Market development funds (MDF) are funds allocated to manufacturers by their channel partners to support market growth initiatives. As a result, the MDF programs also called the MDF partner program, have become an essential part of building a channel that resonates with the vendor's intended … [Read more...] about How MDF Management Software Can Revolutionize Your Business
The Channelist
Why Not Every Vendor Offers Deal Registration?
In the intricate and rapidly evolving business landscape, vendors constantly grapple with the problem of fine-tuning their pricing models. One significant mechanism in the modern sales approach is the concept of vendor deal registration. Essentially, deal registration is a protective policy employed … [Read more...] about Why Not Every Vendor Offers Deal Registration?
Importance of Sales Territories for Managing SPA Programs
Special Pricing Agreements (SPAs) are an essential part of business strategy for many vendors, allowing them to provide discounts to certain customers for different reasons. Defining sales territories is critical in the implementation of SPAs for several reasons, including competition management, … [Read more...] about Importance of Sales Territories for Managing SPA Programs
How to Stop Overpaying Channel Partner Claims
Stop Overpaying Claims Submitted by Your Channel Partners Manual management of enormous quantities of channel data puts manufacturers in an extremely vulnerable position. This practice in channel data management hurts productivity and the reconciliation of imperative information. Such information … [Read more...] about How to Stop Overpaying Channel Partner Claims
Managing Your Co op Advertising: What You Need to Know
Co op Advertising is a popular way for businesses to save on their marketing costs. Additionally, Co-op advertising involves a manufacturer or distributor partnering with a retailer, and sharing advertising costs. This approach can boost exposure, brand recognition, and sales for both … [Read more...] about Managing Your Co op Advertising: What You Need to Know
How the Ship & Debit Landscape is Changing
The Ship & Debit landscape is constantly changing with the rise of inflation, supply chain disruptions, and the COVID-19 pandemic. Inflation is making price negotiation a more challenging—and strategically critical—skill. While the pandemic has drastically affected the economy, from empty … [Read more...] about How the Ship & Debit Landscape is Changing
Trade Promotion Marketing: Tools for Success
Ad budgets can be really tight for a small business. Trying to reach a large audience with no money for marketing can be one of the most challenging tasks your business will face. Likewise, competing against companies with massive ad budgets can make it virtually impossible to get your products in … [Read more...] about Trade Promotion Marketing: Tools for Success
Volume Incentive Rebate Strategies & Best Practices
When it comes to offering partner incentives, volume incentive rebates (or VIRs) are considered the most common. These are also usually the most effective, designed to create a mutually beneficial relationship between vendors and distributors. While incentivizing distributors to achieve high sales … [Read more...] about Volume Incentive Rebate Strategies & Best Practices
Your Partner Relationship Management System
For many vendors, managing partners can be a frustrating process. Small companies with only a few vendors may get away with manual processes or using spreadsheets. However, when the main goal is to grow, this can become rather daunting and costly. For larger companies, dealing with numerous … [Read more...] about Your Partner Relationship Management System
Best Practices For Managing Successful MDF Programs
Market Development Funds (or MDFs) are funds provided to channel partners designed to use for sales and marketing programs. When the goal is to sell more products, introduce new ones, or increase local awareness, MDF programs encourage partners to do just that. In this post, we share the … [Read more...] about Best Practices For Managing Successful MDF Programs
Best Practices For Successful Distributor Incentive Programs
Distributor incentive programs can be an extremely effective tool to boost loyalty, maximize profits, and reach sales goals. Properly managed programs are beneficial not only for distributors but vendors as well, leading to: Stronger relationships Repeat purchases Reaching more … [Read more...] about Best Practices For Successful Distributor Incentive Programs
Improve Your Ship & Debit Process With Automation
Incentive programs are a great way to encourage distributors to sell more and meet end-user demands. Rebates allow partners to receive money back from a purchase after the sale is complete. Ship & Debits are special pricing agreements where distributors debit suppliers for goods shipped below … [Read more...] about Improve Your Ship & Debit Process With Automation
Boost Profits & Loyalty With Distributor Rebate Agreements
When relying on distributors to get your products in the hands of your customers, there are a few things that you need to consider. What are you doing to entice your distribution partners to sell? And how will it benefit you? Offering incentive programs for distributors can make a … [Read more...] about Boost Profits & Loyalty With Distributor Rebate Agreements
How to Create an Effective and Resilient Supply Chain
A supply chain is just like any other chain. Kinks can screw it up for everybody, so you want your supply chain to be as resilient as possible. A global pandemic, inclement weather, you name it – just about anything can disrupt your chain and throw your whole system into disarray. And a system in … [Read more...] about How to Create an Effective and Resilient Supply Chain
5 Tips to Boost Morale and Improve Channel Sales Performance
Low confidence can chip away at your channel partners' sales performance, and the result is one that will probably be a drain to your bottom line. As the late football great Vince Lombardi once said, “Confidence is contagious and so is lack of confidence, and a customer will recognize both.” So, … [Read more...] about 5 Tips to Boost Morale and Improve Channel Sales Performance
How to Shorten Your Channel Sales Cycle to Increase Revenue
Every salesperson’s dream is to shorten the time between generating a lead and closing the sale. Trust me when I say it is easier said than done. But the quicker you get your customers through the sales funnel, the better for your business. A shorter channel sales cycle frees up time for your sales … [Read more...] about How to Shorten Your Channel Sales Cycle to Increase Revenue
Guidelines to Build or Reboot Your Reseller Partner Program
There are undeniable benefits to channel partnership. Brand recognition, more revenue, and increased ROI are just a few. Understand that building any channel partner program takes work. But you are in luck because we have outlined steps to help you along in creating your reseller partner … [Read more...] about Guidelines to Build or Reboot Your Reseller Partner Program
B2B Value Proposition: The Importance and How to Create One
As a vendor, your brain is constantly computing ways for your business to stand apart from your competitors. Competition is stiff out there in the B2B world, and you must make your business – and yourself – desirable to any potential channel partners. You can start by creating a bomb.com value … [Read more...] about B2B Value Proposition: The Importance and How to Create One
Channel Sales Performance Management Best Practices
Channel sales performance management is not for the faint of heart. There are many things to consider, including how you will manage each of your channel partners and their respective teams. Your sales channel partners are integral to your channel system. So it is in your best interest to set them … [Read more...] about Channel Sales Performance Management Best Practices
Best Methods for Achieving Accurate Channel Sales Forecasts
How wonderful would it be to predict the future with even the slightest chance of accuracy? Welcome to channel sales forecasting! Sales forecasting provides a Back to the Future foundation for leaders’ decision-making about business operations. It also directly impacts how leaders make informed … [Read more...] about Best Methods for Achieving Accurate Channel Sales Forecasts