Inline Plastics Playbook v2 JUL-21

Distributor Success Story

• REBATE MONIES AND THEIR SIGNIFICANCE It’s important that we hand deliver checks supporting our distributor partners growth or marketing efforts (VIP/marketing funds). Usually this is an opportune time to conduct a business review, but more importantly it is a time to discuss the deeper value of the relationship. These checks are normally applied to a company’s books as “other income”, meaning that it directly impacts bottom line performance.

Understanding this, we can calculate the sales volume the distributor would need to equal this check amount. For example, a VIP check to Bunzl for $30,000 would be the equivalent of Bunzl selling $1,000,000 worth of product based on industry standard 3% return on sales. Quarterly reviews along with tracking of growth programs are key components that strengthen our relationship with distribution.

S A L E S P L AY B O O K

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