How do you establish yourself as the most important supplier to distributors?
Typically, the best way to set up a valued relationship with a distributor is to provide an incentive in the form of a rewards tool that the distributor can use in its multiple channels-to-market as well as in its various business lines. It is a huge incentive that allows you, the supplier, to control branding and comps, but still empower the distributor to use that tool to build incentive programs for their different business units, for their different partner tiers, partner segments, whatever you want to call it. That, today, is what I've seen most successful.
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