Tag Archives: Channel distributor satisfaction

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 ,

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 , , ,

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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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 ,