Build a Distributor Scorecard That Does Not Lie
Explain why a distributor scorecard needs financial, customer, process, and capability measures.
The move: balance the scorecard before you judge the partner. A distributor scorecard is a steering system. If it only shows sales, it steers everyone toward sales at any cost. A balanced view shows whether the partner is building the market, protecting service, and strengthening capability while producing revenue. Financial lens Track profitable, sustainable results: revenue, gross margin, rebate spend, credit exposure, and sell-through quality. This lens answers whether the economics make sense. Customer and market lens Track the health of the local market: priority-account coverage, outlet activation, end-customer complaints, win-loss notes, and share in strategic segments. This lens answers…
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