Wholesaling/Manufacturer's Rep Field Can Pay Over $700,000

Compensation in Wholesaling and Manufacturer's Representative Firms - 1999
Survey Summary

PUBLISHED: November 1999 Table of Contents | Sample Report Page

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Summary of the 186-page Compensation in Wholesaling and Manufacturer's Representative Firms - 1999 survey report of 59 benchmark jobs from Abbott, Langer Association Surveys. The following describes the national median total cash compensation for 23 benchmark jobs, and the factors affecting salary (Geographic Area, Type of Product, Size of Organization, Total Annual Revenue, and Supervisory/Managerial Responsibility).

What is the highest-paid job in the wholesaling and manufacturer's representative field? The lowest? Abbott, Langer Association Surveys analyzed voluminous data provided by 75 organizations regarding the salary ranges, current salaries, bonuses/commissions/cash profit-sharing, total annual cash compensation, and such demographic variables as: job function performed by the individual; region, state, and metropolitan area in which the individual is located; type of product; total number of employees; total annual revenue; and supervisory/managerial responsibility. The end results of this survey appear in Compensation in Wholesaling and Manufacturer's Representative Firms, 1999, a 186-page statistical analysis of compensation in the wholesaling and manufacturer's representative field. Copies of this report are available for $695.00 through our On-Line Order Form or from Abbott, Langer Association Surveys, 1725 I Street NW, Suite 300, Washington, DC 20006 (Telephone: (877) 210-6563, Fax: (877) 239-2457).

Overall Compensation

The median total cash income of some of the 59 benchmark jobs included in the survey report are:

Presidents	$163,122
Chief Operating Officers	$105,000
Chief Sales Executives	$109,000
Top Marketing Executives	$107,862
Chief Corporate Financial Officers	$86,000
Key Accounts Sales Representatives	$83,714
Directors of MIS/dp	$72,000
District Sales Managers	$68,359
Corporate Controllers	$60,000
Product/Brand Managers	$49,600
Sales Representatives	$45,564
Chief Human Resources Executives	$42,000
Marketing Specialists	$40,500
Data Base Managers	$38,806
Customer Service Supervisors	$35,250
Telemarketing Sales Representatives "A"	$31,600
Customer Service Representatives "B" (Telephone)	$26,911
Purchasing Expeditors	$26,894
Shipping and Receiving Clerks	$25,646
Inventory Control Clerks	$23,500
Order Processing Clerks	$22,488
Receiving Clerks	$18,040
Craters, Light Goods	$12,960

Naturally, the nation-wide pay rates vary by region, state & metropolitan area; type of product; size of organization; total annual revenue; and supervisory/managerial responsibility - all demographic variables for which data are provided in the complete report.

Geographic Area

Overall, executive jobs are compensated best in the southwestern and north central states; worst in the northeastern and Midwestern states (both excluding major cities). Non-executive jobs are paid the most in northeastern and Midwestern states (excluding major cities); and least in Midwestern and northeastern states (excluding major cities).

In descending order, the metropolitan areas with the highest overall median income for executives are St. Louis, New York City, Dallas/Fort Worth, Boston, Chicago, and Denver/Colorado Springs. In ascending order, the lowest median incomes by metropolitan area are found in Los Angeles/San Diego, Milwaukee, and Philadelphia.

For non-executives, the highest overall median income metropolitan areas are New York City, Boston, St. Louis, and Denver/Colorado Springs; the lowest metropolitan areas are Philadelphia, Milwaukee, Chicago, and Indianapolis.

Naturally, many other demographic variables are also involved to account for this great spread in incomes.

Type of Product

Overall, the highest median incomes for executives were found among manufacturers of chemical/pharmaceutical/plastic/rubber products and electrical/electronics products; the lowest median incomes among food/beverage/tobacco product and fabricated metal product manufacturers.

The highest median incomes for non-executive personnel were found among fabricated metal product and food/beverage/tobacco product manufacturers; the lowest median incomes among manufacturers of chemical/pharmaceutical/plastic/rubber products and electrical/electronics products.

Size of Organization

Median incomes for wholesalers and manufacturer's representatives were highest in organizations with 500 employees or more, lower in organizations with under 50 employees, and lowest in organizations with 50 to 499 employees. Median income among non-executive personnel was highest for organizations with 500 employees or more, lower in firms with under 100 employees, and lowest among organizations between 100 and 499 employees.

Total Annual Revenue

This variable correlates strongly with income for many wholesaling and manufacturer's representative firms. The median incomes of executives were 96% higher in organizations with annual revenue of $100 million or more than in those with under $5 million.

Among non-executive personnel, median incomes were 39% higher for employees of $100 million or more compared to those whose companies had revenues of under $5 million.

