The Partnerships and Sales Channels Handbook
Sales · Nº 71
The Partnerships and Sales Channels Handbook
Resellers, Reps, and Affiliates to Sell beyond Your Own Store, without Giving Up Margin
Your dealers move a lot of product. Do you know what each channel actually earns you?
24 tools, a 6-tab spreadsheet, and one example business worked through with numbers: the math on each channel, the right partners, written rules, and a network that actually sells.
You get 24 tools to find the margin each channel really leaves, recruit the right partners, set pricing by channel, list what goes in each contract, and run a monthly dashboard and quarterly reviews. Plus a spreadsheet filled in with the example.
A book explains the method. This handbook puts it to work: the tool, a worked example, and a spreadsheet with your numbers.
One-time payment of $29.00. The order form shows the final amount, with any taxes for your country, before you pay.
Digital delivery: PDF handbook, spreadsheet and access on the Consylion platform.
14-day money-back guarantee: if it isn't what you expected, request a full refund within 14 days of purchase.
Your order is processed by Digistore24, our authorized reseller. By purchasing, you accept the terms of use and purchase · refund policy.
Three dealers buy about a third of everything you make. You sold direct to a big customer in one dealer's town, and now that dealer won't take your calls. Your best sales rep has worked for you for years on a handshake. And the "buy 10, get 1 free" promotion looked great for a month, until the dealers' stockrooms filled up and the next two months came in well below normal.
THE SPREADSHEET
Partner Network spreadsheet
Use the completed example as a reference and enter your business data in the marked fields. Check the instructions and the calculations before you make a decision.
SOUND FAMILIAR?
Three situations this handbook solves
A dealer asks for a better discount
Before you say yes, you run the price waterfall: list price, discount, commission, shipping, payment terms, co-op funds. You see what's left per unit and answer with a number instead of a hunch.
A partner wants exclusivity in their town
You don't say no, and you don't give it away. You offer exclusivity in exchange for a written minimum target, with a deadline and a review date, and you put it in the agreement.
The day before your rep's route
You check each big dealer's counted inventory, weekly sales, and delivery cycle, work out the suggested order, and send it ahead for the dealer to approve. The rep arrives with the order ready to confirm instead of guessing at the counter.
INSIDE
What you'll find in each tool
Five parts. First, the channel map and the real math: what each channel leaves after commission, shipping, payment terms, and marketing funds. Then choosing and recruiting the right partner. Then the rules: pricing by channel, agreements, reps, and referral partners. Then getting partners to sell. Finally, managing the network, from the dashboard to a clean exit.
WHAT YOU GET
Everything included in your purchase
- The Partnerships and Sales Channels Handbook in PDF: 24 tools, each with a step by step, a worked example, and an exercise
- The Partner Network spreadsheet in Excel and Google Sheets, with 6 tabs, filled in with the example company
- The Template kit: 14 ready-made texts, including the one-page partnership proposal, agreement checklists, the referral partner rules, and the suggested order message
- 2 worksheets to fill in (partner and quarterly review) and a 30-day plan, one week per stage
- Access to your handbook on the Consylion platform
Full table of contents
The 24 tools, in the order you'll use them
Part 1 · Part 1 · The channel map
- 01Your current channel mapWhere your sales come from today, with volume, customers, and who serves them
- 02Sell direct or through a partnerWhen an intermediary is worth it, and when to go it alone
- 03The math of each channelThe margin left after commission, shipping, payment terms, and marketing funds
- 04Relying on a few partnersHow much of your sales sits in a few hands, and a written plan to spread it out
Part 2 · Part 2 · The right partner
- 05Types of partnersReferral partner, sales rep, dealer, and distributor, and what each one is for
- 06The ideal partner profileSix scored criteria to choose who sells for you
- 07Territory and coverageHow many partners per town, and where there's still no one
- 08Recruiting partnersA list, a pipeline, and visits to sign the dealer you actually want
- 09The partner proposalThe return on inventory that convinces a store owner, on one page
Part 3 · Part 3 · The rules of the game
- 10Pricing by channelThe price waterfall from list price to what actually ends up in your pocket
- 11The dealer agreementThe eight points every distribution agreement needs, to take to your lawyer
- 12Independent sales repCommission, territory, and what to put in writing before the first trip
- 13Referral partners and affiliatesPay the people who recommend you, with a code that tracks each sale
Part 4 · Part 4 · Getting partners to sell
- 14A partner's first 90 daysFrom signed contract to third order, step by step
- 15Training the people who sell for youA one-minute pitch for the partner's counter staff
- 16Point-of-sale supportMaterials, samples, and co-op funds, each with a date and a target
- 17Channel incentivesBonuses that reward sales to end customers, not stock pushed onto shelves
- 18Inventory and the suggested orderThe math that keeps the partner's shelves from running empty
Part 5 · Part 5 · Managing and growing the network
- 19The network dashboardFive monthly numbers to track every partner
- 20Quarterly review with the partnerA 45-minute meeting with numbers, a plan, and commitments
- 21Segmenting your partnersSort partners by performance and potential: protect, develop, maintain, or review, each with its own level of attention
- 22Channel conflictA written rule on who serves each customer
- 23Piloting a new channelThree partners, 90 days, and a go or no-go criterion before you roll it out
- 24Ending a partnershipNotice, inventory, and customers handled in a clean exit
Who it's for
It's for you if
- You sell through dealers, sales reps, distributors, or referral partners and don't know the margin on each channel
- You want to reach towns and regions where you have no store and no salesperson
- You deal with channel conflict, partners without agreements, or too much of your sales riding on a few dealers
- You want your partners to sell your brand, not just stock it
- You make, distribute, or sell a product other businesses can resell, or a service others can refer
It's not for you if
- You want to build the pipeline, CRM, and targets for your own sales team. Start with The Sales Handbook
- You want to train and pay your in-house salespeople. That's The Sales Team Training Handbook
- You need to set the price of each product. That's The Product Pricing Handbook
- You want a promised revenue number. This handbook organizes your network and measures each channel
Frequently asked questions
Does this work if I don't run a feed mill?
