Proper development of the dealer network
The search for new dealers is quite a difficult task, because there are nuances here. The problem is that dealers are of two types. The first type is monetarists. The essence of this type is contained in the formula “money – commodity – money”. They have money, they invest it in the goods in order to sell it to earn more money. Money is their main resource for which they are looking for the best use.
The second type is sellers. The essence of this type lies in the scheme “sales – goods – sales”. They differ from the first type in that, first of all, they invest not money, but their ability to sell. The ability to sell their basic competence and the main resource for which they are looking for the best use. In fact, by becoming dealers, they monetize their ability to sell.
It would seem that there is no difference to which type the dealer belongs, if only to buy as much as possible and as often as possible. However, there is a difference and it is huge. The bottom line is that the goods are not purchased by the dealer for themselves. Goods are purchased for resale. If the dealer is a monetarist, if he does not know how to sell, the goods will “freeze” with a probability of 99%.
Obviously, the development of the dealer network with the help of those who simply know how to invest money, but who do not know how to sell, is fraught with a large number of risks.
Monetarist with “hung” goods source of problems. First, it can break the market. He thinks through the prism of money, respectively, so that at any cost he can return money, he will start lowering the price of the “stuck” product, and this kills the market, devalues the goods and damages profits. Secondly, he can try to return the goods, which is also not very good.
Obviously, the development of the dealer network with the help of those who simply know how to invest money, but who do not know how to sell, is fraught with a large number of risks. The most important of them is the risk of bankruptcy. You are counting on dealers, plan sales, and they eventually slow down everything. It is much safer and more effective to work with those who know how to sell well.
Where to get quality dealers
People who can sell are hard to find. Therefore, a company that can sell is also hard to find. All these people and companies are usually busy. You can accidentally run into those who are not yet busy, but it is hard. You can try to lure yourself to such people and such companies. However, in the end, all this can be spent so much time that you have to close.
The most obvious solution is to create dealers who can sell. Make it easy enough. You just need to organize within the company courses to train everyone who wants to sell your goods or services. Due to the fact that it will be the sales of your products, this will guarantee that the dealers will not start working with other companies.
Sales of each particular product suggest nuances. So they should be the basis for the training program. Since the person himself has never learned to sell anywhere, he will not learn. Those. he cannot sell anything else like your product. Thus, you get a loyal dealer who is tied to you, who sells only your goods and services.
A person buys goods and services to implement their ideas. Accordingly, your product is needed to the extent that a person has ideas that he can implement with his help.