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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.

Part 2 Success with Distributors : Stop the debacle, get high performing distributors

In the first Episode, we have looked at profiling your distributor. Now we will focus on selecting your distributor. Too often, I have discussed with small Australian businesses that just signed up a distributor that approached them. They just had not gone through a selection process

Five reasons Australian exporters should exhibit at International Trade Shows

Here it comes again. It’s Trade Show season in Europe and in other parts of the world. My business Exportia is involved in six major trade shows between August and December, representing clients from a broad range of industry sectors including welding, safety, education, leisure vehicles and trucks.

Selecting the right channels, the key to success in Europe for small and medium sized businesses

A few years ago, I made the difficult decision to cease working with a particular client. We had started exploring opportunities for them in a European country – visiting end-users to get a feel for the market and generating initial leads, as well as connecting with potential partners. My challenges dealing with this client stemmed from the fact that he wanted to do business in Europe exactly the same way as in his home market in Australia.