Business Counsel A Forum for Ideas and Exchange: Exclusive Contracts with Distribution Companies and Channel Partners

Business Council: A Forum for Ideas and Exchange
Intellect by Lori Williams
Chief Strategist for LW and Associates
and Founder of Business Simply Put

http://blog.lwandassociates.com

Business Simply Put

Business Simply Put provides entrepreneurs and small companies with the information they need to start, operate and grow their business.

Business Simply Put offers E-classes, E-books and E-Advice.

To Learn More Visit www.BusinessSimplyPut.com
About Lori Williams

Lori Williams has over 15 years of experience in strategic planning, marketing, operations and finance. She has functioned as a business owner, corporate officer and consultant in a variety of industries.

Through a combination of real life experiences and academia, she has developed a unique balance of intellect, experience and interpersonal skills.

Lori is the owner of a LW and Associates, a business consulting firm specializing in strategy and finance. As the Chief Strategist, Lori provides businesses with growth strategies designed to increase revenues, profitability and build long-term sustainable growth.

In 2007 Lori founded Business Simply Put, a division and registered trade mark of LW and Associates, to provide smaller companies with affordable high-level information and advice. Business Simply Put offers professionals access to business intelligence on key topics specific to small and medium-sized companies. This includes a wide variety of forums, including classes, seminars, webinar, teleseminars, and products such as E-Books and E-Resources. Lori recognized the need for sound, simplified business wisdom and by combining experience, expertise and technology; she designed products and services affordable to smaller companies.

Lori holds an MBA from Pepperdine University, BS Business and Management, an AA in Medical Science and a Practitioner’s license in NeuroLinguistic Programming. She is an adjunct professor at the Lloyd Grief Center for Entrepreneurial Studies at USC, teaching the Business Plan Class and Feasibility Studies. She has been a requested speaker at business organizations and has addressed esteemed audiences such as the IBM Big Blue Alumni, City Club, World Savings Bank, Citibank, and members of the Small Business Development Center located in California and Texas.

Lori is a published author. Her EBooks are distributed through Amazon, Barnes and Noble and Linkedin. She self-promotes her classes, seminars and workshops, in which she is solely responsible for content and delivery.

She has an abundance of energy and believes anything is possible if you work hard and are committed to your dream.

To contact Lori: Lori@BusinessSimplyPut.com
lori@lwandassociates.com

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Business Counsel A Forum for Ideas and Exchange: Exclusive Contracts with Distribution Companies and Channel Partners

Exclusive Contracts with Distribution Companies and Channel Partners

Manufacturing companies struggle with the question of whether they should grant exclusive rights to dealers or distributorswho are selling their products.

In order to properly answer that question, companies need to thoroughly analyze both the ROI and the opportunity cost of the relationship. This requires considering the potential market share gained/lost with the relationship. In other words, how much market share do they currently have and how much potential market share can they capture with an exclusivity.

For example, if you are a manufacture and one of your dealers represent 1% ofthe potential market share in their geography, do you really want to offer themexclusivity? If you offer exclusivity and they do not work theterritory properly, you have removed 99% of the markets potential. For this reason, exclusivity should be granted based on each dealers ability to capture the highest market share. Contracts should have renewal dates so that the relationship can be continuously monitored and reevaluated.

Lori Williams has released two new e-books available in PDF format and on Amazon for Kindle. Visit www.BusinessSimplyPut.com and click in ebooks to learn more.