How to stay close to your distributor and why it is important
Timely communication between you and your distributor will help you achieve a sustainable growth. Here are few tips on how you can increase your communication with your distributor:
For the purposes of achieving maximizing your brands sales success, both you and your distributor will need to work hard at developing and advancing the relationship. Timely communication between you and your distributor will help you achieve sustainable growth. Here are few tips on how you can increase your communication with your distributor:
1) Communicate on a monthly basis, Via Phone (Yes, via Phone – not email). You must call your distributor and create a rapport with them. Long term relationships are vital to your brands’ success. Distributors must like you as a person.
2) Request depletion reports on a monthly basis and if you see high and stagnant levels of inventory, offer help right away. Check the report to see which SKU’s are selling and which are not. See how many accounts were created and if the number of new accounts are increasing. If they are steady that may well mean that sales reps are not taking your brand out on their routes anymore. That can be a good indicator to fly down and work the market before it’s too late.
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