Supervisory/Managerial Responsibility

This demographic variable is a good predictor of the compensation in the wholesaling/manufacturer's representative field. On an overall basis, the compensation of executives tends to correlate strongly with the number and type of employees supervised or directed. For example, directing the activities of 10 or more sales representatives/accountants/creative staff/other professional-level employees results in a median income 113% higher than supervising under five such employees.

Similarly, directing the activities of 10 - 49 employees, some of whom are creative/sales/other professional-level employees and others of the level of clerical, customer service representatives, and telephone sales representatives results in a median income 24% higher than supervising under 10 such employees. Directing the activities of 100 or more such employees results in a median income 130% higher than supervising under 10 such employees.

Median income among non-executive personnel followed much the same pattern. For example, directing the activities of 10 or more sales representatives/accountants/creative staff/other professional-level employees results in a median income 25% higher than supervising under 10 such employees, and 93% more than having little or no supervisory responsibility.

Supervising 10 or more employees of the level of clerical, customer service representatives, and telephone sales representatives results in a median income 26% higher than supervising under five such employees, and 52% more than having little or no supervisory responsibility.

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Order the 186-page survey report, Compensation in Wholesaling and Manufacturer's Representative Firms - 1999, described on this page for $695. The report is IN STOCK and can be shipped out within two business days. The mean, median, 1st and 3rd quartile, and 1st and 9th decile data for base salary, bonus/commission/profit sharing, and total annual cash compensation are reported for many demographic variables, including geographic location, type and size of employer, etc. To purchase the report, use our On-Line Order Form, call (877) 210-6563, , fax, or write per the information at the bottom of this page.

75 organizations supplied current compensation and demographic information for the survey report.

Chemical/Pharmaceutical/Plastic/Rubber Products

• Aerial Beauty Supply
• AmeriSource Corporation
• E.O.H. Industries, Inc.
• Lextron, Inc.
• Maxi-Lift, Inc.
• Purity Wholesale Grocers

Electrical/Electronic Products

• Anixter
• B & E Communications, Inc.
• Comptech Sales
• Graybar Electric Company
• Ingalls Power Products
• Jenkins Electric Company
• Loyd's Electric Supply
• Minnesota Electric Supply Company
• R.P.S., Inc.

Food, Beverage & Tobacco Products

• A. Barr Sales, Inc.
• Bagel Time, Inc.
• Desert Eagle Distributing
• Fresh Express Foods Corporation, Inc.
• G & A Snack Distributing
• Good Bread, Inc., d/b/a Bluepoint Bakery
• Marketing Specialists
• McCarty-Hull, Inc.
• Merchant Wholesaler
• Quality Candy/Buddy Squirrel
• Sonne, Inc., Dakota Gourmet
• Vanguard Distributing Corporation
• Voila Bakery
• William F. Brockman Company

Fabricated Metal Products

• Carlson Paving Products, Inc.
• Eastern Railway Supplies
• Fast Undercar
• Jen-Cyn Enterprises
• Johnstone Supply
• Morris Merchants, Inc., Valley Resources, Inc.
• Oakton Distributors, Inc.
• Perini America, Inc.
• Prime Technology, Inc.
• Rix Industries
• Slam Enterprises, Inc., d/b/a Specialty Automotive Marketing

Other Types of Employer

• Access Control Solutions
• Active Medical, Inc.
• Baker and Taylor Entertainment Services
• Bear Creek Lumber
• Chairmasters, Inc.
• Cole Parmer Instrument Company
• Empire Company, Inc.
• Foster Dixiana Corporation
• Gane Brothers & Lane, Inc.
• Granse/Trio and Associates
• Hampton Transfer Prints, Inc.
• Hardware Distribution Warehouses, Inc.
• Harris Wholesale, Inc.
• Intermountain Lock & Supply
• John J. Mahaney Company
• Leeds Precision Instruments, Inc.
• Magazines, Inc.
• Marathon Apparel
• Marco Supply Company, Inc., Johnson Pipe & Supply Stock Yards Hardware
• Maxton Manufacturing Company
• Mid-State Bolt & Nut Company, Inc.
• Murray Cabinet & Fixture, Inc.
• Neff Engineering Company, Inc.
• New Leaf Distributing
• Pacific Pallet Exchange, Inc.
• PMC, Inc., Fords Specialties
• Posies, Inc.
• Promotions Unlimited Corporation
• Russ Berrie & Company, Inc.
• RV Evans Company
• Toray Composites (America), Inc.
• Torco International Corporation
• U.S. Transformer West
• Vaugel Paper, Inc.
• Zeeland Farm Services