Optimum Sales – Development of Distribution Channels I: The Decision to Implement a Distribution Channel as a Commercial Optimization Strategy
The development of a distribution channel is a strategic approach for all those companies that decide to establish a better commercial relationship between themselves and their customers. This improvement in the relationship must provide “value” to the consumer of our products or services.
Developing a distribution channel involves selecting one or more companies to distribute their products or services so that they are consumed more or in a better way by their customers.
The decision to incorporate an indirect channel or a distribution channel into our sales strategy must be the result of a reasoned response to the questions we should ask ourselves prior to the construction of a new distribution channel.
From Optimum Sales, we propose 10 questions that will help you take the first step in deciding whether or not to develop a distribution channel:
10 Questions to Develop a Distribution Channel
- What value do distributors bring to my product or solution?
- Do the distributors complement my product or service, or do they just resell it?
- What is the relationship between potential distributors and the end buyers of our products and solutions?
- What should these distributors be like?, Multibrand?, Exclusive? Specific to my product? From sectors related to mine?
- How many distributors should I have?
- Where should they be?
- What kind of relationship should we build with our distributors? What do we have to offer them so that they sell our products?
- What should we demand from them? Can we demand anything from them?
- How do our competitors relate to their distribution channels?
- What actions should we take to ensure that our distributors prefer to sell our product over others they distribute?
Once these questions are answered, we will have a clear vision of whether it makes sense to incorporate a distribution channel in the sale of our products.
If you are considering the possibility of developing a distribution channel, contact Optimum at optimum@optimumventas.es and we will advise you on making the best commercial development decision for your company.
| David Galve | General Director www.linkedin.com/in/davidgalve |  |
