3/29/2013

Suppliers can benefit in several ways from working with a diverse array of distributors, writes Stuart Mechlin, a partner with Real Results Marketing. Suppliers can strengthen relationships with their distribution partners by sharing their expertise and discussing potential process and technology improvements, he writes. "Discussions with channel partners need to go beyond rebates and pricing; you may find both sides will reap bigger rewards when they use imagination and boldness," he writes.

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