Setting up High Performing Distributors in Europe
Over the past eighteen years, we’ve partnered with global companies across high-tech sectors, including medical devices, biotechnologies, clean technologies, ICT, electronics, and advanced manufacturing. One persistent challenge we’ve encountered is the struggle of small businesses to drive significant sales through distributors, especially European ones. The typical scenario involves substantial investments to onboard these distributors, only to face disappointing sales outcomes once they’re in place.
It’s time to put an end to this cycle! In this series, we’ll outline a straightforward process to transform your distributors into powerful sales drivers and build a high-performing distribution network tailored for success in Europe. Don’t miss the chance to revolutionize your approach and achieve the sales results you’ve been aiming for!
Exportia Distributor Series - Introduction
Now is the time to stop the debacle! In this series I am going to cover a simple process to make your distributors work for you.
Profiling your Distributor
In this first Episode, we will focus on the first step in this process. Profiling your ideal distributor is a great exercise to start with.
Selecting your Distributor
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.
Engaging your 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.
Activating your 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.
Managing your Distributors
Now you have engaged your distributors on a plan for the year. More often than not, then companies forget to manage that programme!
