Some companies succeed with sales channels and others don’t. Developing a
sales channel begins with finding distribution that fits your product. Then
there are agreements concerning distribution terms. But an agreement does not
infer success. There is the unwritten part of the relationship that says you
will do your part so they can do theirs.
There are two differing attitudes about sales channels, they cost too much
and cut into profits and the other side of the coin is that they are our
customer and should be constantly sold on the return on investment selling your
product. We take that second position. Getting the most from a sales channel
means developing a trusting relationship with your distributors.
One issue that determines a how much share of mind your company gets from
distributors has to do with their fear of embarrassment. A professional salesman
wants to go back for repeat business, but can’t do that if they have been
embarrassed. We can help you develop your sales channels and fine tune their
effectiveness, with clear honest product information that can be shown to
customers with confidence.
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