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Recruiting the right European distributors, take your time and be picky!

This article is a campaign against what we have seen a couple of times: A small business is approached online by an overseas distributor. So happy to potentially start exporting, the small business signs up the distributor straight away! It is a very common mistake. My message is BE PICKY!

Part 4 Success with Distributors : Stop the debacle, get high performing distributors

In the initial stages, you may not need a very sophisticated distributor programme. The focus will mainly be hand-holding your distributor. Remember that they have other products to sell and naturally their sales representatives won’t focus on a hard sell. As a new product in their range, they may feel that it is a harder sell than their usual products range.

Part 3 Success with Distributors : Stop the debacle, get high performing distributors

In this third episode, we will uncover a critical step when working with distributors. This step sets the basis for either success or failure. This is where small businesses often don’t know how to frame their approach to distributors or partners.