HARDI Members Attend Optimizing Channel Compensation Workshop
CHICAGO — Twenty-one HARDI members participated in the Texas A&M University Optimizing Channel Compensation Workshop held recently in Chicago. This workshop was the culmination of an 18-month study designed to identify best practices in demonstrating value and creating fair compensation for all channel partners in wholesale distribution.
According to Dr. Barry Lawrence, program director, Industrial Distribution Program at Texas A&M, the inspiration for this consortium was a number of issues: margin pressure and expansion of services on the part of the distributor being two of the most crucial.