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Second, it is imperative that a meeting takes place with both Manufacturer and 'Poor Performing Distributor' around the table. At that meeting both sides must state their aspirations for the business. ...

The Supplier must take the responsibility to train the Distributors team in its products, and must not forget the latest product development updates. Market and Product bulletins will be a key part of ...

The sales 'plan' must be written with inputs from both parties, with agreed actions. It must be realistic, with some ambition built in, no different from any sales plan. Both the Distributor and the S ...

First, the companies must have a similar ethic to developing business. For example they must both dedicate effort to external sales, they must both spend money on marketing, they both must have a cult ...

A Supplier will never have control over its Distributor, and it should not try to do so. However with thoughtful and planned management, the Supplier can influence significantly the thinking and strat ...

I have previously explained how important up front research, due diligence and general strategy is when selecting a partner to be your Distributor. Indeed the word 'partner' is deliberately chosen, as ...

Once a distributor has added a few new down-lines, he becomes an organization manager. Since dropout percentage is high, organization managers are in constant pursuit to recruit new distributors on on ...

Distributor's commission is derived from the overall sales of their organization according to the specific compensation plan. On average, the company's turnover divided by the total number of distribu ...