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Supporting Distributors: Give Them What They Need
Manufacturers don't sell products to distributors; they sell through them, making them allies in the same trench. Since distributors are weaker than manufacturers, supporting them is essential for mutual growth. This support can accelerate product sales, expand market share, and enhance distributor profitability, building a strong alliance. Distributors typically request advertising, promotions, entry fees, rebates, and more. How should manufacturers support them? Not by simply meeting every demand, but by tailoring support to the distributor's specific needs based on their growth stage and type.
韩亮Supporting Distributors: Give Them What They Need
Manufacturers do not sell goods to distributors but sell through them, making them comrades in the same trench. Since distributors are weaker, manufacturers' support is essential for mutual growth, accelerating sales, expanding market share, and building a strong alliance. Distributors often request advertising, promotions, entry fees, rebates, etc. How to support them? Not by blindly meeting all demands, but by tailoring support to their specific needs based on their stage and type.
韩亮