---
title: "Why Should Distributors Play Along and Take Your Products?"
description: "Salespeople often approach distributors with pitches centered on the manufacturer's perspective, such as product uniqueness, company strength, or a young boss. However, distributors find these points irrelevant. What distributors truly care about is whether the product sells well, offers high profits, provides a credible commitment from the manufacturer, and is supported by a suitable marketing system. Only by addressing these concerns can manufacturers persuade distributors to partner with them."
author: "New Distribution"
publisher: "New Distribution"
email: "zhaobo258@gmail.com"
telephone: "+8615854817671"
published: "2016-07-09"
language: "en"
canonical: "https://xinjignxiao.com/en/articles/why-should-distributors-play-along-and-take-your-products-c4c4f74d/"
markdown: "https://xinjignxiao.com/en/articles/why-should-distributors-play-along-and-take-your-products-c4c4f74d.md"
original_source: "https://mp.weixin.qq.com/s/QF406-b71HTSxjU6U3k5rQ"
translation: "https://xinjignxiao.com/zh/articles/%E7%BB%8F%E9%94%80%E5%95%86%E5%87%AD%E4%BB%80%E4%B9%88%E8%A6%81%E8%B7%9F%E4%BD%A0%E7%8E%A9-%E6%8E%A5%E4%BD%A0%E7%9A%84%E8%B4%A7-c4c4f74d.md"
attribution: "New Distribution — https://xinjignxiao.com/en/articles/why-should-distributors-play-along-and-take-your-products-c4c4f74d/"
usage_policy: "https://xinjignxiao.com/ai-policy.txt"
---

# Why Should Distributors Play Along and Take Your Products?

> Salespeople often approach distributors with pitches centered on the manufacturer's perspective, such as product uniqueness, company strength, or a young boss. However, distributors find these points irrelevant. What distributors truly care about is whether the product sells well, offers high profits, provides a credible commitment from the manufacturer, and is supported by a suitable marketing system. Only by addressing these concerns can manufacturers persuade distributors to partner with them.

