Tag Archives: Performance Research and Survey

ICR – Making Surveys Less Intrusive

A good portion of our Industrial Channel Research (ICR) program relies upon surveying the distributors and customers of our member industrial manufacturers. We know surveys can be time consuming and tedious, but people complete them because they know their feedback … Continue reading

Channel Partner Feedback, Consolidating Surveys, Distributor Feedback, Distributor Management Best Practices, Industrial Manufacturers , ,

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 , ,

Getting Customer Feedback You Can Actually Use

Getting customer feedback is easy these days… find an online survey tool, create a survey, send it to your contacts or a rented list of contacts and compile the results. Getting useful customer feedback with minimal effort, on the other … Continue reading

Channel Partner Feedback, Customer feedback, Distributor Feedback, Industrial Manufacturers , ,

Manufacturer Marketing Programs – An Excuse to Show-Up

As I mentioned last week, the manufacturer members of our Industrial Channel Research program just completed a large-scale survey of their channel partners’ sales people. In this recent survey those channel partner sales people were asked to evaluate their supplying … Continue reading

Channel Partner Feedback, Distributor Feedback, Industrial Manufacturers , ,

Are you a products company or a services company that sells products?

One of the most significant concerns we hear in our research about industrial suppliers is that the quality of service they provide is good, but the quantity of service they provide is less than optimal and getting worse. In the … Continue reading

Channel Partner Feedback, Indirect Channel Best Practices, Services, SG&A savings, Supplier improvement ,

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 ,

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 ,