Great Q&A by Modern Pumping Today on this communication issue and how to solve it. What's your take?

Sounds like a win-win system.The factory is able to accurately track those leads sent to the distributors and supply any further inputs needed to make the sale The distributor benefits as the factory sees the result of the leads generated thru increased sales .That is why we are all here - to generate sales of a product that meets tne needs of the end user..
ESE BV

This is a good article Laura, thank you for sharing it. Part of the problem does lie in lead qualification and who is responsible - is it the manufacturer or the distributor? Early qualification will also save time and resources. The software would also be applicable to other sectors too.

With distributors handling a vast number of manufacturers (all of whcih are expecting the same amount of time allocated to their product), the need to quantify leads if important and should be done before it gets sent to the distribution channel. No need to have them chase after "ghosts". The more we can do to cleanse the lead is benficial to all parties. With so many avenues available to generate leads these days it is our job (as the manufacturer) that these leads are solid and have merit. Just my opinion.