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Selling thru Distributors: Using the Sales Channel to Drive Brand Value
Selling thru Distributors: Using the Sales Channel to Drive Brand Value
Selling thru Distributors: Using the Sales Channel to Drive Brand Value
Selling thru Distributors: Using the Sales Channel to Drive Brand Value
Selling thru Distributors: Using the Sales Channel to Drive Brand Value
Selling thru Distributors: Using the Sales Channel to Drive Brand Value
Selling thru Distributors: Using the Sales Channel to Drive Brand Value
Selling thru Distributors: Using the Sales Channel to Drive Brand Value
Selling thru Distributors: Using the Sales Channel to Drive Brand Value
Selling thru Distributors: Using the Sales Channel to Drive Brand Value
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Selling thru Distributors: Using the Sales Channel to Drive Brand Value

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Presented on behalf of the Power Transmission Distributors Association (PTDA) to the American Gear Manufacturers Association (AGMA) at their Spring Marketing and Forecasting Conference, May 22, 2013, …

Presented on behalf of the Power Transmission Distributors Association (PTDA) to the American Gear Manufacturers Association (AGMA) at their Spring Marketing and Forecasting Conference, May 22, 2013, Chicago, IL.

Published in: Business, Education
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  • 1. Channeling the Power of IndustrySelling through DistributorsUsing the Sales Channel to Drive Brand ValueThursday, May 30, 2013
  • 2. Selling Through Distributors | Using the Sales Channel to Drive Brand Value“Our concern is that we, as a manufacturersupplier, are not as adept at meeting localneeds as our distributors. We dont have thepeople who would be immediatelyresponsive. We dont have local inventories.And its not uncommon for someone to needa product or part in hours”.Bill Moore, vice president of sales developmentand channel management, SKF Service DivisionPurchasing Magazine, November 2006Thursday, May 30, 2013
  • 3. Selling Through Distributors | Using the Sales Channel to Drive Brand ValueEvolution of the DistributorPRODUCTSFOR HOMEAND FARM,HARD GOODSGeneral Storec. 1800sGENERAL LINEINDUSTRIALSUPPLIESMill Supplyc. 1890-1955PRODUCTLINELIMITED BYCATEGORYSpecialist1955-currentThursday, May 30, 2013
  • 4. Thursday, May 30, 2013
  • 5. Selling Through Distributors | Using the Sales Channel to Drive Brand ValueDistributor Value to ManufacturersIntellectual Capital: knows and responds to theintricacies of regional marketsTouches: multiplies sales activity – largerconcentration in a smaller marketConversion: integrates associated products ‒ apackage rather than a single componentConsistency: manages differentials betweenproduction and demand to provide a reliablesource of supplyThursday, May 30, 2013
  • 6. Selling Through Distributors | Using the Sales Channel to Drive Brand ValueDistributor Value to Users/OEMs1⃣ EntryCredit TermsLogisticsInventoryApplicationAfter-sale Support2⃣ ServiceVMI SystemsKit-buildingSub-assembliesInstallationRepair3⃣ PremierEducationPlant AuditsProcessImprovementLife-cycleManagementThursday, May 30, 2013
  • 7. Selling Through Distributors | Using the Sales Channel to Drive Brand ValueHow We Select an AGMA PartnerProducts that meet or exceed user expectationFunctional Stability: finance, leadership, ethicsand corporate citizenshipStrategy-minded: defined, communicated,delivered and measuredCollaborative sales planning and executionSelective distributionThursday, May 30, 2013
  • 8. Selling Through Distributors | Using the Sales Channel to Drive Brand ValueBrand Value Through DistributorsPlan Together: being part of the sales strategyimproves buy-in and ownershipBe Specific: identify industries, machines andprocesses that benefit from your innovationWrite it Down: pale ink is better than the greatestretentive memoryDefine Success: begin with the end in mind;establish a commitment objective for every callShare Information every step of the wayThursday, May 30, 2013
  • 9. Selling Through Distributors | Using the Sales Channel to Drive Brand ValueFinal Thoughts.....“By working with distributors, customers andmanufacturers are improving their profits andachieving competitive advantage in themarketplace”.Tim Underhill, Underhill & AssociatesThe Channel of Choice“Dont underestimate the value of a gooddistributor”.Bill Moore, vice president of sales developmentand channel management, SKF Service DivisionPurchasing Magazine, November 2006Thursday, May 30, 2013
  • 10. Thursday, May 30, 2013

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