Perfection Visible for The Perfect Sale

The main difficulty for a supplier is to find an agreement for the distributor to agree to reference its products. It must therefore build a consistent range and offer attractive rates. Indeed, news shows how easy it is for a distributor to refuse rates that do not suit him. Leclerc stores have removed from their shelves several products considered too expensive. In addition, a supplier is far from being alone in the department: it is necessary to count with the other national brands and the rise of the brands of distributors. You can opt for Racetrac – Sell to Racetrac.

In the end, the supplier must reason “customer benefit”. Indeed, to interest a distributor, it is necessary to interest its customers, conquer them, push them to purchase and retain them. And if we can encourage them to buy other products, especially in different families, it’s even better.

Three criteria to interest distributors

As for category management it is the supplier’s expertise in terms of layout but above all his knowledge of the customer and his way of consuming which will make the entire product family of a department grow and boost sales. This technique was born about fifteen years ago in the United States. The organization of the shelf can then be made not by brands but by types of products, packaging, uses. Take the case of the ‘hair care’ department, which includes, among other things, creams, gels and shampoos.

The Brands

A brand will tend to favor this method, and the distributor will link with it a fine relationship, to the detriment of the consumer. If we classify the radius by subcategories such as gel for example, it is the customer who will have the benefits because he will have the choice of brands and will be able to compare them freely.The re-implantation of the department must offer a presentation that facilitates the purchase by the consumer. The use of Grocery brokerage is essential here.

The Main Thing

The key thing is therefore to manage word of mouth, and to be able to attract the greatest number of potential collaborators. Undoubtedly it is not simple, but let’s try to see how we can deal with it.

Last Words

An excellent approach could be to say: “I discovered something that really impressed me, so I want you to try it to see if you like it. If so, then we can talk about how you can use it and convert it into a profit source “; this requires a presentation of the product-service divided into two phases: the first consists in showing the value and potential of the asset, the second in exposing the commercial opportunity and therefore earning. Obviously we must make clear that the gain is not immediate, and only with hard work and experience, you can succeed in breaking into this sector.

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