How Distributors Use Channel Data to Negotiate Better Deals

In episode 40, Lucas and Luna explore how distributors leverage channel data—sell-through rates, inventory turns, and share-of-shelf metrics—to negotiate better terms with suppliers. Using the example of a mid-sized electrical distributor that increased its rebate rate by 2.5 percentage points after presenting a data-backed case to a major manufacturer, they discuss the shift from relationship-based to data-driven negotiation. The episode covers the types of data that carry weight, how to avoid common pitfalls like double-counting, and the growing role of data clean rooms in sharing sensitive information. A practical look at turning operational data into contractual power. #ChannelData #DistributorNegotiation #SupplierRelations #SellThrough #InventoryTurns #RebateOptimization #DataDriven #B2B #WholesaleDistribution #Business #FexingoBusiness #BusinessPodcast #NegotiationStrategy #SupplyChain #DataCleanRoom #ShareOfShelf #ManufacturerRelations #Episode40 Keep every episode free: buymeacoffee.com/fexingo