Managing Distribution

 Common Problems:

In some cases distributors didn’t know how to grow their market, and they didn’t invest in business growth.

Ideal Distributor Market:

A market with many small customers and where the level of sales service required is high.

Some Key Points In Managing Distributors:

1.    Make sure to ask your distributors for detailed market & financial performance data.

2.    Always treat your distributors as long-tern – not short-term partners.

3.    Support your distributors by committing proven marketing plans to help them sell more.

a.    Educate your distributors about your products.

4.    Try and find distributors who are capable of developing new markets.

a.    Distributors who specialize in a narrow field sometimes tend to be the most successful.