Subscribe Log in

Strategy

The Critical Need for Joint Planning in 2022

Current conditions are straining traditional manufacturer-rep-distributor relationships. Here’s a prescription for change by an industry veteran.

January 17, 2022

Share

Gene Biben joint planning

Joint planning can be a growth differentiator. We each need to understand and communicate even more frequently today with the issues we are facing. Trust is only developed through experience and communication.

  • Joint planning can be a growth differentiator. We each need to understand and communicate even more frequently today with the issues we are facing. Trust is only developed through experience and communication.
  • Today, many end-users are contacting the manufacturer’s sales force directly for various services, including getting specifications, expediting and other questions related to products.
  • Part of the challenge is the visibility window — customers need it now! Account-based planning is no longer an event. It is a regular occurrence. Setting a goal is the event.

While some manufacturers…

This is a Premium Article

Join NAW to read the full article — plus access to research, data, and intelligence.

As a member, you get:

  • Unlimited premium MDM articles, case studies, and monthly intelligence reports
  • Access to webcasts, podcasts
  • Exclusive whitepapers, research reports, and market data
  • Quarterly M&A, MarketPulse, and Economic Outlook reports
  • Access to NAW Nucleus, NAW SmartBrief, and NAW’s policy and leadership resources

The NAW Professional Membership is $850/year for individuals. It’s the fastest way to unlock this article — and everything else.

Unlock Premium Content


>> Explore all membership options

Related Articles

See More Articles