CHANNEL DEVELOPMENT
Dealer and distributor recruitment helps manufacturers reach suitable partners in priority territories. Build a clear path from the partner offer to application, approval, activation and commercial contribution.
Start by defining the territories and customers a partner should serve. Then assess technical skills, resources and the commitment needed to represent your product.
More applications alone do not show progress. A useful recruitment process explains the opportunity, screens for fit and gives approved partners a clear route to activation.
The concrete-products manufacturer case study documents a submitted result of 83 additional dealers and distributors. That result is evidence from one engagement, not a forecast for another manufacturer.
Start with territory requirements, partner economics, qualification criteria and the handoff from recruitment to channel management.
