Mahindra Presentation 17 tips

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Mahindra Presentation 17 tips

  1. 1. 17 Tips <br />for Selling Through Distributors<br />Steve Smith<br /> Equipment Industry<br />Veteran<br />
  2. 2. SymbiosisFrom Webster’s New Collegiate Dictionary -<br />The intimate living together of two dissimilar organisms in a mutually beneficial relationship<br />
  3. 3. Manufacturers Sell Through Distributors because:<br />Customers find it in their best interests to buy from distributors<br />The functions distributors perform– for both customers and manufacturers<br />
  4. 4. Functions Distributors Perform for Customers include:<br />Product application<br />Supplier recommendations<br />Order processing<br />Expediting<br />New ideas<br />Credit & Financing<br />Final quality check <br />Logistics<br />Local delivery<br />Warranty administration<br />Information<br />Local inventory<br />Customization<br />Engineering & Layout <br />Permitting,compliance<br />Training<br />Create packages<br />. . . .<br />
  5. 5. Functions Distributors Perform for Manufacturers include:<br />Local marketing<br />Sales<br />Initial order processing<br />Local compliance<br />Local inventory<br />Customer interface services<br />Credit<br />Provide working capital<br />Warranty administration<br />Service<br />Competitive market intelligence<br />Packaging projects<br />Logistics<br />Final quality check<br />Problem solving<br />Engineering<br />. . . .<br />
  6. 6. Tip Number One<br />Select Distributors Matching Your Way of Doing Business --- and Who Can Meet Your Expectations<br />
  7. 7. Tip Number Two<br />Be Clear about <br />Channel Distribution Policies;<br /> Communicate Changes in a Straightforward Manner, <br />on a Timely Basis <br />
  8. 8. Tip Number Three<br />Build and Encourage Personal, Professional Relationships <br />with <br />Key Distributor People<br />
  9. 9. Personal, Professional Relationships with….<br />Principals<br />Sales executives and salespeople<br />Order Processing<br />Technology / IT<br />Accounting<br />Peer to Peer<br />
  10. 10. Personal, Professional Relationships: Objectives--<br />Trust<br />Free, clear communication<br />Commitment to your company<br />Honest feedback<br />Plus . . . .lots of other tangibles and intangibles<br />
  11. 11. Tip Number Four<br /> Conduct a<br /> Joint Planning Process<br /> with Key Distributors<br />
  12. 12. Potential Areas to Explore for Joint Action Planning<br />Sales forecasting<br />Salespeople – levels, quality <br />Training<br />Branch operation / areas of coverage<br />Target markets<br />New Products<br />Inventory levels and lead times<br />Payment Practices<br />Service / Design issues<br />Service / Other distributor capabilities<br />Warranty administration<br />Technology relationship / requirements<br />
  13. 13. Potential Areas to Explore for Joint Action Planning<br />Manufacturer representatives calling on distributor<br />Web strategies / links<br />Joint advertising<br />Catalog / collateral exposure<br />Lead generation activities<br />Trade show participation<br />Customer events<br />Cooperative advertising funds<br />Discount / Rebate programs<br />Focus product programs<br />Large job early warning system<br />
  14. 14. Tip Number Five<br /> Be Clear about Expectations<br /> How will you help distributors achieve these?<br />
  15. 15. Tip Number Six<br />Give Regular, Consistent, Clear Feedback on Mutually Agreed Upon Expectations<br />
  16. 16. Tip Number Seven<br /> Solicit and Listen <br /> to<br />Feedback from Distributors<br />
  17. 17. Feedback about - - -<br /> The market<br /> Competition<br /> Your customer service<br /> Your policies, people, products, pricing , performance. . .<br />
  18. 18. Tip Number Eight<br /> Create a <br /> Big Job Early Warning System<br />
  19. 19. Tip Number Nine<br />Create Opportunities<br /> for <br />Joint Marketing Activities<br />
  20. 20. Special Focus<br /> Mutually Supportive <br />Internet / Web Strategies<br />
  21. 21. Tip Number Ten<br />Provide Product Training . . . .<br />In a<br /> Sales Effective Manner<br />
  22. 22. Tip Number Eleven<br />Create a <br />Demonstration Center / Showroom<br /> Include a system to encourage / expect its use by distributors with their customers<br />
  23. 23. Tip Number Twelve<br />Provide <br />Effective, Professional <br />Field Representatives<br />
  24. 24. Tip Number Thirteen<br />Create Distributor and Salesperson Recognition and Acknowledgment Mechanisms<br />
  25. 25. Tip Number Fourteen<br />Make and Execute Decisions Involving Credits to Distributors Quickly<br />
  26. 26. Tip Number Fifteen<br />Communicate Regularly with Front Line Distributor Salespeople <br />And, Say <br />“Thanks” <br />--- a Lot!!<br />
  27. 27. Tip Number Sixteen<br />Simplify Pricing, Discounts<br /> and Other Distributor Policies <br />Particularly Those Affecting<br /> Front Line Salespeople<br />
  28. 28. Tip Number Seventeen<br /> Generate Some Fun and Excitement!!<br /> A Sense of Forward Motion!!<br />
  29. 29. Make your <br />Distributor Relationships <br />work for you!!<br />
  30. 30. Steve Smithwww.equipmentfx.comsteve@equipmentfx.com936-499-4644<br />

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