E-BOOK – Optimizing Channel Profitability: A Playbook to Align Manufacturer–Distributor–Customer Relationships

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Description

The result is a comprehensive Channel Alignment Framework that presents a menu of creative channel compensation forms that can help distributors and their suppliers develop various channel capabilities that can create value for end customers. The focus is on making a one-to-one connection among a supplier’s channel compensation, a distributor’s capabilities and customer value, all leading to a process where all three entities can have constructive, objective dialogue rather than subjective, selective fault-finding. The framework ends with linking how distributors can capture value from customers and how it is linked to their financial goals.