Short answer: Distributor management software groups dealers into tiers, gives each tier its own price list and credit limit, tracks receivables by age automatically and produces brand reports with one click. According to Atradius, an average of 6% of B2B invoices end up as bad debt. Credit control and a single pricing policy inside an ERP reduce exactly that loss.
Being the official representative of a foreign brand in Uzbekistan is prestigious but demanding. On one side is the brand owner, who expects plan delivery, price discipline and monthly reporting. On the other side are dozens of dealers, each with their own discount, payment terms and the familiar request "give me the price you gave the others". You can run all of this in Excel and Telegram, but only up to a certain size. This article covers what distributor management software solves, which numbers to watch and what changes after automation. For general wholesale, see our article on Odoo ERP for wholesale.
How is an official distributor different from a regular wholesaler?
An official distributor is a company that, under contract with a manufacturer, brings a brand into a territory, builds a dealer network and is accountable to the brand for the sales plan and pricing policy.
A regular wholesaler can sell anything at any price. A distributor carries three extra obligations:
- Brand pricing policy: recommended retail price, minimum dealer price and promotions are agreed with the brand.
- Dealer network: dealers are split into tiers (for example A, B, C), each with its own discount, payment terms and credit limit.
- Reporting to the brand: regular reports on sell-in (sales to dealers), stock and sometimes sell-out (dealer sales to end customers).
On top of that there are project sales: for a large site the brand grants a special price that must be used only for that project.
Where does a distributor lose money?
Price leakage
Every sales rep gives a small discount "to keep the customer". Each one looks trivial, but across total revenue it adds up. In a classic study, McKinsey calculated that for an average company a 1% price increase at stable volume raises operating profit by 8%; the reverse is also true, so an extra 1% discount eats 8% of profit (McKinsey, 2003). In one example from the same study, the price a supplier actually pocketed was roughly half of its list price.
Receivables and late payments
Working with dealers almost always means selling on credit. According to Atradius's 2025 survey, an average of 6% of B2B invoices turn into bad debt, and in Western Europe 47% of B2B invoices are paid late (Atradius, 2025). PwC's Working Capital Study shows that days sales outstanding (DSO) rose 6.6% over the last five years and that companies worldwide hold about €1.56 trillion in excess working capital (PwC, 2024).
Currency differences
Many brands set prices in dollars or euros, while dealers pay in sums. If the price list is not updated when the exchange rate moves, or a debt is booked in sums and paid after the rate changes, margin shrinks without anyone noticing.
Time spent on brand reports
At month end, sales staff merge three or four Excel files to build the sell-in and stock report for the brand. That time comes out of selling, and mistakes damage the relationship with the brand owner.
How should distributor management software work?
Dealer tiers and price lists
Each dealer record has a tier, and each tier is linked to a price list. When a rep creates an order the price fills in automatically, and any discount above the allowed threshold goes to a manager for approval. In Odoo, price lists can be kept in a foreign currency and recalculated at the current rate.
Credit limits and receivables aging
Each dealer gets a credit limit and payment terms. When an order exceeds the limit, the system warns the user and can be configured so the order does not go through without approval. Receivables are shown in 0–30, 31–60, 61–90 and 90+ day buckets, and reminders for overdue amounts go out automatically.
Project sales
A special project price from the brand is set up as a separate price list tied only to that project's customer and for a fixed period. That way it does not "leak" into other orders.
Stock, reservations and orders to the brand
When a dealer order is confirmed, stock is reserved in the warehouse, so the same units are never promised to two dealers. Based on minimum stock rules, the system prepares a replenishment proposal for the brand. This matters most for imported goods with lead times of two to three months: a late order means an empty shelf and an unhappy dealer.
Brand reporting and plan tracking
Sell-in, stock and sales-by-dealer reports come out of the system automatically. Plan delivery can be viewed by rep, dealer and product group; see our article on sales KPIs and sales reports.
Tax documents
Electronic invoices for dealers are generated from the order automatically. How this works with Deep Vision's ready-made Didox module is explained in e-invoices and Didox integration.
What changes after automation: in numbers
- Price discipline: in a McKinsey example, a company that started managing price leakage raised its average pocket price by 3.6%, and operating profit grew 51% in the first year (McKinsey, 2003).
- Collection speed: according to the Hackett Group, companies with world-class finance processes get paid by customers nearly 30% faster than their peers (Hackett Group, 2006).
- ERP payoff: Nucleus Research found that ERP returns an average of $7.23 for every dollar spent (Nucleus Research, 2014).
- Catalogue management: at Deep Vision client Timsoll (18 branches, 7,000+ SKUs), setting up a new product went from 6–8 months to 2–3 days (Timsoll case).
For example, if a distributor with annual revenue of 50 billion UZS lets uncontrolled discounts pull its average price down by just 1%, that is 500 million UZS of lost revenue a year. The figures are illustrative, but they show the scale.
What should you look for in distributor management software?
- Support for multiple price lists and currencies.
- Credit limits, payment terms and a receivables aging report.
- Automatic reports in the format the brand requires.
- Integration with local systems such as Didox and Asl Belgisi.
- A dealer portal where dealers can see stock, prices and their own balance.
How does Deep Vision work with distributors?
Deep Vision is an official Odoo Gold Partner based in Tashkent. According to its Odoo partner page, the team has 7 certified experts, 24 client references and an 89% customer retention rate, with most clients in wholesale, retail and manufacturing (Odoo). We have ready-made modules for Didox (e-invoices) and Asl Belgisi (digital product marking).
A common pattern in the experience of Deep Vision founder Amon Olimov's team: a distributor first says "we only need inventory", but analysis shows the real pain is pricing and receivables. That is why we first agree dealer tiers, pricing rules and credit policy on paper, and only then build them into the system. Standard sales and inventory usually go live in 6–8 weeks; a full project takes 2–6 months.
To discuss your distribution business, fill in a short brief or see our Odoo implementation service.
Frequently asked questions
How is distributor software different from wholesale software?
It handles dealer tiers, brand pricing policy, project prices and brand reporting. Standard wholesale software usually lacks these, or they are handled manually.
How should you set a dealer's credit limit?
Based on the dealer's tier, payment discipline over the last 6–12 months and average monthly purchases. The system warns about orders above the limit or sends them for approval.
What if prices are in dollars but payments are in sums?
Keep the price list in the foreign currency, invoice at the rate on the payment date and track exchange differences separately. Odoo supports this with standard features.
Can brand reports be automated?
Yes. Sell-in, stock and sales-by-dealer reports are exported from the system in the brand's format.
How long does implementation take?
In Deep Vision's practice, sales and inventory go live in 6–8 weeks, and a full project with credit control and brand reporting takes 2–6 months.
Sources
- McKinsey — The power of pricing (2003)
- Atradius — What did a year of B2B payment disruption teach us (2025)
- PwC — Working Capital Study 24/25
- Hackett Group — World-class companies get paid nearly 30 percent faster (2006)
- Nucleus Research — ERP returns $7.23 for every dollar spent (2014)
- Odoo — Deep Vision partner page
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