One person should own it, and that person needs the authority to change how both teams work. In an owner-led [...]
Published October 19, 2026B2B marketing and sales alignment is a written agreement between the two teams on which contacts are worth a salesperson's [...]
Published October 19, 2026Resale price maintenance (RPM) is an agreement or understanding between a manufacturer and a distributor that sets or controls the [...]
Published August 31, 2026An annual review is the minimum cadence for distributor pricing. The review should pull actual realized margin data by distributor, [...]
Published August 31, 2026A distributor discount is a reduction off list price applied at the time of purchase, usually tied to a pricing [...]
Published August 31, 2026Price floors and minimum advertised price (MAP) policies can raise antitrust concerns around resale price maintenance under U.S. and state [...]
Published August 31, 2026A distributor pricing strategy is the structured set of rules a manufacturer uses to set distributor margin, discount tiers, price [...]
Published August 31, 2026For most relationship-driven manufacturers and industrial sellers, yes, provided the handoff from outsourced rep to employee is built around a [...]
Published August 21, 2026Often, and specifically for the accounts where the relationship has become the reason the buyer stays. A common pattern is [...]
Published August 21, 2026
