11.26.13
Dual Dueling Distributors
Two distributors, representing the same products and manufacturer, dueling for the same customer but with two different approaches…
A flooring retailer was interested in carrying a product line but there were certain concessions they needed as far as terms and rebates. Distributor A, a large distributor, had so much bureaucracy that after 6 weeks the retailer still does not have an answer. Distributor B, a smaller distributor, responded and had samples, terms and rebates to the retailer in less than two weeks. Distributor B won the business.
Dual distribution is challenging and often times distributors think that winning or losing business is due to price. In the example above, product pricing was never the discussion. It was service, response time and the willingness to negotiate for long-term business. As companies grow and add layers of management, it is important to continue to be able to respond quickly to requests from the field by first allowing sales representatives flexibility to make some decisions and then if it is an upper management decision, the field needs to have confidence that they will have an answer in a few days.
Wishing you and your family a Blessed Thanksgiving!
Regards,
Brian
