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

Written by Mike Marks on Thursday, 21 February 2019. Posted in Channel Management, Distribution

Scorecards Upping Your Game IRCG Blog

Unfortunately, many distributors take the confrontational approach, hammering a supplier on shortcomings rather than congratulating them on successes.

Ultimately, that can result in manufacturers satisfying only the base requirements for doing business, because they have no incentive to do more. And it fails to accomplish scorecards’ original purpose: driving sales growth, increasing efficiencies and improving processes.

In a recent MDM article, Indian River Consulting Group Associate Consultant Justin Stewart outlines strategies for scorecard success, including:

  • Focus on long-term, rather than short-term results and performance.
  • Identify metrics that are key business drivers.
  • Review your approach to scorecard reviews.
  • Emphasize trends and progress toward sales goals rather than occasional missed deadlines.

Read the full article on MDM now: Are Your Scorecards Putting Suppliers on the Defensive?

About the Author

Mike Marks

Mike Marks

Mike Marks co-founded IRCG in April 1987. He began his consulting practice after working in distribution management for more than 20 years. Over the years, his narrow focus in B2B channel-driven markets has created an extensive number of deep executive relationships within virtually every business vertical in construction, industrial, OEM, agricultural, and healthcare.

Mike has led project teams that improve market access by aligning resources to growth opportunities serving manufacturers, dealers, and distributors. Clients have ranged from small privately owned firms to many of the industry’s market share leaders. Ownership structures have included owner-operators, private equity, ESOPs, and publically traded firms. Mike is proud of the teams work and the confidence clients have shown with additional project work.

He has written extensively, and is frequently quoted on many industry issues. He has substantial board experience on both public and private distribution firms. His contributions to the field include serving multiple terms as a Research Fellow with the National Association of Wholesaler-Distributors, permanent faculty at Purdue University’s University of Industrial Distribution, eight years as Graduate Adjunct Faculty in the Industrial Distribution Program at Texas A & M University, and rendering several precedent-setting expert opinions in contract disputes between manufacturers and distributors.

Prior to forming IRCG, Mike held the position of Executive Vice President at Lex Electronics, an $800 million vertically integrated electronics distributor in Stamford, CT. Mike’s path to management in his early career was through increasing responsibilities in sales and sales management. He also completed a tour of duty as a manufacturer’s representative.

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