Distributors only work with people who make it easy to learn, position & sell product lines. The harder you make that process for them, the faster they get to an “Inactive State”.
Manufacturers know that to solve for “Distributor Inactivity” they need Distributor Enablement.
Manufacturers arming distributors with what they need to successfully position and sell their products in the market.
RESULT: Experiencing increased sales for the distributor, increased production for the manufacturer & satisfied end-users.
Your distributors are just like you. They are looking to reach their own targets, service the needs of their clients and act out of their best interest. If you’re asking this question it’s because you don’t have any standard programming in place to help you answer it. Manufacturer’s who have an enablement strategy in place can answer: who needs to know about our products, what do they need to know to position/sell our products, what have we provided them to support sales and what are the next steps for our team to make our partnership a priority.
Distributors and their sales team will sell your products ONLY when they fully understand it. They will recommend your products to their clients when they feel confident that they can speak to it and that it will resonate with clients. Video is the most engaging way of communicating your offerings by tapping into audial and visual senses. Studies proved that people retain 72%+ of information on a video and only upto 27% when reading text. On their own time, people watch an astounding average of 19 hours of online video per week. If you don’t provide them a video, somebody else within your industry will!
The reason you’re experiencing “dead production” from 80% of your accounts is because distributors have chosen to “bottom shelf” your products & frankly your relationship. The harsh truth is they carry your products but have given up on trying to recommend how/why your products are a good fit . Distributors and sales teams resort to pushing products that they know best and feel comfortable communicating. To activate your full book of business, you need to enable distributors on the things they need to conduct business on your behalf.
There’s plenty of reasons why an account CAN see organic growth. Some of the more obvious reasons are natural market fit, high demand, market size. If your team spends time with distributors with little growth it’s because your meetings aren’t productive. The reality is that without clear programming between you, there’s no mutual understanding. When was the last time you asked distributor’s about their sales process? Do you know what THEY need to position you?
If you don’t have these answers, you should start there.
Companies that don’t want to learn. Companies that are looking for overnight successes. Companies who don’t have a collaborative work environment. Companies who believe their distributors are selling too much. Manufacturer’s that are happy with the volume of products all of their distributors move. Manufacturer’s who have a high distributor activation rate (they are buying increasing volume & frequently).
Ali Hammoud, the CEO of V-selling is a business communications graduate and former Partnerships Manager at one of the leading video technology companies on the market. He also spent time in Partnerships for Clearco (led by Dragon’s Den Michele Romanow). After consulting on complex video solutions for many Fortune 500 companies and small businesses alike, he identified that the pain points that most companies face selling can be alleviated through the utilization of video in sales and marketing. After spending 8 years in a rapidly changing sales & marketing climate – he’s put together the masterplan to usher in the new way of communicating in Channel Sales.
V-selling’s mission is to usher in the new age of manufacturers through effective communication.