Yes. The example is a feed mill because it sells through every kind of channel at once. Each tool shows how it applies to services, retail, manufacturing and distribution, and independent professionals. You swap in your own channels and numbers.
Do I need a contract with every partner?
The handbook recommends written terms with anyone who buys to resell and with every sales rep, and signed program rules for referral partners. It lists the points each agreement should cover, for you to take to your lawyer. It doesn't interpret the law in your country.
Can I sell direct to customers in a dealer's territory?
Only with a written rule the dealer already knows, such as a volume cutoff for direct accounts. Part 5 has a tool just for channel conflict and a template for the rule on who serves each customer.
A partner is asking for exclusivity. Should I give it?
Only in exchange for a written minimum target, with a deadline and a review. Exclusivity without a target can lock a whole region into a partner who stops selling. The territory and coverage tool walks you through it.
How long until the network responds?
The dashboard and the channel conflict rule change things the following month. A new partner takes about 90 days to reach a third order. Partner segmentation and a new channel pilot show results in one to two quarters.
How much time does reading it take?
About 2 hours and 24 minutes, or 6 minutes per tool, plus the exercises. It's written for an intermediate level. The 30-day plan goes one week per stage: the map and the math, the right partner, written rules, and the network selling.
What do I get, and in what formats?
Each handbook is a PDF of about 100 pages with 24 to 27 tools. Every tool has step-by-step instructions and a worked example. You also get the handbook's spreadsheet in Excel (.xlsx), which opens in Google Sheets too, with the example already filled in. The message, policy, and clause templates are in the Template Kit inside the PDF, ready to copy and adapt. Read it in the member area or download the files.
How do I know if it fits my business?
Each handbook's page shows the problem it solves, who it is for and who it is not for, the full table of contents, sample pages, and the company used in the examples. The examples come from small businesses in several industries, with illustrative numbers. If it is not a fit, you can ask for a full refund within 14 days of your purchase, as described in the Refund Policy.
What is the difference between a handbook, an area set, and the Series?
A handbook solves one problem. An area set brings together every handbook and spreadsheet in one of the 6 areas, for less than the price of 5 single handbooks. The Consylion Handbook Series brings together all 100 handbooks and 100 spreadsheets, for less than the price of 8 single handbooks, and includes the next handbooks in the Series. Products outside the Series, from Consylion Life or Consylion Business, have their own price. They are sold separately and are not part of an area set or the Series.
Do I need to read everything before I start?
No. Each tool works on its own. Open the table of contents, pick the tool for today's problem, and start there. You can also read it cover to cover.
Do I need to know Excel?
The basics are enough: open the file and fill in the marked fields. The formulas are already built, and the handbook's example is filled in for reference.
How do I pay, and when do I get access?
By card or bank transfer, as a one-time payment with no subscription. Once your payment is confirmed, you get access to the member area by email. Approved card payments are confirmed right away. Bank transfers are confirmed when the funds clear. If access does not arrive within 24 hours of confirmation, check your spam folder and write to team@consylion.org.
How long do I have access, and how can I use the files?
Access does not expire, and you can download the files for offline use. The license is individual. You may read the handbooks, print them for your own use, and fill in and adapt the spreadsheet and templates with your company's data. If you are a consultant, accountant, or manager, you may apply the tools with your clients and deliver the result of your work, not the files. You may not share, resell, or distribute the files or the access.
How do support and refunds work?
Support is by email at team@consylion.org, on business days, with a reply within 5 business days. It covers questions about access, files, and payment. It does not include consulting or advice on applying the material to your case. You can cancel within 14 days of your purchase, without giving a reason, and get the full amount back through the payment method you used. Send the request to the same email. The details are in the Refund Policy.
CONSYLION HANDBOOK SERIES
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One-time payment of $197.00. The order form shows the final amount, with any taxes for your country, before you pay.
Digital delivery: PDF handbook, spreadsheet and access on the Consylion platform.
14-day money-back guarantee: if it isn't what you expected, request a full refund within 14 days of purchase.
Your order is processed by Digistore24, our authorized reseller. By purchasing, you accept the terms of use and purchase · refund policy.
Sales · Nº 71
Grow beyond your own store, with the math in hand
Partners can take your product to places you'll never reach alone. They can also eat your margin one discount at a time. This handbook gives you the channel math, the rules in writing, and the routine to manage the network. Who you sign and what you agree to is still your call.
See all 100 handbooks · $197.00
One-time payment of $29.00. The order form shows the final amount, with any taxes for your country, before you pay.
Digital delivery: PDF handbook, spreadsheet and access on the Consylion platform.
14-day money-back guarantee: if it isn't what you expected, request a full refund within 14 days of purchase.
Your order is processed by Digistore24, our authorized reseller. By purchasing, you accept the terms of use and purchase · refund policy.