As a supplier, you probably understand that having a good connection with your distributors is crucial for your products to do well in their areas. When you and your distributors share the same goals and work together, it’s easier for both of you to succeed.
However, do you ever face problems with your distributors that get in the way of your success? Do you want to know how to get the most out of your relationships?
Pivotal Scientific has reached out to our trusted distributors to get their insights on building a strong and mutually beneficial supplier-distributor partnership. Here are some practical tips you can start using today to maximize the value of your current distributor relationships:
1) Share your USPs:
Distributors are generally interested in what makes each supplier stand out from their competition. In simpler terms, what makes your products special? What unique features, qualities, or production methods make your products different from those of other suppliers?
Providing this information to your distributors and making it easily accessible can increase your sales success. It simplifies the story for distributors to understand and promote effectively.
Note: Most distributors work with many suppliers, so making your brand or product’s main message straightforward will benefit you in the long term!
2) Keep your distributor circle small:
Several of our trusted distributors have shared their frustration and demotivation when they discover that they are one of many distributors for a supplier in a specific area. Distributors often feel that the effort and resources they invest in marketing the products go to waste, especially if another distributor benefits from it.
As a solution, we recommend that suppliers consider appointing only one distributor per territory, either exclusively or as the sole distributor. This approach shows the chosen distributor that the supplier is committed to making the working relationship successful and is willing to invest in it.
If the supplier doesn’t want to give exclusive rights to one distributor, it’s a good idea to limit it to no more than 2 distributors in each area. This way, it builds trust, and it’s easier for suppliers and distributors to work together towards success.
3) Keep in touch:
Our distributors have shared that they value regular communication from suppliers. Therefore, scheduling a bi-weekly call to check in on their progress and see if you can provide any verbal or informational assistance will strengthen the working relationship and enhance trust.
Spending time connecting with your distributor, even briefly, demonstrates your care and creates more chances to share crucial updates or information that can contribute to the success of your products in their area.
4. Offer Competitive Pricing:
Quality is undoubtedly important, but it’s equally crucial to offer competitive prices to ensure client satisfaction. Striking the right balance between quality and affordability is the key to success in the market. It’s essential to ensure that your pricing not only reflects the value of your products or services but also remains competitive within your industry.
Clients are often looking for the best value for their money, and competitive pricing can be a significant factor in their decision-making process. When your prices are in line with or even better than those offered by your competitors, it not only attracts potential clients but also helps retain existing ones.
5) Keep your distributor updated:
Distributors have expressed their frustration when they were not kept informed about important updates. This frustration arises when there are changes to products or issues with product links or web pages. For distributors, if a URL link provided to them changes or becomes inactive, it can harm their credibility with their own customers.
As a result, we strongly advise promptly notifying your distributor of any changes or errors to prevent negative consequences for their business. Keeping them updated is essential to maintain a positive working relationship and ensure their reliability.
6) Data management and accessibility:
Additionally, some of our Trusted Distributors have pointed out a significant challenge they sometimes face: disorganized, difficult-to-access, or error-ridden product data from the Supplier. These issues create extra pressure and stress for Distributors, and it may lead them to disengage from the Supplier as it takes time to sort out the data.
Hence, we strongly recommend that you maintain organized and easily accessible data. Exploring more user-friendly methods, such as using cloud-based storage platforms, to share product information or price lists, and ensuring that the provided text is SEO-ready will simplify your distributor’s tasks. This, in turn, allows them to concentrate on marketing and selling your products effectively.
7. Show Appreciation
Lastly, it’s essential to express your appreciation to your clients. Taking the time to show gratitude, whether through a simple thank-you note or a small token of appreciation, can have a profound impact on strengthening your business relationship. When clients feel genuinely valued and recognized for their support, they are more inclined to remain loyal and continue doing business with you.
We hope these tips either confirm your current approach or motivate you to offer distributors the tools they need to simplify their work and, in the end, achieve more success in marketing and selling your products globally!
We understand that finding dependable distributors to expand your global market presence can be challenging. That’s why we’ve compiled a list of Trusted Distributors within our Optamark Distributor.com network, please feel free to reach out to us!