Category Archives: Indirect Channel Performance Benchmarking

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 , ,

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 ,

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

Should manufacturers push inventory carrying responsibility out to their channel partners?

Recently, a few of my manufacturing clients have brought up the question of whether they should require or reward their channel partners for carrying inventory. Channel partners carrying inventory has obvious advantages to the manufacturer: less strain on the supply … Continue reading

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

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 ,

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 ,

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 ,