9 easy and effective tactics you can use to motivate channel partners and distributors to submit POS information
When it comes to channel distribution, acquiring accurate and timely POS information is your bread and butter. As a manufacturer, you depend on POS information [from distributors and channel partners] to facilitate critical business decisions, reward partners and evaluate essential sales analytics such as product performance, market trends, and customer behavior.
However, distributors and channel partners may not share the same feeling. The truth is, POS information is a sensitive subject, and your channel partners rely on this “confidential” information to stay ahead of the competition, which includes making sure you don’t sell directly to their end-customers.
As is often the case, channel partners and distributors may feel that sharing POS data puts them in a vulnerable position, particularly if you lack an established relationship.
Without knowledge of the customer, management can only guess how to sell a product. Point-of-sale records obtained from reporting partners contain this crucial and fundamental information. When reporting partners are content with an optimized channel POS information collection and reporting process, manufacturers gain business intelligence on vital customers that translate into future revenue.
Computer Market Research, Ltd. (CMR) is the industry’s leading solution provider of POS data management applications for the distribution channel. Since 1984, CMR’s web-based and hosted software applications have accelerated and automated distributor and reseller data collection, processing, analysis, and reporting. Today, many of the leading manufacturing companies in the high tech sector are using CMR to process and report their Channel POS information, inventory data, manage Channel programs such as Coop and MDF, and automate the process of signing up new channel partner.