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
Business and Leadership
Business and Leadership
brianoconn
Business Strategy, Business Tips
January 12, 2015April 27, 2016
4 Minutes
Business leadership can be hard to define but it is a title many aspire to regardless of company size or industry. But is business management different to business leadership and which of these traits (leadership or management) is the most valued when promoting someone to a senior role. Is the term business leader being overused to the extent that it is rendered nearly meaningless?
business leadership
The press and online articles are full of sound bites and quotes from business leaders. What are these so called business leaders?. Business leadership was once deemed to be a wealth generator, someone who took a risk, set up a business to create wealth while generating employment or was instrumental in delivering huge growth for a company. So are the real business leaders people like Bill Gates,Michael Dell, Larry Ellison or Steve Jobs to name but a few right down to the heroes of a local economy, small business people who create opportunity and employment for their local area.
Anyone with a Twitter account and a blog is a Business Leader.
It is important to state that titles are an important aspect of any organisation, business or company. They indicate a certain level of achievement, authority and responsibility. However leadership used to mean something specific. High level executives. Leaders of industry. Time was you would never call a middle manager or a front-line supervisor, a leader. Today it seems when anyone kind of picks up the ball and runs with it are called people or business leaders. What were really talking about here are people who are engaged in the business. So we have become accustomed to seeing the term business leadership being used in a very broad sense.
This is probably the reason middle or senior managers in large multi-nationals often get referred to as business leaders in press articles. Most do not define business strategy, how the business operates, the culture or the direction of the business. So the business leaders we often see quoted in the press in most cases are business managers (even if they do have the title VP or director they are in reality managers). Title inflation, self-proclaimed titles, and title overexposure are the cause of dumbing down leadership titles. When titles are overused or abused, they lose their meaning.
Business leadership has nothing to do with titles. A C-level title, does not automatically make someone a business leader. In fact no one really needs a title to lead. The reality is anyone can be a leader in their community, sports club, in family, all without having a formal title.
There are lots of business managers who aspire to be business leaders but lots more do not. Having an MBA with a C level title while working within the cushion of a large organization does not a business leader make. The role of these business managers is to Implement. That is to take the pre-defined strategy and Business goals and implement them whether its sales,marketing,finance or product. They may lead the unit or division from a tactical stance but they do not lead the business.
The world seems to fallen in love with titles and in a centralised decision making business world maybe bigger titles such as VP or Country Manager are a way of compensating for the true role a manager is expected to perform.
Business Leadership has nothing to do with level of seniority or someones position in the hierarchy of a company. Too often in business, when we discuss the companys leadership we are most likely referring to the most senior executives in the organisation. They are just that, senior executives or business managers. Leadership does not automatically happen when you reach a certain pay level. Hopefully business managers can work to earn the title business leader but there are no certainties.
If you are reading this article hopefully you love business and business strategy, the cut and trust of sales,marketing, trying to win a customer, managing people to deliver higher results but this does not make us a business leader. Knowing ones place in the business world is healthy and honest. First and foremost Know Thyself. No need to perfume the pig, a great manager is a great manager, no need to embellish it with titles that do a disservice to the title business leader, a title many aspire to but only a small portion ever really earn the right to be called it.
Not everyone in business sees themselves as a potential leader. Maybe it is really about being the best at their job they can be.
However for people who want to continue the business leadership journey, then maybe it is a process of influence, which stimulates and maximises the efforts of others, towards the achievement of a goal. Real business leadership stems from influence, not title, authority or power
A few tips to build up a leadership profile includes (A) they learn to act like a leader: to manage their image in a genuine, authentic way. (B) They are straightforward; they tell people what they stand for, and then stand for it. (C) They are inspirational and learn what motivates people. They are optimistic and use emotion in their communication. (D) They know the people they are leading and help them develop and (E) They stimulate people, make people think and make them take responsible but always with the positive support of a business leader knows they must provide.
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Sales LeadershipIn “Business Strategy”A Strategy for Business SuccessIn “Business Strategy”Managing a Startup BusinessIn “Business Strategy”
Taggedbusinessbusiness leadersbusiness leadershipbusiness mentorbusiness mentoringBusiness Strategyleadershipmanagement
Published by brianoconn
Online Sales training programs and online sales training courses via The Digital Sales Institute. Passion for helping salespeople succeed in their sales career.
View all posts by brianoconn
Published
January 12, 2015April 27, 2016
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