FAQs

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

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

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

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

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

Contact the top twenty accounts personally in the first week, with someone who already knows them. Name one owner per [...]

One named person inside the business, with written decision rights, direct access to ownership, and roughly half their calendar cleared. [...]

Cost savings are inside the acquirer's control and can be executed by decision. Revenue growth requires a customer to buy [...]

Revenue synergies are the additional sales the combined company is expected to produce that neither business could have generated alone, [...]