Manufacturing
Point of view · Trading & distribution6 min read2026-08-14
Visibility stops at the distributor. Join primary and secondary sales to see past it
Manufacturers and trading houses sell through distributors and dealers, but primary sales live in SAP and secondary sales in a distributor management system. Until the two are joined on one golden record, schemes leak, stock is invisible and channel profitability is guesswork.
6value-chain stages, plan to finance, in one layered model we built on SAP plus a distributor management system