Channel Readiness Blog

MDF Programs – Do they help or hinder you and your dealers? Use PRM!

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You offer a Market Development Fund (MDF) program for your dealers.  Are you happy with it; is it effective and worthwhile for both parties or are you flushing money down the drain? Apart not being able to measure the program ROI, often the initiative causes frustration and conflict, the opposite of what you want to accomplish?

It’s really pretty simple, right?  A well conceived MDF program leverages the funds through a partnership between the manufacturer and dealer so both parties achieve their business goals by working together more efficiently.

And that is the key,“well conceived”.  Easy to understand and to implement,

√ yes; a simple process for fund applications and reimbursements 

√ yes; aligned to your marketing initiatives

√ yes; dealers brought into the program at the concept stage, Uhm is that a good idea?

Oftentimes the dealers are brought into the process too late, at rollout time, so it is too late to make changes to the messaging and collateral to suit local market requirements or conditions.
 
Go visit your dealers and ask them for input at the concept stage!

Then set about managing the program through a Partner Relationship Management (PRM) System.
                                                     
1. You, the manufacturer, have a real-time system and dashboard that can manage the program, from requests to funding, and provide analytics to measure dealer performance. 
 
2. When dealers use the MDF portal, they can much more easily see what programs are available, apply for them, develop their local campaign and then submit for funds.
 
Ask your dealers what’s important to them, and if it matches your goals, provide it through an MDF component in a PRM system. 

LogicBay’s Partner Relationship Management (PRM) Technology is rich with best practice workflows making it easier for organizations to do business with channel partner re-sellers. The result: More engagement and Mindshare. Greater Efficiency and Cost Savings. Alignment with Channel Partners. And, Performance Improvement for the Entire Sales Enterprise.

	Download this premium white paper to learn Channel Management Best Practices – Make it easy for dealers to do business with you, Heighten dealer engagement, Gain mindshare and maximize financial returns. Learn about LogicBay’s 4Core Best Practice Framework including methods for more effectively training and monitoring dealer employee certifications.
	Link to LogicBay’s Library of Partner Relationship Management White Papers. These white papers provide best practice ideas on a Channel Readiness and Performance Improvement strategies. Topics include subjects such as: Effectively launching a LMS for the Channel, Applying Lean Principles to Channel Management, Channel Life-cycle Management, Partner Portal Technology Unification, and much more.
	Link to LogicBay’s Library of Client Case Studies. Learn how LogicBay’s PRM Solutions and Technology have created significant performance gains for clients such as Caterpillar, HP, Daimler Trucks and Outdoor Living Brands.