Category Archives: Industrial Manufacturers

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 ,

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 ,

Industrial manufacturers, take a page from the financial services playbook

A few years back a friend of mine who ran a smaller mutual fund management company asked me to look at ways for his firm to attract higher caliber brokerage firms (their channel partners) to sell their products to investors.  … Continue reading

Channel Partner Feedback, Indirect Channel Best Practices, Indirect Channel Performance, Industrial Manufacturers

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 ,

Three distribution management mistakes industrial manufacturers make; and why now is the time to fix them

U.S. manufacturing output has shrunk to its lowest level in more than 20 years.  For many manufacturers, year-over-year sales are down 20-40%.  Simply put:  Business stinks. Now more than ever it is critical for industrial manufacturers to drive towards effectiveness … Continue reading

Industrial Manufacturers ,