Table of Contents
- 1 Distributor problems can happen when a startup launches a new product.
- 2 Distributor sales meetings for solving distributor problems
- 3 Wrap-up
- 4 General FAQ’s
Distributor problems can happen when a startup launches a new product.
Distributor problems can arise from almost anywhere. Don’t get caught off guard.
If you believe you have no other option but to sell your products through a dealer, distributor, or independent sales rep. network, you can often improve sales.
You can do this by improving, and intensifying, the sales training and support you provide for your product to the on the ground (or phone) sales reps at your distributors.
This is accomplished by applying more time and effort to improving the distributor’s sales reps awareness of your product and its benefits, and by showing them the best ways to present and sell your product.
Here are some steps to take to increase the awareness of your company’s product and create a sense of enthusiasm about your product in the minds of your distributor’s sales reps.
Distributor sales meetings for solving distributor problems
Most distributors offer numerous opportunities for marketing and sales managers at the companies they represent to present their products to their sales reps. This typically happens at annual sales meetings they hold during the year.
You should never pass up an opportunity to get in front of the distributor sales team at these meetings. However, some distributors, especially those in mature industries, we’ll try to limit contacts between their accounts (your company) with their sales reps. It’s because they are concerned that these presentations take selling time away from their reps.
It’s a common issue with anyone running a sales organization. You want them out selling, right?
This is not your problem. If you feel that the distributor’s sales reps need more and better sales training to boosts your products sales response, insist that your distributor make special arrangements to allow you to stage your own presentation to the sales reps. And take that opportunity percent and reinforce your product story, features, and benefits.
If you are experiencing poor sales response in a start-up, this may be your last opportunity to pull your product out of its slump.
At the presentation you make in the sales meeting, you want to highlight the following:
What are the issues in your distribution channels from your market test? Or if the product is already rolled out you must identify insult problems within the channel.
There are a few things that you need to think about as you roll out your product to distribution channels.
It’s not easy setting up an effective distribution channel network. As you’re working in the startup, you’re wearing a lot of hats. But it requires that you understand the steps to create an effective distribution channel network for your products and services.
Setting up a distribution channel can seem overwhelming and overworked at times, be sure to identify the steps and walk through them. If it seems like you’re getting nowhere seek help from people that have done it before. And if you have any questions you can always shoot us a message or give us a call.
Be sure to set goals and monitor activity and performance with sales metrics.
What is a startup turnaround?
A turnaround strategy is a revival mechanism that is used by startups and businesses to overcome the problem of industrial and business sickness. This strategy helps convert a company’s losses into profit.
What is a distribution strategy?
Distribution Strategy is a strategy or a plan to make a product or a service available to the target customers through its supply chain. A company can decide whether it wants to serve the product and service through their channels or partner with other companies to use their distribution channels to do the same.
Why are marketing channels important?
Marketing channels are important because they help marketers to prioritize their efforts. An important part of a marketer’s job is knowing what channels are available to them, which ones their prospective customers use and how they use them – and then prioritize time, effort, and money based on that knowledge.
What causes a startup to pivot?
While pivoting in the startup world means to shift to a new strategy, it is often believed to entail drastically changing the whole company. It is focusing on a different set of customers by positioning a company into a new market or vertical. Changing a platform, say, from an app to software or vice versa.