How to Manage a Distributor Network That Keeps Selling

Distributor management is the account-level work of developing and documenting individual distributor relationships: scoring, standards, contact rhythm, and relationship records. [...]

Protect it before the resignation. Hold at least two named relationships inside every significant distributor, keep a company-owned relationship record [...]

Measure distributor performance on both lagging and leading indicators. Lagging indicators include trailing twelve-month revenue, margin, and the three-year revenue [...]

Set the frequency by tier and write it down. A top-tier distributor typically warrants two joint planning sessions a year, [...]

Distributor management is the repeatable set of practices a manufacturer uses to rank, develop, document, and measure its relationships with [...]