PBA Releases Distributorship Study Results

by Anne Moratto | June 3, 2015

The results from the Professional Beauty Association's (PBA) 2014 Biennial Distributor Benchmarking Survey are now available. Nearly fifty (50) independent organizations participated in the survey that produces this unique and valuable industry resource. A majority of participating distributors reported higher sales and an overall greater outlook for 2015. The final research report that is culled from all participant responses provides a strong indicator of industry performance as well as a means for distributors to see how well they are keeping up with customers and competitors.

"The 2014 Biennial edition of the PBA Distributor Benchmarking Survey is a must read if you operate a professional distributorship in the beauty industry," said Steve Neumaier, president of Goldwell New York and Chair of the PBA Task Force responsible for managing the production of this report.. "This comprehensive report allows distributors to instantly identify areas in which their company excels or needs improvement."

Providing both quantitative and qualitative data, this comprehensive report includes information on nine primary business sections: sales, human resources, financials, warehouse/freight, sales meetings, stores, education, advertising and promotion and technology. Separate sections on general business conditions and exit strategies for key company personnel are also included.

"Benchmarking tools provide quick access to critical key metrics. The 2014 Distributor Benchmarking Survey report focuses on the essential financial, management, and operations data and practices of a distributor in the beauty industry," states Elizabeth Fantetti, Director of Membership and Association Programs for the Professional Beauty Association. "PBA members continually cite it as one of the most valuable resources that the association offers."

Highlights from the 2014 PBA Distributor Benchmarking Survey:

  • 78% of reporting distributors reported higher sales.
  • 57% of reporting distributors offer sales staff automated ordering options.
  • $75,000 is the median compensation for Regional Sales Managers.
  • A majority of reporting distributors expect greater 2015 year-end sales. 

The 2014 PBA Distributor Benchmarking Survey was sent complimentary to all participating distributors; other industry professionals can purchase a copy of the full report at The results are $250 for PBA Business Members and $375 for PBA Individual Members.

To learn more about this research initiative or to become a member of the Professional Beauty Association contact the PBA Membership Team at 480.455.3460 or


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