Not all retailers get their merchandise from the manufacturers directly. Majorly, retailers use the services of distributors to acquire the products they sell to customers. A distributor usually picks up large quantities of goods from manufacturers directly and stores the merchandise with them for distribution to various retailers.
There are numerous advantages for retailers to purchase merchandise of a manufacturer from distributors like they do not have to get into agreements with manufacturers, get better rates, and don’t have to pick up huge stocks at one time.
As the manufacturer is concerned, one of the keys to the success of their business is their distributors and an effective and profitable distribution strategy. Maintaining good relations with distributors is more than just providing goods to the retailers. They are the partners in success for a business.
All manufacturers sell through distributors. And, the most important thing for manufacturers is to consider seriously nurturing their relationship with their distributors and managing them effectively.
How do you manage your distributor effectively?
Manufacturer – Distributor relation can be explained as the relation between a parent and a child. To rear a child for success, a parent must enable them and set them up for success. Knowing how to manage distributors is the key to ensure are setting up your business for success and ensure a lasting and fruitful business relationship.
- Educate your distributor well about your business and products
The need to explain a product to the end-users lies on distributors and to do so, they need all your support in terms of understanding your products, know their specifications, strengths and compatibilities, and their functions and applications.
If your distributors are thorough about your products, you have the advantage of being ahead of your competitors. It is more likely that your distributors will make effort to sell your products as they understand them better.
- Enable your distributors with well-branded sales and marketing collateral
Marketing collaterals like flyers, brochures, fact sheets, and pricing packets that are well created are an effective weapon for your distributors to sell your products better. Branding them gives you an upper edge over your competitors. Distributors will always prefer to highlight well-designed, catchy, and attractive collaterals to buyers.
- Distributors should have quick and easy access to all the necessary documents
Having quick and easy access to all the necessary documents at the manufacturer’s end will enable the distributor to close sales deals quickly. Distributors will always prefer pushing the sales of products first, which they know can turn into sales easily. The process can be made easy by you, by providing easy access to your distributors of all relevant documents like spec sheets over your site.
- Support your distributors with leads
There is no better way to manage your distributors than send them to lead yourself. Help your distributor to close deals. For your distributor leads mean business for them, and business is money.
One of the biggest aspects of a manufacturer – distributor relation is supported, and one of the best support that you as a manufacturer can provide to your distributor is being available for them.