>My previous article, "Distributors, Good Bad and Indifferent", talked about distributors and the various options and routes to market. This article is aimed at those companies who have decided the Distributor route is right for their strategy. For ease of understanding, I will describe the 'supplying company' as the 'Supplier' during this article. I have previously explained how important up front research, due diligence and general strategy is when selecting a partner to be your Distributor. Indeed the word 'partner' is deliberately chosen, as the relationship must be considered one of joint responsibility. The day a Supplier describes a Distributor as a 'Customer' is a sad one, as the motives for selling to them will be misguided.A Supplier will never have control over its Distributor, and it should not try to do so. However with thoughtful and planned management, the Supplier can influence significantly the thinking and strategy of the Distributor.A shared vision is important, … [Read more...]
>How to manage Distributors
>My previous article, "Distributors, Good Bad and Indifferent", talked about distributors and the various options and routes to market. This article is aimed at those companies who have decided the Distributor route is right for their strategy. For ease of understanding, I will describe the 'supplying company' as the 'Supplier' during this article. I have previously explained how important up front research, due diligence and general strategy is when selecting a partner to be your Distributor. Indeed the word 'partner' is deliberately chosen, as the relationship must be considered one of joint responsibility. The day a Supplier describes a Distributor as a 'Customer' is a sad one, as the motives for selling to them will be misguided.A Supplier will never have control over its Distributor, and it should not try to do so. However with thoughtful and planned management, the Supplier can influence significantly the thinking and strategy of the Distributor.A shared vision is important, … [Read more...]
>Distributors, Good, Bad and Indifferent.
>Many Companies operate through distributors and stockists. There can be many reasons why a Company chooses this route to market.Some Suppliers do not have the ability to serve the wide and varied market place, and it makes sense for third parties (Distributors) to offer their products. In others it is used as a strategy to secure business in overseas markets, or places/market sectors that are remote from the Supplier. The down side is that a significant profit margin is given away, to allow the Distributor to operate profitably.So, how do Distributors come about?Many have been past friends, or friends of friends! Others have come as a result of an Exhibition meeting, answering an advert, or some simple research. A few have been placed by seeking Commercial Attaché services provided by the Government.What is a Distributor? Ideally, it is a company operating in a sector that is key to the Suppliers target market (or one of the key markets). They will have a vested interest in selling … [Read more...]
>Distributors, Good, Bad and Indifferent.
>Many Companies operate through distributors and stockists. There can be many reasons why a Company chooses this route to market.Some Suppliers do not have the ability to serve the wide and varied market place, and it makes sense for third parties (Distributors) to offer their products. In others it is used as a strategy to secure business in overseas markets, or places/market sectors that are remote from the Supplier. The down side is that a significant profit margin is given away, to allow the Distributor to operate profitably.So, how do Distributors come about?Many have been past friends, or friends of friends! Others have come as a result of an Exhibition meeting, answering an advert, or some simple research. A few have been placed by seeking Commercial Attaché services provided by the Government.What is a Distributor? Ideally, it is a company operating in a sector that is key to the Suppliers target market (or one of the key markets). They will have a vested interest in selling … [Read more...]
>The SGBA goes Global….
>Most business commentators and leaders believe that exports are the key to creating a bouyant economy from the recent troubled times.The SGBA are assisting business expand horizons, key to bringing the economy out of recession."Our relationships with people on the ground in France, India and USA are first class, and we can assist all types of business with upfront research, and laying the business foundations with local people" says Ian Thomas.He goes on to say, "we are creating all sorts of opportunities, both outward and inward. As UKT&I have to deal with surpressed budgets, the services we offer will become invaluable. And we are not just limited to three countries!"No matter whether you want to appoint an agent, a distributor, invest in a subsidiary, get a joint venture moving, or sell a license or franchise, the SGBA are now fully prepared to deliver value and growth opportunity.Market research, premises search, personnel selection, local laws, licenses, the list goes … [Read more...]
>The SGBA goes Global….
>Most business commentators and leaders believe that exports are the key to creating a bouyant economy from the recent troubled times.The SGBA are assisting business expand horizons, key to bringing the economy out of recession."Our relationships with people on the ground in France, India and USA are first class, and we can assist all types of business with upfront research, and laying the business foundations with local people" says Ian Thomas.He goes on to say, "we are creating all sorts of opportunities, both outward and inward. As UKT&I have to deal with surpressed budgets, the services we offer will become invaluable. And we are not just limited to three countries!"No matter whether you want to appoint an agent, a distributor, invest in a subsidiary, get a joint venture moving, or sell a license or franchise, the SGBA are now fully prepared to deliver value and growth opportunity.Market research, premises search, personnel selection, local laws, licenses, the list goes … [Read more...]
