Understanding Jan-San Redistribution: A Guide for Manufacturers, Wholesalers, and Distributors in the Sanitary Supply Industry [Sanitary Supply Wholesaling.
Table of contents
- Business Development
- Navigating Foodservice Channel Understanding Business
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- Navigating Foodservice Channel Understanding Business – oceansaretalking
Business Development
Be very clear on which market you want to target. When doing so, take into account the strengths of your own company.
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Go to understanding the market for market research tips. They say to fail to prepare is to prepare to fail. The more homework you do and the more information you gather, the better the chance you have of successfully choosing the right partner.
Navigating Foodservice Channel Understanding Business
Talk to the trade: The experiences of others can help you in making the right choices. Talk to other manufacturers, buyers and store managers. The best way to see how a distributor handles products in the market place is to look at their overall performance. This will also give you an idea of how your own products could fit in with their portfolio. Asking key questions will help you gather relevant information. Emphasise what your company can bring to the table when in discussion with any prospective distributor.
Remember it is a partnership; so while you need a good distributor, the distributor equally needs a good supplier. In order for you to decide on your ideal partner, you need to compare the qualities of all prospective distribution companies. A good way of doing this is a distributor comparison matrix, which lists the key qualities of each operator. Deciding on your distributor: One company may not have everything on your wish list.
It may be necessary for you to prioritise and make a decision on who can provide the best offering, even if they are lacking in certain areas.
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This document will form the foundation of your relationship and should incorporate all the elements required to successfully drive your business forward. It should also be a clear agreement between both parties detailing the responsibilities and directives that each party must carry out. Finally as in all aspects of life including business there will always be change. It is important to continually review your business model and adjust your goals accordingly.
Managing a Distributor Now that you have chosen your distributor, the work really begins! For the purposes of achieving maximum commercial success, both you and your distributor will need to work hard at developing and advancing the relationship. Some tips that will help: For an effective business partnership with your distributor, some form of measurement will need to be in place with regard to sales. Having a defined set of targets is the best way of doing this. These targets should be in agreement with the distributor and will need to be reviewed on a regular basis.
All of this should be in the contract. It is important to remember that although your distributor is your representative, you should maintain the relationship at key account level with the buyer. This ensures that you do not have an over-reliance on any one distributor Relationship with your distributor: Read more Read less. AuthorHouse January 2, Language: Be the first to review this item Amazon Best Sellers Rank: Related Video Shorts 0 Upload your video.
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Navigating Foodservice Channel Understanding Business – oceansaretalking
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