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
MARKETING CONCEPTS … gorgeous girl at a party
A professor at IIM was explaining marketing concepts:1. You see a gorgeous girl at a party. You go up to her and say: “I am very rich. Marry me!” – That’s Direct Marketing 2. You’re at a party with a bunch of friends and see a gorgeous girl. One of your friends goes up to her and pointing at you says: “He’s very rich. Marry him.” – That’s Advertising. 3. You see a gorgeous girl at a party. You go up to her and get her telephone number. The next day, you call and say: “Hi, I’m very rich. Marry me.” – That’s Telemarketing. 4. You’re at a party and see gorgeous girl. You get up and straighten your tie, you walk up to her and pour her a drink, you open the door (of the car)for her, pick up her bag after she drops it, offer her ride and then say:”By the way, I’m rich. Will you marry me?” – That’s Public Relations 5. You’re! at a party and see gorgeous girl. She walks up to you and says:”You are very rich! Can you marry ! me?” – That’s Brand Recognition. 6. You see a gorgeous girl at a party. You go up to her and say: “I am very rich. Marry me!” She gives you a nice hard slap on your face. – That’s Customer Feedback.7. You see a gorgeous girl at a party. You go up to her and say: “I am very rich. Marry me!” And she introduces you to her husband. – That’s demand and supply gap.8. You see a gorgeous girl at a party. You go up to her and before you say anything, another person come and tell her: “I’m rich. Will you marry me?” and she goes with him – That’s competition eating into your market share. 9. You see and gorgeous girl at a party. You go up to her and before you say: “I’m rich Marry me!” your wife arrives. – That’s restriction for entering new markets.Any more additions ??