Reps and Nordstroms

Re: [spiers] Reps and Nordstroms

my Northeast and Southeast reps both want West Virginia
b/c that is where Nordstroms Corp is based..

He who writes the order gets the commission... so if a new york buyer goes to
LA to place an order, the LA rep gets the commission...

being assigned a territory helps the rep, so how to assign when they both want
to claim an overlapping territory?

ask each rep to produce the orders they have gotten before from the said
nordstrom buyer, and see who gets more biz...

or (and?) ask each to bid on the territory... whoever tells you they can get
teh most, you award the territory...if they fail, then the otehr gets it in 2
years...

...

as far as buyers... stores like nordtrom will have three levels... corporate
that buys white Tshirts and such basics for all stores... regional that buys
say resort wear so 12 southern california stores and a different buyer sourcing
resort wear for 12 pacific northwest stores, since the customer base for each
territory is different enough to require different buyers.. these are regional
buyers... then every buyer in every store has an "open to buy" where they can
select items for their own store... these should be your target, siince they
are the experimenters...

john

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