Product category:
Cabling, Conduit, Accessories and Signal Conditioning
News Release from: Schneider Electric
Edited by the Engineeringtalk Editorial
Team on 21 December 2001
New reward programme for electrical
distributors
Schneider Electric, has introduced a novel and substantially enhanced reward programme for its distributors which it says will result in significant financial and other benefits
Schneider Electric has introduced a novel and substantially enhanced reward programme for its distributors, which ensures that effort made to add value and to provide local support for Schneider Electric's brands produces significant financial and other benefits The new distributor reward programme, which is operated strictly on a branch-by-branch basis, is based on a matrix of distributor attributes which include, for example, the level of staff training within the branch, the depth of stock held, and the size of the branch
This article was originally published on Engineeringtalk on 13 Dec 2007 at 8.00am (UK)
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Each attribute is assessed against clearly defined criteria, ensuring that the results are completely objective.
Branches for which the matrix produces a high score are rewarded with increased margins on products from the brands of Schneider Electric, which they sell.
Demonstrably high levels of competency also result in distributors being given access to a greater range of high-technology products, such as variable speed drives and programmable controllers.
"The thinking behind our new distributor reward programme is very straightforward," said Denis Rovetto, Schneider Electric's Country Distributor Manager for the UK.
"We simply want to reward our distributors, whom we recognise as our most important route to market, for effort and enthusiasm.
At the same time, however, we want to provide guidance on the direction in which that effort and enthusiasm can best be channelled.
We believe that the criteria identified in our assessment matrix provide exactly this guidance." "The ultimate objective is increased sales and profits," continued Rovetto, "both for our distributors and for Schneider Electric.
Although it is, as yet, early days, we already have clear indications that the new programme is achieving the desired results! It's no surprise, therefore, that the new arrangements have been very well received by our distributors, who see it as a positive aid to their own future success." Schneider Electric is supporting the new distributor reward scheme with a wide range of activities and opportunities aimed at helping distributors to improve their status.
Among these are road shows to introduce and explain new products, and the work of the Schneider Electric Academy which provides free training for members of distributor staff at all levels.
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