The Channel Whisperer

Dealing with distributors can be hard. They are constantly looking for better and exclusive deals, form a bad fit with your company's strategy, do not spend enough time on your products and rely too heavily on your support. At least, that is the viewpoint of many managers. However, getting a better result from the cooperation with distributors starts at your own organisation. Distributors aren't just clients, but an essential extension to your own organisation. That means they should be treated as such. Because why would your distributor want to work exclusively for your organisation? Once organisations start tweaking their attitude towards distributors in the right ways, they will undoubtedly only stand to gain from their cooperation with distributors. AUTHOR: Paul Sysmans has built up a successful career in international marketing, sales and general management in companies such as Agfa Healthcare and Kodak Health. He currently works at Hyundai Construction Equipment Europe. SELLING POINTS: . One of the first books to tackle every aspect of dealing with distributors . Features a chronological, easily applicable and international approach . Contains useful templates 15 colour, 20 b/w images

Paul Sysmans has built up a successful career in international marketing, sales and general management in companies such as Agfa Healthcare and Kodak Health. He currently works at Hyundai Construction Equipment Europe.

• One of the first books to tackle every aspect of dealing with distributors Features a chronological, easily applicable and international approach Contains useful templatesDealing with distributors can be hard. They are constantly looking for better and exclusive deals, form a bad fit with your company's strategy, do not spend enough time on your products and rely too heavily on your support. At least, that is the viewpoint of many managers. However, getting a better result from the cooperation with distributors starts at your own organization. Distributors aren't just clients, but an essential extension to your own organization. That means they should be treated as such. Because why would your distributor want to work exclusively for your organization? Once organizations start tweaking their attitude towards distributors in the right ways, they will undoubtedly only stand to gain from their cooperation with distributors.

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