Channel Partners Make Great Dance Partners

Dance Partners

It’s common to find manufacturers excel at designing, manufacturing, and servicing quality products within their target markets. Often these businesses are built with talent from technical backgrounds who excel at analytics, problem solving, and discrete business practices. Manufacturers who are leaders in their market also recognize the need for equally successful market and sales expertise.…

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Manufacturers Create their own Grey Markets

All too often, manufacturers create their own grey markets. The following is a real situation with the names changed to protect the innocent. Statewide Distribution, the southern region distributor, came to the manufacturer for another quote on the same product.  While the price of the product had not changed over the last 3 years, Statewide…

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Predictable Partnership Behaviors

A good friend of mine is involved in a messy divorce, and he is now in a dark place — the end of the settlement negotiation. Unfortunately, the negotiation is taking longer than his most pessimistic expectation, and each day that passes without a settlement cost him more and more. His legal representative is charging…

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Manufacturer Rep or Distributors? How do Customers want to buy?

There comes a time when virtually all manufacturer reps ask the question “should move to a distribution model?” Power Engineers approached Sarah, their Channel Account Manager, to talk about moving their relationship from an Industrial Manufacturers Rep (IMR or “Rep”) paid on commission to a Distribution Partner allowing the ability to buy and resell products…

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