Channel Management

Manufacturers: What’s Happened to Your Market Access?

Written by Mike Marks on Thursday, 17 October 2019.

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?

Written by Mike Marks on Thursday, 23 May 2019.

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?

Written by Mike Marks on Thursday, 21 February 2019.

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

Written by Mike Marks on Wednesday, 04 October 2017.

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 the Field Sales Role Must Change), these disagreements are even more likely to come up. If you’re reducing your cost to serve by moving some customers to an inside sales model, for example, suppliers with mandates on outside sales representation may take issue.

Regardless of the reason for disagreement, the No. 1 tool at your disposal is to change the dynamic of the distributor-manufacturer meeting.

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