Blog
Practical guides on running a distributor channel -- billing, coverage, beat plans and the numbers behind them.
30 October 2026
What Is a Distributor Management System (DMS)?
A plain-English guide to what a DMS actually does, who uses one, and how to tell a real one from a glorified spreadsheet.
30 October 2026
Primary, Secondary and Tertiary Sales Explained
What the three tiers actually mean, why the difference matters, and the mistakes that come from mixing them up.
30 October 2026
SAP and Excel Billing Reconciliation: A Practical Guide
How to reconcile SAP invoices against distributor billing -- the manual process, common failure points, and what's worth automating.
30 October 2026
Beat Productivity and Visit Frequency: What to Track
What beat productivity measures, how to set visit frequency, and why averaging monthly percentages gives you the wrong answer.
30 October 2026
How to Do a Whitespace Analysis for Your Distribution Channel
Finding where you have no presence at all -- town-level coverage gaps, store norms, and why state totals hide the real picture.
30 October 2026
How to Calculate Distributor ROI (With Formula)
The formula behind distributor ROI -- Investment, Expenses, Gross Profit, Net Profit -- explained line by line, with a free calculator.
30 October 2026
Retailer Phone Billing: What It Actually Takes
What a retailer billing app needs to get right to be usable at a real counter -- and what to check before you trust one.
30 October 2026
How to Read an EBITDA by Region Report
What EBITDA by region measures, and the overhead-allocation decision that quietly changes every region's number.