**It is common to see salespeople approaching distributors with their products, and their pitches are basically from the manufacturer's perspective. They talk about how unique the product is, how strong the company is, how young the boss is, how the sales director was just hired from a foreign company, and so on. In fact, in the eyes of distributors, these are all nonsense, not a single word hits the heart of the distributor. For distributors, what do they want?**
**Why should distributors sell your products?**
> **1. Is the product easy to sell?**
>
> Distributors do not distribute your products for their own use, but to exchange for benefits and value. Whether the product sells well is the first thing they care about. What kind of products sell well? What kind of products do not sell well? Products that sell well can immediately hit the pain points of customers, grasp the key points of making a product a product, and will not just produce products for the sake of manufacturing.
>
> Therefore, in front of distributors, salespeople must give a clear answer, which is that your product is definitely easier to sell than competing products or that your product will become a bestseller. How can you make distributors feel that your product sells well? Smart marketers will start from one point, build model stores and create model markets, and use the facts of examples to speak, so that distributors are convinced that your product truly sells well.
> **2. Are the profits high?**
>
> Obtain greater profits; without profits, you cannot impress distributors, even if your product can bloom flowers or sing. The high profit mentioned here actually refers to whether the product can bring high profits to distributors, not that high product prices bring rich profits. Whether a product can be sold at a high price is not determined by oneself, but largely by the market. What kind of products will bring rich profits to distributors? Of course, the product turnover must be fast, the product quality must be stable, and the product supply must be timely. But the most important thing is that the manufacturer must guarantee the interests of distributors, and many manufacturers fail to guarantee this.
> **3. Is there an executable reason given to distributors?**
>
> Distributors have changed from the original emotional blind choice to the current quite rational analysis and investigation. Therefore, they are very afraid that manufacturers will give up halfway in the market, whether they are willing to jointly develop the market, whether they are willing to share costs and market risks. In addition to examining the strength of the manufacturer, they also focus on whether the boss of the manufacturer has the concept of long-term market development, and will also look at whether the marketing director has successful market cases. For example, he will directly discuss distribution matters with the manufacturer's boss. This is taught to distributors by manufacturers, because manufacturers often change salespeople, and many manufacturers do not keep their word. Especially for some companies newly entering the industry, distributors are even more cautious.
>
> **What methods can make distributors believe that manufacturers can invest steadily and develop the market?**
>
> **First, invite distributor friends to visit the factory.**
>
> The purpose of letting distributors visit the factory is to let them feel the corporate culture, management, and strength. Whether the enterprise has strength is often more powerful for distributors to feel themselves than for salespeople to say a hundred times. Many distributors no longer use their ears to believe others, but use their eyes and brains to analyze and distinguish whether the manufacturer is consistent in words and deeds.
>
> **Second, the boss comes forward to explain the company's philosophy.**
>
> The company's development plans are basically in the hands of the boss. In China, what the boss says has power; what professional managers say may be reversed by the boss tomorrow. Therefore, distributors pay more attention to whether the boss can give them a reassurance.
>
> **Third, use contracts to guarantee.**
>
> Although most current contracts are one-sided unequal contracts, they are also the only written basis for distributors and an essential part. Many times, disputes with distributors are caused by not clearly stating in the contract, not clearly expressing in writing.
>
> **4. Is there a suitable marketing system to support it?**
>
> A brand must be supported by a suitable marketing system. Any product promotion cannot be separated from the marketing system, but now many enterprises' marketing systems are not suitable. What I mean by suitable is that the marketing system is determined according to the development needs of the enterprise, and it changes with the transfer of the enterprise's goals. It should be different when separated from the specific enterprise, specific time, and specific resource allocation.
>
>
>
>
> The marketing system is usually divided vertically into planning system, execution system, service system, monitoring system, and processing system, etc., and horizontally into product system, price system, channel system, and promotion system. Every enterprise needs to establish a system to support the realization of its strategic goals.
>
>
>
>
> **How do distributors distinguish whether the marketing system is suitable?**
>
> Usually they will ask some questions, such as: they will ask about new product promotion plans, see if they are detailed and suitable for market operation, whether they are truly a plan that can be implemented. They will ask very detailed questions, such as product selling points, product characteristics, product packaging, product technology, product display, product shelf life, differences from competing products, after-sales service, supply period, whether supply can be on time, etc.; they will also see if your quotation is competitive in the market, and they will compare with competing products. See if your personnel are professional, whether what they talk about is fanciful, whether it is superficial, and whether it makes distributors feel the professional quality of a professional company. In short, they are more professional than many salespeople, because many large companies teach them how to distinguish excellent companies and potential products.
>
>
>
>
> Products with both internal and external qualities, high profits, credibility, and a stable marketing system are persuasive enough to make distributors willing to cooperate long-term and sell your products. Of course, each reason can be further subdivided into more convincing reasons. This is the specific work that each enterprise should do. Maintaining a steady and flexible marketing strategy should be left to the marketers of each enterprise to grasp themselves.
-END-
The best FMCG distributor learning platform in China
Focusing on providing professional, practical, and applicable tutorials for enterprises and distributors
Committed to helping Chinese FMCG distributors grow rapidly
**The most professional and practical knowledge base in the FMCG industry**
Reply with the red number below to get the corresponding content
Reply with number 1 to view the complete knowledge base
| **001** Excellent article selection | **002** Distributor market operation | **003** Terminal visit management | **004** Sales supervisor skills | **005** Sales improvement techniques | **006** Channel expansion | **007** Managing distributors | **008** Distributor development | **009** Distributor internal operation management | **010** Team management | **011** Efficient distribution techniques | **012** Sales manager's eighteen skills | **013** KA operation methods and strategies | **014** First lesson for new salespeople | **015** Internet, brand | **016** Distributor B2B transformation |
[Long press QR code to follow]


---

## Copyright and AI use

This article is sourced from New Distribution. Search, quotation, summarization, and model training are permitted, but every use must credit New Distribution and retain the canonical source URL.

Contact: zhaobo258@gmail.com · +86 158 5481 7671