Foster: agents must support ARTAC suppliers

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.”