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Wholesalers/Distributors

SALES

• Do you have sound sales policies in selection, compensation, training, territorial assignment and supervision?

• Do you know gross margin and profitability by account, product line, product salesperson and sometimes by individual order?

• Do you schedule periodic reviews of results with present products and product lines and research into potentially profitable additions to present lines?

PURCHASING

• Do you have clear-cut policies of authority and responsibility for those involved in purchasing to prevent duplication and omissions?

• Do you have maximum coordination starting with sales forecasting back through purchasing and inventory control to assure optimum inventory turn, minimum dollar inventory investment and good customer service?

• Do you have exposure to all vendors to assure stocking of the most saleable items at lowest costs?

INVENTORY

• Are your inventory levels established to properly take seasonal variations into consideration?
• Do you have procedures established to prevent capital tie-up by accumulation of obsolete and slow-moving items?

WAREHOUSE

• Is your layout designed to achieve as close as possible straight line flow from receipt of order to the shipment ready to go on the shipping dock?
• Are security measures followed to reduce pilferage to a minimum?
• Does your warehouse supervision have the proper training and tools to do the job?

DELIVERY

• Are delivery routes studied and scheduled to assure maximum time spent serving customers and soliciting new accounts and minimum time in aimless driving or other time-wasting activities?

• Are your maintenance and repair costs controlled?

• Is your loading and unloading carefully checked to prevent pilferage and shrinkage?

ADMINISTRATION

• Is the authority and responsibility of key people clearly defined?
• Is management information available to measure and control key personnel performance?
• Are your office procedures and paperwork sufficiently automated to accomplish your objectives?

• Do you have sound credit and collection policies?