When Incentives Work Too Well: 30 Years of Comp Design in Chemical Distribution

Sam Wegman is VP of CX and Commercial Operations at Univar Solutions, one of the world's largest chemical and ingredient distributors, and has spent over 30 years in the industry. On this episode of GoToMasters, Sam and host Venkat Sabesan get into what makes comp design different in a commodity-driven, high-velocity B2B environment, including a case study on what happens when you pay only for the products you want to grow. They cover why Univar has always paid on gross margin rather than revenue, how they built a "trust and verify" system for fast-moving product lines, and why most comp inaccuracy problems trace back to master data, not the tool. If you run commercial or sales operations in distribution or manufacturing, this episode covers terrain that most software-focused comp conversations skip entirely.