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

Written by Mike Marks on Wednesday, 04 October 2017. Posted in Webinars, Distribution

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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