Sales channels to reach your customers
Selling through retailers, wholesalers and other distributors
Selling through an intermediary may be a more cost-effective way of reaching your end-customers than selling to them directly.
If you are targeting business customers who prefer to deal with large suppliers, selling directly to them may not be a realistic option. Instead, you might aim to supply wholesalers who have existing relationships with those businesses.
If individual consumers buy low value quantities of your products, the best option might be to target retailers that sell similar products. Or you might choose to focus your efforts on a relatively small number of wholesalers who can in turn supply your products to many retailers.
Other distribution channels may also reach your end-customers. For example, technology suppliers often sell to resellers who can configure and install the technology to suit end-users’ particular needs.
Managing your distributors
You need distributors who will value your product. If they sell competing products, what will make them push yours?
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Think about how you set your prices. Distributors will be more enthusiastic if they can make a large profit – but setting too low a price will eat into your own margins.
Effective advertising and promotions can be vital. As well as marketing to the distributor, you can promote your products directly to end-customers. Distributors will be keener to stock and sell products that their customers are asking for.
The key terms of the supply relationship should be covered in a written contract. Key issues might include:
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how much stock the distributor will hold
what the distributor will do to promote your products
how quickly you can resupply and minimum order levels
whether the distributor has exclusive rights to your product (for example, in a particular territory)
what happens if either you or the distributor want to end the relationship
Business ideas, Marketing and sales , promotions and advertising ideas , articles
Global Paint Industry … $84 billion in 2007
World demand for paints and coatings will reach US$83 billion in 2007 driven by higher quality, environmentally friendlier products (e.g., powder-based, rad-cure). Emerging markets in Asia/Pacific, Latin America and Eastern Europe will lead gains while the North American and Western European regions remain dominant.GLOBAL PLAYERS in PAINT INDUSTRYAkzo Nobel NV Asian Paints India Limited Barloworld Limited BASF AG Becker (Wilhelm) AB Berkshire Hathaway Incorporated Vertriebs KG Chugoku Marine Paints Limited Comercial Mexicana de Pinturas SA de CV Dai Nippon Toryo Company Limited Dainippon Ink and Chemicals Incorporated Dunn-Edwards Corporation DuPont (EI) de Nemours Duron Incorporated Dyrup A/S Ferro Corporation Fuller (HB) Company Hempel A/S Imperial Chemical Industries plc Jotun A/S Kansai Paint Company Limited Kelly-Moore Paint Company Incorporated Kemira Oyj Kumgang Korea Chemical Company Limited Masco Corporation Nippon Paint Company Limited Orica Limited PPG Industries Incorporated Professional Paint Incorporated Renner Herrmann SA Rohm and Haas Company RPM International Incorporated Sherwin-Williams Company SigmaKalon Group Valspar Corporation Wattyl LimitedBest of Luck Asian Paints .. Make India proud being a part of top 5 paint companies in world!!
