from the BRAND side

Every list of where to look solves a problem nobody has. Finding candidates is easy; what goes wrong is what the search leaves you choosing between.The best distributor I met in one particular year was also the one who needed us least. At the time I took those for two separate observations about the same company. They were one observation, and it took me a long time to see it.Every guide to this..

Benchmark tables answer how much. The only part of a distributor margin you can actually decide is what it buys.Every brand that appoints a partner asks the same question early, usually in the first or second meeting, and almost always in the same form: what margin is normal?It is a reasonable question and it has no answer. Not a contested answer, or a regionally variable answer. No answer, in t..

The onboarding checklist closes in about three weeks. The working shape of the relationship is set over the same ninety days, by default, and it outlasts the contract.Onboarding a distribution partner has a visible half and an invisible half.The visible half is a list. Contract signed, first order placed, product data sent, logo files shared, a quarterly call put in the calendar. It takes about ..