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
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Indian Mobile Ad Market 2010
InMobi, the worlds largest independent mobile ad network, today revealed that the Indian mobile ad market grew by 1.5 billion ad impressions (27%) between October 2010 and January 2011. The finding is part of InMobis January 2011 Mobile Insights Report India Market, the largest monthly report of its kind.. This trend will define the next phase of mobile advertising growth for InMobi with smart phone impressions becoming the majority of our inventory globally.
Key findings for the Indian market include:
Indian mobile ad market grew by 27%, gaining well over 1.5 billion monthly impressions in just 90 days
Smartphone growth outpaced advanced phones and now represents 14% of the overall market
* Smartphone impressions grew by over 44%, now representing over one billion monthly impressions
* Advanced phones represent 6.3 billion monthly impressions
* With 15% growth in its impressions share, Nokia continues to be the top operating system in India with 34.5% impression share
Android, iPhone and RIM now comprise 1.3% of the total market
* These operating systems collectively increased +0.8 share pts since October 2010
* With a 0.3% impression share, the Apple iPhone is just now entering the market
With 59% market share Nokia continues to be the top manufacturer in India, followed by Samsung with 24% impression share
* These two competitors account for 83% of total impressions served in the Indian mobile market
SonyEricsson, LG and Micromax follow Nokia and Samsung on the top manufacturers list
Indian OS Share: January 2011
OS
Impressions
% share
Point change
Nokia OS
2,546,859,043
34.50%
-3.6
Symbian OS
1,828,966,813
24.80%
-1.9
Android
48,389,175
0.70%
0.4
iPhone OS
23,392,733
0.30%
0.1
RIM OS
21,380,954
0.30%
n/a
Others
2,917,860,572
39.5%+
4.7
InMobi has created a full report on global behavior for the period October 2010 to January 2011.
It is available for download here: www.inmobi.com/research.
