Why a Non-Cash Reward System May Be Your Sales Rep’s Best Tool

January 12, 2012 | By Mike Ryan

Dealer distribution channels are horizontal alliances between suppliers and intermediaries, constructed with the mutual aim of efficiently exploiting the end users’ needs and wants for above market returns. To succeed in today’s marketplace—one that can only be defined as fiercely competitive—the dealer’s working relationship with their manufacturer’s representative must be a source of competitive advantage.