BEST PRACTICES FOR MANAGING MULTIPLE DISTRIBUTORS: IMPLEMENT UNIFIED PRICING AND POLICIES

As discussed under challenges, maintaining consistency is paramount. Set a single price list for the public sector (with appropriate government discounts) and require both distributors to adhere to it. They can compete on service, not on price. A useful tool is to create a government SKU or part number specific to sales through these channels, which has a pre-set discounted price. Both distributors purchase from you at the same cost and are expected to offer agencies the same list price. This prevents inadvertent undercutting. Additionally, align your partner discount/rebate programs so that resellers get the same incentive whether they go through Distributor A or B. If you offer deal registration discounts or special pricing, administer it centrally so that it’s agnostic to the distributor – the partner gets an approved price, and whichever distributor fulfills simply honors it. Minimum advertised price (MAP) policies can also help ensure nobody publicly markets a lower price than another. On contract compliance, ensure both distributors are held to the same standards (for instance, both must only sell to authorized partners, both must ensure TAA compliance for products on GSA Schedule, etc.). By having uniform policies, you create a level playing field that fosters cooperation. In fact, consider hosting a joint onboarding session with both distributors’ teams present, where you as the vendor go over your program rules, pricing, and expectations together – this sets a tone of transparency and fairness from day one.