How Can An Enterprise Choose A Distributor?

When our salesmen often have many problems and puzzles in the selection process of dealers, our dealers are not interested in our products, or the conditions are very high. They become "I love her, she doesn't love my shaving head." although some dealers have a high sense of identity about your products, but lack of experience in marketing management and market operation, the communication difficulty is very large in the process of cooperation, so they can not execute the marketing strategy of the company well. Many enterprises choose dealers only to care about whether they have formed a paction and whether they have opened up the market for the salesperson's assessment.

In fact, many problems are totally avoidable.

Enterprises choose dealers as if they are looking for objects. They must choose the right ones. This requires us to carefully analyze the internal and external factors and make decisions when choosing distributors.

When choosing distributors, we should also pay attention to the following points:

1, choose more excellent: no matter how to find dealers in that way, we must find a few more, then carry out field visits and assessments, analyze the actual situation of enterprises, try to find dealers who can recognize the various cultures of enterprises, and have consistent ideas and dealers' ideas in the enterprises, so we can not achieve cooperation without standard money.

I remember that when I developed the Henan market, there were two dealers in a market who had the image of our company's products. But a dealer's funds were tight, and the other one could give me a timely payment. I signed an agreement with this company. But after the first payment, the products could not be sold as soon as possible due to the network problems. Some products were not listed in the dealer's storehouse, and the consequence was that not only did the dealers lose their money, but also slowed down the pace of market development.

2, according to the product selection dealer type: if the product is relatively mature, product line is long, in low and medium, and so on, the support of the enterprise is not very in place, but there is a certain natural sale. We choose the wholesaler distributor is more suitable; if the product line is long, the product is in the middle and high grade, there are advertising and promotion support, so that the dealer has a strong network, then we will find the agent type, but we should pay attention to the number of agents brand, whether it conflicts, the comprehensive strength of the manufacturer and the operation ability of the market.

3, we should evaluate the selection of distributors: before we cooperate, we should conduct a comprehensive assessment and analysis of our partners in the light of the real situation of the enterprises. These are mainly in the following aspects: the cooperative image of the distributor, the recognition of the company, the coverage of the network, the scope of business, the number, quality, work attitude and flow of the dealer, the level of management, the operation ability of the market, and the operating condition.

Finding a suitable distributor is a general success of salesmen. Therefore, when the front-line salesmen enter the regional market, we must make detailed investigation and analysis of the market under our jurisdiction, and take the first step cautiously. The urgent work not only brings inconvenience and difficulty to their future work, but also makes the dealer lose confidence in the company, which has brought adverse effects to the market and made the company suffer losses.

Careful investigation, careful analysis, steady and steady step after the first step.