As the electrical industry wrestles with the need to accurately compile and communicate inventory-stock-transfer, point-of-sale (POS) and point-of-purchase (POP) reports, some independent reps are finding themselves in the dark shadow of large distributors' regional warehouses.

Sales-data reports go beyond manufacturers knowing exactly where their product is purchased; the reports also dictate reps' compensation for sales. In short, some reps aren't getting credit for their sales because of inaccurate reporting, breeding distrust between manufacturers and reps.

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