Pros – High Commision payments for sales reps if you are lucky to get a good patch!
Cons – If you get a slow patch with low density of potential customers such as rural or small citiies, you get burned for not performing like guys who have national accounts to sign off 20 high end boxes in a go when you have to work your arse off for 1 entry level sale!
Advice to Senior Management – Buck up your ideas about how to expand your market share instead of the greedy policy of charging massive amounts to customers for consumables etc and expecting sales to work around it forever. Sales reps should feel like they are proud of their product, not constantly fearing the customer will throw up the dreaded objection "Oh, how much are the inks?"
Also, give incentives for new sales guys at franchise to perform and not judge them against national account managers!