Do Distributors Report Sales To Manufacturers Or Reps?

Generally the distributors send the reports to the manufacturers. They would then in turn send to the reps. The reports would show ship-to by zip codes or cities. Generally they won't divulge the end-user customer name.

Distributors will generally report sales data to manufacturers.

What is reported may vary. You may get specific stuff like "Serial numbers 1,2,3 were shipped to Address Y, Serial numbers 4,5,6 were shipped to Address Z, etc." This would also contain any reference numbers for things like project registrations. Or, you may get "(x) units of model (y) were sent to this zipcode, (x) units of model (z) were sent to this zipcode, etc."

Generally the manufacturer can define what information they want to get from the distributor. While that same info may also be sent to rep firms, it is not a given, and may flow through the manufacturer.

If you want attention from your regional guy you may need to ask for it, and/or possibly escalate the issue with the manufacturer. Ideally your sales volume is automatically recognized and the right people reach out to engage you, but this does not always happen.  It can be a lazy rep, or it can be a case where the rep is stretched thin and underfunded in the sense of not having time and budget to meet with you vs. meeting with larger accounts, or meeting with accounts that need more attention and hand-holding.

I mean the rep who works directly for the manufacturer, not a rep firm.

I guess that's the issue, we brought on a new product, to a new vertical and we are learning it. When I asked for training, oh we are busy, maybe in March. Now its oh we are busy in April.

In the beginning, there was great response and promises, it took a while for things to get started, we are now elbow deep, and just would like a little hands-on training. They do training all the time. That is his title " Trainer" So if he's not doing training at ADI, etc, where is he doing training at? I assume other dealers who are selling more...

It sounds like you need to talk with the territory sales manager to exert some internal pressure for the trainer to get busy.  Many tech trainer's schedules are influenced if not controlled by the territory sales team.  If the sales team doesn't ask/demand the trainers time, it doesn't happen.

Either that, or you picked a lousy corporation to partner with...

btw, I've always known the term "rep" as Manufactures Representative, not factory sales person.

As an independent factory rep firm, it breaks down one of several ways for us. Know that in IT distribution it has been common practice for years to provide "named" POS, meaning those distributors report back purchase detail by the company/dealer to the factory on a monthly basis. However, within the low voltage, Datacom and electrical wholesale ranks this is not the norm. Typically we receive a report confirming what product was sold by their branches. We then investigate the abnormalities at the branch relationship level. The exception would be with Project Registrations or Dealer Programs facilitated through distribution whereas it is required to disclose the details necessary for rebates or special pricing.

Therefore, if you are purchasing a noteworthy amount of a particular brand through distribution, it is not automatic that your regional factory or independent rep is getting that confirmation. Make that phone call to your rep- It should be a very welcomed one. It can be the best barometer as to whether you have chosen a supportive brand.

IF they don't respond timely to training needs, there are plenty of us out here who would love the chance to earn your business!

I've worked for several manufacturers, from huge to tiny.  Across the board, the info I've gotten from distribution has been spotty at best.  I don't know where the breakdown was, but I wasn't getting much in the way of data. 

The folks who get quantity-based attention were the one's that copied me on the PO directly.  Squeaky wheel, and all that.

In today's marketplace it becomes a question of trust.

Divulging who your customers are, what product's they buy and the quantity they use is not something most distributors will be happy to just hand over.

A distributors data base is one of its most important assets.

Handing over general sales data is normal practice now, but not specific customers information.

When compared to other electronic industries such as components and semiconductors, the security distribution channel is very limited in how much point of sales (POS) info they will share.  The root of the issue basically is one of trust.  The security industry, with a few exceptions, now relies mostly on distribution for fulfillment.  Previously, however, many manufacturers, while selling through distribution, would still sign up an integrator directly, sowing distrust among distributors.  These same manufacturers usually provided reduced commissions to reps for sales through distribution, adding to the issue.  Additionally, many manufacturers will not hire the staff necessary to parse out the POS information they are given by distributors, and field sales personnel often do not know who their customers are, leading to complaints about inattention. One counter trend is that many new licensed products let the manufacturer know who their real customers are, both integrator and end user.  Hopefully this will allow better service, product development and reward programs (read: discounts) to those who actually sell the products.

As previously noted, if you are buying a manufacturer's product through distribution, by all means let the field sales rep know about it.  You will receive, in addition to gratitude, increased attention/service/leads, etc. 

No- generally they do not- they leave the reps guessing who is buying unless a local branch mentions to them or you call and ask to register a project for discounts- over and over, then the reports start flagging and we can see. My advice- send an email to the RSM and cc the VP of sales and tell them you are a customer, you feel neglected, you want attention and training and that you purchase through xyz distributor. You should get a follow up. If you don’t, consider another manufacturer. 

This is why when I hear manufacturer sales reps make comments about how “distributors are a waste of time” or “they won’t help you move the needle” I laugh. Having a good relationship with distributors as a sales person can help you get those calls from their sales team saying “Hey, have you visited these guys? They have been buying a lot lately”

obviously my focus will be with end users , integrators, and consultants. But it doesn’t hurt to check in with your disty partners a few times a week. My 2 cents