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...
Channel Management
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?
We know market access starts with coverage, but do all your potential customers see you how you want to be seen?
Your Channel Partners Are Talking … Are You Listening?
Just as with any other relationship, when distributors and manufacturers break up, poor communication is often to blame.
Are Scorecards Upping Your Game, or Sidelining Your Supplier Relationships?
Supplier scorecards can be a highly useful tool that directly drive profitability. Or they can spark friction and permanently fray relationships between distributors and suppliers.
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...