Supplier to distributor framework

The supplier to distributor framework consists of ten key dimensions.  Distributors are asked to evaluate participating suppliers on roughly five best practices in each dimension.

  1. Strategic View and Associated Actions – Setting a clear,  effective direction and adhering to it
  2. Branding - Investing appropriately in the right branding activities and linking effectively with channel partners’ brands
  3. Product Offering – Having the right product offering
  4. Channel Alignment and Management - Fostering a channel landscape that optimizes outcomes for channel partners and end-users
  5. Technical Support – Providing effective technical support to assist channel partners in selling and servicing end-user needs
  6. Commercial Arrangements – Rewarding channel partners at an appropriate level and motivating them to invest
  7. Ease of Doing Business – Making transactions simple
  8. Partnering - Understanding how channel partners work and adapting accordingly
  9. Tactical Planning, Communication and Execution – Fostering efficient and effective operational tactics
  10. Training – Ensuring channel partners and end-users are appropriately trained in manufacturers’ products

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