The When & How of Using Distributors
- Tags:
- Business Operations,
- Corporate Communications,
- Distributor,
- Manufacturing,
- Marketing,
- Real Estate,
- Sales,
- Sales Force Management
- Source:
- B2B International
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Overview: Two features characterize distributors, merchants, dealers, or factors. First, unlike agents who take a commission, they buy stock for re-sale. Second, they are usually but not always appointed by the manufacturer to cover a specific geographical area or sector of the market. Typically, the distributor is a small company, perhaps with only one or two branches. It may be privately owned and managed by the proprietor, an ex-salesman who has opted for a life of greater independence. Any manufacturer who becomes complacent about its distributor network is putting it at risk. If it is good, there will be many who want to steal it. Distributor incentives and prizes, newsletters and constant support in the form of visits are essential to keep the distributor interested and stop it being tempted away.
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Format: HTML | Date: Jan 2003 | Pages: 1
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