Category Archives: Distributor Feedback

Getting your channel partners involved in managing your product portfolio

Recently, I was on the phone with the president of an industrial company frustrated that his company’s product innovations weren’t as well received as he would like.   When I asked him to describe his product development process, he said he … 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 , , ,

Why your brand matters to your channel partners

Henry Ford once said “A man who stops advertising to save money, is like a man who stops the clock to save time.”  What Mr. Ford knew is that it’s rarely enough to have a great offering; long-term success requires … 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 ,

Strategic direction: More important to your channel partners than you think

Recently, an industrial manufacturing client of mine was kind enough to let me sit in on its Distributor Advisory Council (DAC) meetings and then go on a few distributor meetings.  They did a very nice job of facilitating the discussions … Continue reading

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

Third party surveys: Anonymity drives honesty

Have you been on an Internet chat room lately?  People using handles like “SuperDrillGuy” and “MrAbraisives” with commentary that’s so brutally honest, it can be scary.  I wonder how many people would be so honest if they had to provide … Continue reading

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

A Winning Channel Partner Value Proposition

Over the past two decades, Big Box stores such as Walmart, Best Buy and Home Depot have changed the retail landscape immeasurably.  Consumers are now able to purchase many goods in a single place at lower prices than were previously … 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 ,