Today the power and influence of the resellers is stronger than ever, and manufacturers are putting renewed emphasis on maintaining and strengthening relationships with crucial business partners.
p____p Never underestimate the power of a ‘national channel’. With the strength and the support of the associations under its belt, Nacit is truly on its way to becoming a mainstream reality. But, of course, detractors would always be around questioning the credibility of Nacit’s grandiose plans. Never mind the petty criticism from these disparaged souls.
p____p Resellers these days are constantly figuring out ways to beat each other with better prices, more support, better marketing, etc. Although it’s part of the daily grind, it has taken a toll on business, with affected margins and grimy issues springing up owing to strained relationships.
p____p The channel is subconsciously aware that they cannot work without the support of its ‘brethren’ in the community. And to be a part of the community requires more than sitting tight and looking pretty.
p____p Much of good channel management is simply educating channel members about channel operations and smoothening out conflicts. Channels will operate more smoothly if internal support is established. Don’t expect your problems to be solved, if you don’t stand united in the face of trouble. That’s an old adage that fortunately still stands true in this age and hour!
p____p There is no time better than now to unite under the banner of Nacit and reap its benefits. What’s important today is to figure out where you fit in the community. In many regions, most resellers are not even aware of an existing association. Or worse still, in any given area, there are numerous mini-associations at loggerheads with each other.
p____p If you head an association, you need to establish clear goals of where your association is headed, develop an effective structure, and then provide each member with professional and ongoing guidance and supervision. And then bring this collective wisdom under one roof.
p____p Being part of a national body will not change the ownership of your company – if that’s what you are fearing – but will provide you the professional services and educational training that you have been seeking.
p____p Almost everybody talks of cooperation, group action, teamwork etc. It’s the initiative that is lacking!