Managing Distributors as Partners

Our new book is out! It’s only taken three years to write…..

MANAGING AND DEVELOPING YOUR DISTRIBUTOR RELATIONSHIP
Are you considering using distributors, or unsure whether you are getting the most from your existing distributors? Or, are you a distributor manager looking to up your game and improve the relationships you already have? This book draws on years of expertise and experience combined with current research to enable you to develop ‘good practice’ distributor management in this increasingly complex field. It focuses on how to select the right partner, manage the right partner, and develop or transition the right partner.

Each chapter will take you through practical steps to enable you to:

• Increase the level of efficiency and effectiveness of your distributor relationships.
• Develop a consistent approach to distributor management within your commercial team.
• Establish distributor management as a core commercial competence within your organisation.
• Reduce the need to change distributor(s) or reversion to the contract to resolve performance issues.
• Enable you to increase the value generating potential from distributor based relationships.
• Create a recognised ‘way’ of managing customers through distributor relationships.

Let us know if you would like to know more; hello@customerattuned.com

Author
Recent Posts

Dr Mark Hollyoake

Mark is a co-founder and Director of Customer Attuned Ltd. He holds a Doctorate from the University ofSouthampton, his thesis focused on Trust as a dynamic within business to business customer relationships.

He is an expert in B2B Customer Experience and Customer Management. This includes CM strategy development; execution of improvement plans (incl. organisational modelling for customer management); programme design; and partnership & alliance development.

Mark's applied work across FMCG, industrials, medical devices, financial services, business services and construction has led to organisations making, significant improvements to their customer management. A large focus of this work has been moving organisations up the Trust Ladder to enable them to benefit from reduced cost to serve, while continuing to innovate and deliver mutual value.

Mark is a Fellow of the Chartered Institute of Marketing and Member of the Institute of Sales and Marketing Management. He holds an MBA in strategy from Henley Business School.

Latest posts by Dr Mark Hollyoake (see all)