Category Archives: Uncategorized

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 ,

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 ,

Preparing for why distributors really go to trade shows

One of the few rewards for suffering through a long Chicago winter is that there are a dozen industrial trade shows right in my backyard. If I choose, I can spend my entire summer collecting totebags embroidered with my favorite … Continue reading

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