A manufacturer has to take the lead and manage growth through its distribution channels. A manufacturer often relies on distributors for this, a strategic mistake. And too often a manufacturer takes the view that more feet on the street must translate into sales growth. Here's a detailed approach for how a manufacturer can build a superior growth strategy with its distributors, one where accounts are targeted, potential evaluated, and strategy execution measured. To work, there has to be a strong distributor manager, either a direct employee of the manufacturer or a manufacturer's representative.
Editor's note: This second part of two articles (last issue of MDM) details how a manufacturer and distributor can create a workable list of target accounts, and then manage a ...
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A manufacturer has to take the lead and manage growth through its distribution channels. A manufacturer often relies on distributors for this, a strategic mistake. And too often a manufacturer takes the view that more feet on the street must translate into sales growth. Here's a detailed approach for how a manufacturer can build a superior growth strategy with its distributors, one where accounts are targeted, potential evaluated, and strategy execution measured. To work, there has to be a strong distributor manager, either a direct employee of the manufacturer or a manufacturer's representative.
Editor's note: This second part of two articles (last issue of MDM) details how a manufacturer and distributor can create a workable list of target accounts, and then manage a ...
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