Sample math
Demo House dollar trail
Who stays / who goes · ace pool · growth strategy
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
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 ~1.4% of covered street sales ($80M)
- 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 ~1.1% of covered street sales ($80M) — house bottom-line save on the book SalesBench covers
- After-tax profit line Demo House trailing twelve-month net income on $100M sales: $895,000. Net to the house of ~$905,000 more than doubles that line — 2× after-tax profit on this math.* * Independents often net ~1–2% of sales after tax.
Growth strategy Sample ladder
The rebate ladder is part of the growth strategy. 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 shaped like a classic distributor growth rebate. Live program uses the account’s year file for baseline and growth.