Category Archives: Distributor Feedback

ICR – Making Surveys Less Intrusive

A good portion of our Industrial Channel Research (ICR) program relies upon surveying the distributors and customers of our member industrial manufacturers. We know surveys can be time consuming and tedious, but people complete them because they know their feedback … Continue reading

Channel Partner Feedback, Consolidating Surveys, Distributor Feedback, Distributor Management Best Practices, Industrial Manufacturers , ,

Unsolicited Feedback can be Great, but it has Limitations

I was recently talking to a manufacturer’s CEO about the prospect of his company becoming a member in our Industrial Channel Research (ICR) program. He strongly embraced the idea of getting feedback from the marketplace; but said that his end … Continue reading

Channel Partner Feedback, Customer feedback, Distributor Feedback, Indirect Channel Performance Benchmarking, Industrial Manufacturers , ,

Getting Customer Feedback You Can Actually Use

Getting customer feedback is easy these days… find an online survey tool, create a survey, send it to your contacts or a rented list of contacts and compile the results. Getting useful customer feedback with minimal effort, on the other … Continue reading

Channel Partner Feedback, Customer feedback, Distributor Feedback, Industrial Manufacturers , ,

Manufacturer Marketing Programs – An Excuse to Show-Up

As I mentioned last week, the manufacturer members of our Industrial Channel Research program just completed a large-scale survey of their channel partners’ sales people. In this recent survey those channel partner sales people were asked to evaluate their supplying … Continue reading

Channel Partner Feedback, Distributor Feedback, Industrial Manufacturers , ,

Differentiation: It Needs to be a Priority

We have just completed a successful Industrial Manufacturers Channel Partner Sales Survey for 20 of our Industrial Channel Research (ICR) members. I’ve spent the last few days evaluating feedback we received from sales people of their channel partner distributors. As … Continue reading

Channel Partner Feedback, Distributor Feedback, Indirect Channel Performance Benchmarking, Industrial Manufacturers ,

Distributor Advisory Councils need not be expensive to be effective

One of our new survey participants received feedback from its distributors (through one of our surveys) that they don’t provide adequate mechanisms for distributors to provide input.  I suggested that he put a Distributor Advisory Council (DAC) in place.  A … Continue reading

Channel Partner Feedback, Distributor Feedback, Distributor Management Best Practices, Indirect Channel Best Practices

Poor contact management could be giving your competitors a leg-up

One of the most interesting responses I hear from industrial manufacturers when I approach them about participating in Industrial Channel Research is that they’d really like to participate in the program to get comparative feedback about their company; but they … Continue reading

Channel Partner Feedback, Distributor Feedback, Distributor Management Best Practices, Industrial Manufacturers, Supplier improvement

Critical success factor: A culture of continuous improvement

“I don’t care that we scored well… we can get better” These were the surprising words from one of ICR’s participating suppliers as we were going through their survey results from our Channel Partner Leadership survey (which gets industrial suppliers … Continue reading

Channel Partner Feedback, Distributor Feedback, Distributor Management Best Practices, Distributor Performance Improvement, Indirect Channel Best Practices, Indirect Channel Performance, Indirect Channel Performance Benchmarking

A quick overview of my presentation at the Industrial Supply Association conference in April

Several people who missed my presentation at the Industrial Supply Association in April asked me to provide a quick overview.  It’s impossible to capture the entire 75 minutes into a one-pager, but here’s the general idea…. The  industrial distribution landscape … Continue reading

Distributor Feedback, Distributor Management Best Practices, Distributor Performance Improvement

Using the distributor planning and management process to drive performance

One of the key dimensions of Industrial Channel Research’s best practice framework is “Tactical planning, communication and execution”. This is the process of suppliers working with their distributors to set goals, create a plan to achieve those goals, measure performance … Continue reading

Channel Partner Feedback, Distributor Feedback, Distributor Management Best Practices, Distributor Performance Improvement, Indirect Channel Best Practices, Indirect Channel Performance, Indirect Channel Performance Benchmarking, Industrial Manufacturers, Uncategorized ,