Sample
Owner’s Blueprint
Who goes / who stays · dollar trail · ace pool · growth rebate
House sales: $100,000,000
House accounts (owner/purchasing): 20% = $20,000,000 — stay with ownership; not in the SalesBench fee base
Street book: 80% = $80,000,000
Who goes
9 DSRs + 5 CSRs
$24,000,000
Bottom 50% of street DSRs (30% of the street book) plus the inside CSRs who support them — seats that key, don’t sell.
Who stays
9 DSRs · the aces
$56,000,000
70% of the street book — keep the book and their pay. Coverage for the rest is SalesBench / Digital DSR.
Dollar trail Demo House example
- Fully loaded cost — DSRs who go $140,000 × 9 = $1,260,000
- Fully loaded cost — inside CSRs (example all-in inside cost) $70,000 × 5 = $350,000
- Total loaded cost coming off $1,610,000
- SalesBench fee $472,000 ~0.59% of the $80M street book it covers — house accounts excluded
- Desk dollars freed before ace pool $1,610,000 − $472,000 = $1,138,000 ~1.1% of house sales
- Ace pool — two-thirds of CSR/inside savings only ⅔ of $350,000 = $233,000 Performance pool for the remaining aces — paid out for real gains in item mix, GP$ per delivery, gross margin, and new accounts. Aim: the whole pool pays out for a job well done, so your DSRs are the highest paid among competing distributors.
- Net to house if ace pool pays out in full $1,138,000 − $233,000 = $905,000 ~0.9% of house sales — this is the house bottom-line save
- After-tax profit line Independent house often nets ~1–2% after tax. ~$905k net to the house sits next to that after-tax % — on the path to up to 2× after-tax profit when the house is nearer 1% (or thinner).
Customer growth rebate Sample ladder
On every book that moves to SalesBench at cutover — full desk plus a growth rebate scored off that account’s own prior-period sales. Parallel to the ace pool: street talent gets a performance pool; moved accounts get a reason to consolidate and stay.
| Tier | Growth vs prior period | Rebate |
|---|---|---|
| No growth | Under 0% | 0% |
| Loyalty | Up to 10% | 0.50% |
| Incentive 1 | Up to 20% | 1.00% |
| Incentive 2 | Up to 30% | 1.25% |
| Incentive 3 | Up to 40% | 1.50% |
| Incentive 4 | Up to 50% | 1.75% |
| Incentive 5 | 50% and up | 2.00% |
Rates are house policy — this ladder is a Demo House sample shaped like a classic distributor growth rebate. Live program uses the account’s year file for baseline and growth.
Example for an independent house only. Live sheet uses your house extract — not a national-average pitch.