June 22, 2010
Posted by: Trilix
If your company is like most manufacturing companies, you don’t sell directly to customers. There’s a dealership, distributor or retailer between you and the end customer. An intermediary you rely on to move product, drive profits and serve your brand.
You are treating them like royalty, right?
Your dealer or distributor network is your front line sales team. And failing to support, coddle and motivate them can drastically reduce your end-of-year sales. Does the dealer have the materials they need to close a sale? Have you given them reason to recommend you over a competitor? Do you regularly train their sales staff? Show the dealer some love and they’ll return it ten fold.