Discover where you stand.

Reporting and Analytics Designed for You.

Rep Firm Benchmarking White Cropped

 

Benchmarking Target

How is your rep firm performing?

To grow your business, you need to know where you stand.

Benchmarking tells you where your organization stands within the industry and more specifically, how you compare to peer organizations. That is the benefit of benchmarking.

Use data to drive success

Typically, it would cost an individual firm THOUSANDS of dollars to conduct their own benchmarking survey. Plus, it would be nearly impossible to find a firm that would provide another firm with the information needed for comparison.

The Benchmarking survey is available to all MAFSI Rep Firms for FREE.

We conduct the survey each year so rep firms can collect valuable data year after year to measure and see how their firm is changing.
Benchmarking Success
Benchmarking Survey Privacy

Privacy is a priority

Rep Firm Principals are the only individuals who have access to complete the survey. They are also the only ones with access to past reports which can be viewed in the members-only section of the website.

All information submitted is confidentially maintained by an independent research firm, Industry Insights, Inc. MAFSI will NEVER see your information. Learn more about how we keep your data secure here.

 

Plan for your future

The most valuable feature of the MAFSI Benchmarking Survey is that all firms participating in the survey automatically receive a confidential, customized Company Performance Report.

The report provides information that will assist participants with organizational and strategic planning decisions, including key benchmarks regarding team/staff structure, pay structure/salaries, operating budget, and other organizational metrics.

The MAFSI Rep Firm Benchmarking survey provides credible industry data for each individual foodservice rep agency. By comparing your firm with other organizations, you gain insights that drive better decision-making at every level of business.

 

MAFSI Rep Firm Benchmarking Report Cover
Average Commission Rates

Average Commission Rates

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Compensation

Money - Profit 3-01

Gross Sales & Total Revenue

People 17-01

Industry Demographics

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Insurance & Benefits

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Management & Planning Tools

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Operating Expenses & Decisions

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Staffing & Employee Productivity

An Inside Look

The MAFSI Benchmarking Report has been designed to provide information that will assist participants with organizational, strategic, and planning decisions, including key benchmarks regarding team/staff structure, pay structure/salaries, operating budget, program offerings, and other organizational metrics.

Introduction

The introduction breaks down the report to help you know what data is being collected, what it means, how to understand it, and the definitions that are referenced throughout.

About This Report

Perhaps the most valuable feature of the MAFSI Benchmarking Report is that all firms
participating in the survey automatically receive a confidential, customized Company Performance Report (CPR). This report is a personalized Rep Agency Performance Analysis Report.

This report presents a company's own ratios and data computed in a manner consistent with those appearing
in the industry report and displayed alongside the appropriate industry comparatives.

How to Use This Report

  • How the Tables are Organized

  • Interpreting the Numbers

  • Definitions

  • Using Ratios

The Executive Summary 

An overview of all responding organizations that participated in the survey in the following categories.

Respondent Demographics

  • Revenue Size (Net Distribution Sales + Commission Income)

  • Firm Type (Rep Only or Distribution and Rep Firm)

  • Median Total Revenue (Net Distribution Sales + Commission Income)

Employee Productivity

  • Number of Full-Time Employees 

  • Commissions perFull-Time Employee

  • Total Payroll Expense per Full-Time Employee

Profitability

  • Personnel and All Other Operating Expenses (As A % Of Revenue)

  • Operating Profit (Mboe Less Operating Expenses)

  • Owners’ Discretionary Profit (As A % Of Revenue)

  • Owners’ Discretionary Profit ($)

Detailed Results

The detailed results provide information that will assist participants with organizational, strategic, and planning decisions, including key benchmarks regarding team/staff structure, pay structure/salaries, operating budget, program offerings, and other organizational metrics.

The data is shown in three different ways to give you different perspectives on the data reported. 

  • By All Firms, High Profits, and Revenue

  • By All Firms, High Profits, and Firm Type

  • By All Firms with Middle Range


Below are the questions that participants are asked to complete during the survey. 

Background Information

  • Business Lines

  • Average Commission Rates

  • Number for Full-Time Employees

  • Employee Productivity

  • Salaries, Wages, Commissions and Bonuses per Employee

  • Firm Information

  • Do you Own or Lease Your Main Office?

  • Do you have a Showroom?

  • Do you have a Test Kitchen?

  • Do you Maintain a Warehouse?

  • Health Insurance


Management and Planning

  • Do You Use a CRM (Customer Relationship Management) System to Manage Prospects and Leads?

  • If Yes, What Software is Used?

  • What Software do You Use to Generate and Manage Quotes?

  • Do You Track Quotes & Sales by Market Segment to Understand Quote to Hit Ratio and Segment Penetration?

  • Does your business have a formal succession plan in place?

  • How many years from now do you expect the succession to be complete?

  • How is the succession being structured?

  • Are there any structured plans in place to help fund the succession?

  • When is the last time you valued your business by a 3rd party?


Outside Sales Staff

  • What Method(s) do You Use to Determine/Allocate the Number of Outside Sales Resources Needed?

  • Method Most Commonly Used to Compensate Outside Salespeople

  • Outside Sales Staff Compensation
    • Top Performer
    • Lowest Performer
    • Average for All Outside Salespersons

  • Method Most Commonly Used to Cover Travel and Entertainment Expenses

  • Method Most Commonly Used to provide Outside Salespeople with Vehicles

  • If Employee-owned Reimbursement, What Basis is Most Commonly Used?

  • Method Most Commonly Used to Provide Outside Salespeople with Cell Phones


Revenue and Expenses

  • Distribution Revenue
    • New Distribution Sales
    • Change in Net Distribution Sales
    • Distribution Margin (as a % of Net Distribution Sales)

  • Rep Revenue
    • Gross Sales
    • Change in Gross Sales
    • Annual Commission Income (median)
    • Change in Annual Commission Income

  • Total Revenue (Net Distribution Sales + Commission Income)

  • Change in Total Revenue (Net Distribution Sales + Commission Income)

  • Revenue and Expenses as a % of Total Revenue
    • Revenue
    • Total Revenue
    • Personnel Expenses
    • Other Operating Expenses
    • Owners' Discretionary Profit

  • Total Operating Expenses (median)

  • Expenses (as a % of Total Operating Expenses)

  • Personnel Expenses

  • Other Operating Expenses

Thank You!

Thank you to all of the rep firms who participated in our MAFSI Rep Firm Benchmarking survey.
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