This is a crisis in sales, and not a crisis in costs. Companies will not be able to cope with a 30 – 40% decline in turnover, by only lowering costs. They must do something to increase sales
prof. Hermann Simon, Chairman of Simon-Kucher & Partners Strategy & Marketing Consultants.

In all economic conditions competition between sales forces - both inside competition by means of new, alternative distribution channels, as well as external competition between companies and capital groups is of particular importance for the situation on the market. Creating new sales structures is becoming progressively difficult. It is not easy to find and retain experienced salesmen and managers. Multichannel sales forces operate in dynamic conditions while managing the distribution of changing product portfolios. A strong need arises to search for optimal commission incentive systems. Commission systems are changing quickly, becoming more and more advanced. As a result operating commission systems using spreadsheets, simple databases or older applications has become impossible.

Managing complex sales structures, requires access to a comprehensive repository of data on these structures, as well as products offered, remunerations and sales plans. It is also essential to be provided with data on distribution channels, their structures (trees and multidimensional), and key nodes (managers, sales managers). For proper charging of fees we use specific information on structures and unit inter-dependency as well as dates of their transfers within the structure. Insurance companies keep a record of insurance intermediaries, where cooperation agreements and commission tables are stored. Data for the Financial Supervisory Commission are also required.

Comarch Commission & Incentive supports the management and commission settlements of a sales network in insurance companies, banks and other companies with developed sales structures.

Functionality of Comarch Commission & Incentive

• A repository of product data - the solution provides a single, common product data repository
• The integration of sales forces – one database with all sales network units
• Appointment of sales targets for structures and different categories of agents – defining a set of standard sales targets for different categories of agents and managers
• Implementation of a commission policy - the billing and settlement in accordance with selected types of commissions and bonuses
• Providing information for advisors and intermediates - active participation in the commission process for agents and managers

Business and Operational Benefits

• For the insurance company, bank or distribution company, the support of the modern commission system represents one of the pillars of business success. Such a system should ensure:
• the possibility of continuous improvement of commission policies in order to focus the activities of agents
• separation between billing and settlement commission
• automation of commission settlement as a result of revisions to the sales data
• ensuring rapid and reliable information of current sales results and commissions payable
• significant shortening of the time between policy issuing and commission charging
• reducing the scale of fraud and misleading accounts of dealers,
• centralized billing service while maintaining the minimum necessary activities (e.g. number of commission invoices)