The industrial manufacturing industry is characterized by companies who sell their products through a distribution and dealer network to customers. Like all channel-driven companies, they require complete visibility into channel POS and inventory.
Industry-Specific Challenges
For Industrial Manufacturing Channel Management, key differentiators and revenue maximization opportunities come from automating and streamlining the following processes:
- Aggregating and aligning data from different tiers in the channel (e.g. distributors and dealers) for consolidated analysis.
- End customer industry segmentation using NAICS or SIC codes.
- Managing and validating POS (back-end) credits (e.g. price exceptions and SPAs).
- Consolidated channel control dashboards and analytics with partner scorecards for complete channel insight.
- Complex sales compensation based on arbitrary combinations of distributors, dealers, end customers, geo-codes, product families etc., all net of back-end credits.
- Marketing incentives such as MDF, co-op and volume incentive rebates.
