from the BRAND side

Most distributor scorecards are borrowed from procurement. A partner can score full marks on every line and still be selling nothing.The scorecard came back green. On-time ordering, payment behaviour, forecast submission, responsiveness, documentation, complaint handling — all at or above target, four quarters running.The business was not moving.Nothing on that sheet was wrong. Every number was ..

The storefront, the listing, the price and the ad spend can sit in different hands. Only one of them is expensive to take back.The question arrives in a form that has no good answer: should our distributor run the marketplace store, or should we?Say yes and you hand over the fastest-moving part of the business to someone whose incentives are not identical to yours. Say no and you are running a s..

Your markets can see each other. The number that binds you is the widest gap in the set, not the price of any one market.Here is a question that has no good answer inside the model most brands use.A distributor asks why their landed price is higher than the market next door. You open the pricing file. Every line is defensible. Their duty is higher, their registration cost was real, their logisti..