Channel Management

Manufacturers: What’s Happened to Your Market Access?

Manufacturers: What’s Happened to Your Market Access?

Written by Mike Marks on Thursday, 17 October 2019.

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?

Your Channel Partners Are Talking … Are You Listening?

Written by Mike Marks on Thursday, 23 May 2019.

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?

Are Scorecards Upping Your Game, or Sidelining Your Supplier Relationships?

Written by Mike Marks on Thursday, 21 February 2019.

Supplier scorecards can be a highly useful tool that directly drive profitability. Or they can spark friction and permanently fray relationships between distributors and...
Why Old-School Distributor-Manufacturer Meetings are a Waste of Time

Why Old-School Distributor-Manufacturer Meetings are a Waste of Time

Written by Mike Marks on Wednesday, 04 October 2017.

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...

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