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