3 Strategies for Distributors to Weather the Supply Chain Crunch
As we’re all aware: The supply chain is no longer as dependable as it used to be. It’s now the equivalent of a wild pendulum with sporadic...
Channel Management
The 7 Deadly Sins of Manufacturer Channel Management
Manufacturers have many valid reasons to change channels in an updated go-to-market strategy. We know, as it is a core part of our consulting practice. But it may be...
Manufacturer Pandemic Channel Challenges: How to Deal with Special Requests from Distributors
The pandemic has produced no shortage of articles telling you that the world has changed, and we should all prepare for the “new normal.” While the “new normal” will...
Price Increases & Cost Reductions: A Recipe for Channel Conflict – or Harmony?
As we face ongoing shocks to the economy, everybody in the value chain will face the same challenges: Some price increases won’t stick, some cost reductions won’t be enough,...
Manufacturers: What’s Happened to Your Market Access?
Your Channel Partners Are Talking … Are You Listening?
Are Scorecards Upping Your Game, or Sidelining Your Supplier Relationships?
Unfortunately, many distributors take the confrontational approach, hammering a supplier...
Why Old-School Distributor-Manufacturer Meetings are a Waste of Time
If you’re a distributor, you’re going to disagree with your suppliers from time to time. If you’re starting to deploy your sales force more strategically (See: 3 Reasons...