8 Tips For Establishing Successful Reseller Agreements

Written by Cynthia Bade


Continued from page 1

5.Build Strong Relationships: Your resellers may have agreements with other companies as well. How do you ensure that they focus sufficient efforts on your products? Make sure that you arerepparttar best supplier out there. Assign channel account managers to oversee those relationships and continually look for ways that you and your partners can help each other grow business. Resellers often complain that suppliers don’t understand their business model and make decisions that adversely affect them. To avoid this problem, make sure that your channel managers understandrepparttar 105381 partners’ business model and take that into consideration when modifying strategy. A long-term relationship built on cooperation and mutual trust will bring a lot of rewards for both you and your partner.

6.Communicate, Communicate, Communicate: This is perhaps this most important rule in reseller agreements. Don’t forget about your partners and always err onrepparttar 105382 side of over-communication. Successful companies use regular newsletters, emails, telephone calls, site visits and even annual conventions to stay in touch with resellers and keep them motivated. Remember, these are your business partners and they should be kept abreast of new developments, marketing efforts, and sales goals. Invested partners want to understand your business and how growing business for you translates into profits for them.

7.Measure Performance: Along with clear goals and expectations, you need to measure partner performance to establish results and rewards. All companies use reseller revenue as a metric. You might consider also establishing a scorecard system to rank your resellers and let them know where they stand in relation to other partners. Additionally, you should gather feedback about your performance as a supplier. Possible vehicles are reseller advisory councils or satisfaction surveys. You want to know what your resellers are doing for you, but you also want to be sure that you arerepparttar 105383 best supplier they have in terms of relationships, service, product quality and value.

8.Review and Revise Regularly: Let’s face it,repparttar 105384 business climate changes continually and a program you designed for partners two years ago may not cut it now. Successful partnering companies suggest reviewingrepparttar 105385 effectiveness ofrepparttar 105386 partnership program every 1 to 2 years and make changes as needed. Including your resellers in this process will only help strengthen your relationships with them. You can also use this as an opportunity to let your unprofitable partners go and bring in new resellers that can better meet your goals and serverepparttar 105387 needs of your customers.

The bottom line is that resellers should be treated as both business partners and preferred customers. By building strong reseller relationships, you will only enhancerepparttar 105388 value and service you provide to your end customers, thus improving your long-term growth and success.

Cynthia Bade is president of Carlson Bade Associates, consulting practice that helps companies foster stronger customer and partner relationships to increase growth and profits. For information about consulting services or workshops please email Cynthia at cynthia@carlsonbade.com or call 952-240-2161.

Copyright 2003 Cynthia Bade


Want To Expand Your Business?

Written by Diane Hughes


Continued from page 1

1. Walk barefoot inrepparttar grass. When wasrepparttar 105378 last time you took your shoes off and strolled around your yard? While you’re walking, noticerepparttar 105379 birds inrepparttar 105380 trees,repparttar 105381 crickets beneath your feet, andrepparttar 105382 shapes ofrepparttar 105383 clouds overhead. Take time to just relax and dream again.

2. Buy a set of building blocks. Or you can borrow some from your children! Use your imagination to construct anything you want. Be unique... think like a kid and create a true masterpiece.

3. Forget about being wrong. Kids never care if they’re wrong. If you tell them they can’t do something, they simply say, "Oh yes I can!" Rather than looking at new business ideas from a "it’ll probably fail" point-of-view, takerepparttar 105384 "oh yes I can" stance.

4. Rearrange your office or workspace. Sometimes justrepparttar 105385 slightest change in your routine can spark creativity. Changerepparttar 105386 placement of your desk, add some plants, hang an overhead light, or alter some other aspect of your workspace.

When you takerepparttar 105387 time to nurture your creativity, it will pay off in ways you never imagined. And isn’t thatrepparttar 105388 point? Learn to imaginerepparttar 105389 unimaginable and make your business soar!

Diane C. Hughes * ProBizTips.com

FREE Report: Amazingly Simple (Yet Super Powerful) Ways To Skyrocket Your Sales And Build Your Business Into A Tower of Profits! ==>> http://madmarketer.com/diane


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