This document discusses traditional and professional distributor management. Traditional distributor management focuses on logistics, incentives, pricing, and policies. Professional distributor management emphasizes performance management and distributor motivation through communication, involvement, appreciation, and incentives. It also discusses problems that can arise like channel conflict and lack of transparency. The document lists the top turn-offs for distributors as quality issues, lack of stock, poor communication, incompetent product launches or staff. Finally, it outlines the 10 best qualities of a distributor's KPI including customer experience, operational excellence, ethical compliance, and strategic opportunities.

1. Professional
Distributor
Management
Hlaing Htun Maung
Regional Operation Manager
Thinzar Kyaw Co., Ltd.
Internal Training

2. Two Things of Distributor Management
• Traditional Distributor Management
What is traditional distributor management?
• Professional Distributor Management
What is professional distributor management?

3. Traditional Distributor Management

4. Professional Distributor Management
Distributor
Motivation
Performance
Management
“The basic of
preparing for life
partnership”
1 2
“Professional distributor management is key to the mutual success of a relationship”

5. 1- Performance Management
• Strategy
• Logistics
• Incentives
• Pricing
• Policies
SLIPP is elements of the performance

6. 2- Distributor Motivation
Motivating Distributors
• Communication
• Involvement
• Appreciation
• Right Incentives

7. Top Turn-off’s for
Distributors???

8. Top Turn-off’s for Distributors
• Quality issues
• Not enough stock
• Poor communication
• Incompetent product launches
• Incompetent staff members
• Too much administration
• Too much reporting

9. Problems in Distribution
• Channel Conflict
• Undercutting by wholesaler
• Invasion of territory
• Lack of transparency between partner
• Display incentives

10. Customer Experience1
“Easy to do business with and functions as an
extension of their partner’s business”
Operational Excellence2
“Gives partners the confidence that their
products and solutions will reach customers
accurately and on-time-every time”
Ethical Compliance3
“Does not just comply with the law, but does
what’s right”
Strategic Go-To-Market
Opportunities
4
“Knows their partner’s business goals and
provides innovative ways to achieve them”
10 Best Qualities of a Distributor’s KPI

11. Collaborative Leadership5
“Leadership that provides clear strategic
direction and values collaboration with their
partners”
Market Agility6
“Can easily adapt to changing market trends and
help their partners capitalize”
Diverse Portfolio7
“Offers a robust mix of products to provide
solutions to a diverse mix of customers”
Passion For Winning8
“A desire to be the best and grow their partner’s
business”
10 Best Qualities of a Distributor’s KPI

12. Value-Added Services9
“Offers additional services outside the
traditional scope of distribution to help you and
your partners grow”
(i.e., marketing services, technical services)
Focused Execution10
“An unwavering commitment to its partners and
willingness to go above and beyond”
”Don’t find customers for your products,
Find products for your customers”
-Seth Godin
10 Best Qualities of a Distributor’s KPI