A Happy Relationship Is A Healthy Relationship.
A healthy relationship with channel partners, dealers, distributors, brokers and agents alike, requires special care. Your channel partners are an integral part of your team. How you structure your channel loyalty program will depend upon the type of channel partner you want to motivate, and your relationship with the companies involved.
Incentive and reward programs can directly influence the willingness, interest and energy of the channel partner to sell and support your products and services. When it comes to channel partners, building loyalty means building sales focus. Growing sales creates greater loyalty. It’s that simple. A channel partnership works best if incentives are aligned and if the risks, costs, and rewards of doing business are distributed fairly. If incentives aren’t in line, your actions won’t optimize your channel partner’s performance. In fact, misaligned incentives are often the cause of excess inventory, stock-outs, incorrect forecasts, inadequate sales efforts and even poor customer service.