When a startup launches a new product and performs its market test, it may reveal that the method of distribution selected will not generate enough sales because of an insufficient marketing budget.
Distributor problem can
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 i
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:
Do You Know Your Score?
Your marketing ROI is critical. For you and your company
Measurement matters now more than ever. Use this marketing scorecard toolkit to bring structure and meaning to your numbers.
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.
Wrap-up on solving distributor problems and the start-up turn around
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.