Report by Jeremy Skidmore
ARTAC managing director Julian Foster has spoken of his
frustration that preferred suppliers are still not getting the full backing of
his members.
Suppliers have long complained that increased commissions are
not justified by levels of sales and foster said agents need to increase their
level of directional selling.
“My greatest frustration in this job is not getting the
level of discipline I want from members,” he said.
“It is nowhere near the level of multiples and we need to
address it. I have the greatest sympathy with suppliers and we have to be able
to justify the payments we receive.
“But at least it is getting better, because when I joined
eight years ago there was no discipline at all.”