Sales Channel Development Frequently Answered Questions2018-05-08T15:37:42-05:00

Is it time to update your distribution strategy?

Develop the distribution and sales channels that provide the expertise, service and support that your customers demand.

In this more complex selling environment, strong relationships are required to drive revenue growth. Sales Channel Development is about building mutually beneficial relationships with distributors and manufacturing reps while broadening your sales and distribution initiatives.

Below are some answers to the questions we most frequently hear.

Should I sell direct?2018-05-01T13:05:26-05:00

Yes. Well, no. Actually, maybe. Direct sales make perfect sense for some B2B companies, but not for others. We’ll work with you to determine direct sale opportunities, create sales and marketing strategies, and find the right balance of sales through dealers, distributors reps and online for your business.

How do I manage and grow my dealer network?2018-05-01T13:06:05-05:00

The first step is identifying who those dealers are, then it’s time to get your company noticed. That’s the difficult, and fun part. Ready to get started?

How do I get dealers and reps to focus on selling MY products?2018-05-01T13:06:10-05:00

You know you have great products, but do your dealers know that? Signing a dealer agreement is only the first step, if you want reps to push your product they have to know about it, understand it, and see its value. That’s where we come in.

I’ve invested in new product development. Why aren’t my new products selling?2018-05-01T13:06:15-05:00

Developing a product is one thing, selling it is another. Sales and marketing strategies are just as important as developing a quality product, possibly more. The best time to get started is now.

My customers say I need someone local. How do I make that happen?2018-05-01T13:06:20-05:00

There’s two answers to this: 1. Hire someone local. 2. Explain why they don’t. Either way, there’s a right way and a wrong way to do it. We can help.

How do I expand my sales and service reach?2018-05-01T13:06:25-05:00

Branching out into new territory takes time, personnel and money, but before you begin you need a well-researched strategic plan. That’s were we come in.

Why am I paying a rep to just take orders?2018-05-01T13:06:31-05:00

If that’s all they’re doing, then good question. However, you should really be asking: How can I get my reps to work harder pushing my products and increase sales?

Is ecommerce right for my business?2018-05-01T13:06:37-05:00

In a word, yes. Online selling in B2B or ecommerce, in some form, is a key piece of a modernized sales model. Ready to get started?

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Dealer & Distributor Development

Sales processes that worked for manufacturers, dealers and distributors 10-15 years ago don’t work so well today. Our dealer/distributor program creates the ideal mix of direct sales and distribution to drive growth for your company.

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  • Learn how to manage dealer networks

  • Address challenges with OEM, online and direct sales

  • Target high-value markets

  • Develop effective sales tools for reps and dealers

  • Dealer outreach, training & communications