The 2020 Mid-Year Economic Update_long

Tip: Communicate Clearly with Channel Partners to Avoid Conflict

Successful partnerships require clear understanding of partner motivations.

While distributors and manufacturers may have similar goals – to sell product – how they approach that can be very different. If you're not honest with your channel partners about your capabilities and plans, conflict is sure to arise in the relationship, writes Rick Johnson in New Definitions of Partnership.

"Perception becomes reality," Johnson writes. "If all the cards aren't on the table, people tend to envision circumstances that are much different from reality."

Be open to discussing coverage and the markets you operate in – or plan to expand into. Be honest about your approach to selling particular brands in the different markets.

Partnership may be the most overused word in the industry today, says Bob Conti of The Alexander Group and Sales Apex in What Does Partnership Really Mean?, because it means more than two companies doing business together. “A partnership means getting these two objectives working together in a harmonious manner,” Conti says.

And that requires understanding your channel partner's motivations.

About the Author
Leave a Reply

Leave a Comment

Sign Up for the MDM Update Newsletter

The MDM update newsletter is your best source for news and trends in the wholesale distribution industry.

By subscribing, you are agreeing to MDM’s Privacy Policy.

2

articles left

Want more Premium content from MDM?

Subscribe today and get:

  • New issues twice each month
  • Unlimited access to mdm.com, including 10+ years of archived data
  • Current trends analysis, market data and economic updates
  • Discounts on select store products and events

0

articles left

This is your last free article

Subscribe to MDM Premium today and get:

  • Unlimited access to MDM.com
  • 1 year digital subscription, with new issues twice a month
  • Trends analysis, market data and quarterly economic updates
  • Deals on select store products and events

1

article
left

You have one free article remaining

Subscribe to MDM Premium to get unlimited access. Your subscription includes:

  • Two new issues a month
  • Access to 10+ years of archived data on mdm.com
  • Quarterly economic updates, trends analysis and market data
  • Store and event discounts

To continue reading, you must be an MDM Premium subscriber.