Has broad industry experience and product knowledge.” 0 5 10 15 16 Mobile Electronics February | March 2012 20 25 30 34% 35% 35 19% 31% “Doesn’t push me to order what I don’t need.” 6% 22% 31% (In order of imporatnce)


Retailers’ Rankings: Considerations When Selecting a Vendor Partner


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