In
all over the world there are 80% sales come through distribution sales. All
FMCG, Telecom, Device sales are based on distribution sales. You know very well
that Unilever, BAT, Nestle, Airtel, Nokia, and Samsung etc all giant company
sales come through distribution. So distribution sales are executing by
distributor as well as retailers. Retailers doesn’t get product directly from
company as well as company doesn’t sell products directly to retailers without
the help of Distributors. So, local distributors are playing the vital role for
distribution business.
Maximum
times we are watching that distributors do not follow sales manager
instructions. So that sales managers feel helpless, hopeless. As a result sales
manager got less motivated about his sales job and that things just hit his
sales performance. Only two ways you can control your distributors. If you
follow this two techniques then your distributor not only control by sales
manager but also obey him. Two techniques are:
1.
Monthly
ROI
2.
Market
Visit
Monthly ROI:
Every distributor is doing business
for his benefit and profit. If he gets it normally then he will be pleased for
company and sales people. If he doesn’t get it properly then distributor will
be against company and sales people. Then relation will be breakdown. So as a
company person or sales person at the end of every month you have to give
proper ROI to distributor though the ROI be positive or negative. You give him
the ROI hard copy and take claim sheet by the both signature of you and
distributor. Then it would be the valid copy for further reference of
distribution profitability. This way every sales person can control
distributor.
Market Visit:
Market visit is another tool to
control our distributor. As a sales manager you have to go to micro and macro
market regularly. You have to make vast market visit in micro and macro level
and make strong relationship with retailers. When your relationship will be
strong with retailers then you will be control market fully by your own grip.
So if your distributor tries to misguide you as well as give threat
to you then no matter because market is in your control. If your distributor is
disagree with you then you can appoint new distributor in your area.
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