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Enablers
The table below highlights the Enablers which will help Manufacturers, Wholesalers, and Distributors
take full advantage of the redistribution opportunity.
Primary Responsibility
Enabler Manufacturer Wholesaler Distributor
Understand Total Cost to Serve for various order sizes X
Establish and enforce appropriate Order Minimums X
Utilize appropriate Bracket Pricing to influence order X
size
Encourage Target Customers to purchase through X
Wholesalers
Maintain distributor relationships, including Sales, X
Marketing, and Technical Support
Keep Sales Managers and Rep Agencies involved in X
business that flows through Wholesalers
Provide and monitor Trace Reports to understand mix of X X
business served by Wholesalers
“Do The Math” to convert Cost Avoidance and Marketing
Value to a Wholesaler Re-D Allowance that works for all X X
parties
Define, identify, and agree on Target Customers X X
Agree on Wholesaler pricing practices to distributors X X
Establish a pattern of cooperative Sales, Marketing, X X
and Communication efforts to distributors
Work on new account penetration X X
Maintain efficient ordering practices X
Understand Total Cost of Procurement for various X
product lines
Investigate Wholesaler sourcing option before
establishing direct-shipment arrangements with new X
suppliers
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