Working with distributors on delivery routes is a fundamental task for frontline sales reps, serving as a key channel for customer service and relationship building. It not only helps understand the market and find solutions but also strengthens bonds with clients, boosting their enthusiasm and cooperation.

Working with distributors is also one of the toughest jobs, enduring scorching summers and freezing winters. Some reps, through a day's work, gather a wealth of information, summarize experiences, and devise methods and strategies to boost market sales, greatly contributing to sales growth. However, most reps end up as mere loaders for the day, ending up sweaty, exhausted, and sore, only to collapse into bed at home. Imagine such reps, though hardworking, see no improvement in market performance or their own skills. So, what should frontline reps do during route work? Below, we break down the actions for working with distributors, hoping to provide some guidance.

1. "Communicate": Communicate policies and build rapport.

Typically, clients are busy with business and have little time to sit down and talk. If you accompany them on rural delivery routes, that's the perfect opportunity to discuss promotional policies, formulate market plans, understand market information, and strengthen relationships.

2. "Verify": Verify the implementation of company promotional policies.

Since the company has corresponding promotional policies for the market each month, and due to varying market conditions and client cooperation, policies may not be fully implemented, and expenses may be withheld. This can seriously hinder the advancement of marketing policies and affect product sales. Market verification helps prevent such issues.

3. "Discover": Discover blank outlets, understand why they don't stock, find problems and solutions, and increase sales opportunities.

No matter how mature a product, its coverage rarely reaches 100%; there are always blank outlets not yet developed. By working with distributors, reps can easily spot these blank outlets, identify reasons for not stocking, and use current promotional policies to help clients develop these outlets, increasing sales opportunities.

4. "Open Boxes": Open boxes and put products on shelves, cultivating the habit of stocking downstream clients.

When clients or their reps deliver goods, they often unload, collect payment, and drive off. However, this loses many sales opportunities. Terminal clients may be too busy to put products on shelves promptly. At this time, reps should check if shelves are out of stock and, if so, open boxes and stock the shelves to ensure adequate product variety and avoid lost sales due to delayed stocking.

5. "Grab": Grab the best selling spots to increase product visibility and sales opportunities.

Statistics show that products with higher visibility have greater sales opportunities. Hence, companies with merchandisers often require them to follow planned areas and routes, regularly maintain products, and secure prime positions. As a rep, you should also do this: place your products where consumers can see, reach, and get them easily, making it convenient for consumers and creating more sales opportunities for the company.

6. "Organize": Organize shelf displays, keep products clean and neatly arranged, and enhance product image.

Terminal clients are busy and often neglect shelf products. Over time, products may gather dust and become disorganized, reducing consumer desire to purchase. Proper shelf organization and cleanliness attract more consumers. Understanding consumer psychology and seizing opportunities can drive sales.

7. "Position Near": Position near well-known competitors to leverage their sales.

Due to herd mentality, most consumers believe that products placed near well-known brands are also bestsellers. Therefore, placing your products next to well-known brands can enhance your product's visibility. Additionally, most well-known products occupy prime shelf positions, so being near them gives you better placement and increases sales opportunities.

8. "Seize": Seize terminal customers' psychology to close orders.

Through face-to-face communication with terminal customers, you can better understand their needs, gather more market information, and identify more sales opportunities. Combine this with company policies to maximize order completion.

In summary In summary, frontline sales work is the toughest in any company. As a sales rep, you must first understand your job responsibilities to progress step by step and continuously improve. The above eight actions may seem independent, but they are actually interconnected and complementary. By demonstrating these eight actions, the main goal is to act as a coach, teaching clients or their staff how to do market work and product merchandising. Only when clients' market operation capabilities improve can market sales be better enhanced.

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