HomeResearch Articles Keys to Engaging Value-Added Distributors

Keys to Engaging Value-Added Distributors

  • Effective value-added distributor (VAD) engagement is built on five pillars: incentives, communications, processes, training and relationships
  • Suppliers must adapt their distributor channel programs to support the value-add business model
  • Because VAD marketing often operates as a profit center, suppliers must set clear guidelines for how marketing funds will be spent
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