How to Attract Distributors
As a manufacturer, you are a business person. As much as you have to think of giving the best to the market, you have to think of marketing your products in the best ways possible. This is why the distribution and the movement of the products down the supply chain to the retailer and then to consumer is paramount to the manufacturer. Thus, there is a need to get distributors. Distributors are the players in the supply chain that work independently to sell the products of manufacturers to retailers. Distributors are always in connection with manufacturers as they have to get products to supply and with hundreds of retailers which they sell to. Distribution companies are big businesses with their own logistics facility and the capacity to reach foreign markets.
Manufacturers have to attract distributors to get their products to retailers fast and make money on the products at a fast pace. Here are some ways manufacturers can attract distributors.
Get your products market ready
Distributors wouldn’t supply unfinished products; ensure your products are market ready so that can be taken for supply. This will show your readiness to enter into a distribution agreement with the distributor. Ensure that the packaging is complete and the product is properly sealed. You have to understand that the distributor only has logistics arrangement; there is no plan for repackaging.
Understanding whom you are selling to
Know your market. It is very essential to know your customers as this will help shape your product presentation. It should be noted that you may have to pitch to distributors and they must understand the market the product is for.
Target your market
Having known your market, target it. Let your advertisement, packaging, product presentation, and marketing focus on this market. Trying to focus on several aspects of the society may be a waste of time and resources. If your market comprises high school students, target them. Let your distributors know that your focus is that market.
With advertisements, promotions, and several marketing tips, let your products be attractive to the market you are targeting. This has to do with you knowing your market well. If you are selling to home makers, for instance, you should be looking at selling the ideas of comfort, homeliness, and the American Dream of success. Thus, stir demand with your marketing.
Prove your products will sell
Part of your pitch to distributors is that part that covers the market reception. Distributors want to know if your products will sell. You have to give statistics to prove the competitive edge your product has.
They know the market more than you do; ask them questions.
Tradeshows are events where you get to showcase your products to players in the supply chain. Here, you will meet distributors, other manufacturers, retailers, and players in related industry. Network and meet those you can do business with.
Select distributors and sales reps carefully
Be careful about the distributors and sales rep you use; do your research on them. Ensure that they have good reputation in the market they are mostly known with. Their bad reputation may rub off on your brand and that is bad publicity for your products.