Normally in every business process, there is an exchange of products and money between producers and consumers through distributors. The distributor is a bridge between producers and consumers.
But to be a good liaison, the distributor must perform some special tasks to realize its main goal. Distributors should have successful strategies and tips that can help you distribute well.
Check out this article so that you know the success strategy of becoming a distributor. By understanding the success strategy, you will also make marketing products to the public easier to do.
The Definition of a Distributor
In general, dealers or distributors buy products directly from producers, distribute them to retailers, or sell them directly to final consumers.
Another opinion says that a distributor is a business entity or individual responsible for distributing trade products, be it goods or services, to retailers or final consumers. In this case, the distributor only takes the product ready for the manufacturer to sell without modifying it.
This is the role of distributors to meet the needs of goods that retail companies want. Distributors are companies that act as intermediaries for manufacturers. Dealers benefit from discounts on product purchases from manufacturers. The more you purchase products from the manufacturer, the lower the price of the product.
The average retail company does not buy products directly from the manufacturer. Only large companies or companies that deal with specialty products, such as vehicles or other luxury goods. Luxury goods transactions usually deal directly with the related producer company.
Distributor Roles and Functions
When carrying out distribution activities, distributors have roles and functions. The main role and function of the distributor are, of course, as an intermediary between producers and retailers or consumers. Check out a further description of its roles and functions as follows:
Buying products from manufacturers
The job of a dealer is to buy products (goods or services) from larger producers or traders.
Store products properly
After the dealer buys goods from the manufacturer, it is the distributor’s responsibility to store and maintain the product to remain of high quality. For example, when you become a distributor of computer equipment, you should have a clean storage warehouse and goods stored in packaging that keeps the products inside.
Selling products at competitive prices
Indeed, distributors benefit from margins on product purchases from manufacturers. Even so, this stage is your competition with other distributors. You as much as possible to keep a profit but must maintain a competitive selling price. That way, you can get maximum profit and remain the choice for your prospective buyers, whether retail businesses or end consumers.
Distributors also have a role in moving or transporting products from producers to retail companies or consumers. After the goods stored in the warehouse have to go out and the buyer schedules delivery, you as the distributor are responsible for the products sold to make delivery.
Even so, there is a certain agreement concept when making deliveries—usually related to the costs required when making deliveries, to later enter into accounting records. Through the agreement, the transportation costs can be borne by the seller or the buyer.
Doing product classification or sorting
The dealer is responsible for sorting the product. Doing sorting is important because usually, a product has its classification. Sorting products depends on the size, type, and quality of the product so that the product is not mixed.
Provide product information
This means that the distributor provides information related to the estimated price and marketing of goods at a certain time that the field implementer will carry out.
Promote products attractively
This promotional activity includes an explanation of product benefits, product quality, product prices. Your product can promote through marketing channels. The promotion aims to introduce the product to consumers.
The Potential Benefits of Being a Distributor
No need for many diversified customers
Being a distributor means you don’t have to worry about most of the companies you supply. The focus for distributors is the quality of contracts with your clients, namely retail companies.
In contrast to retail companies, without many diversified customers, retail companies cannot grow or survive. Competitors in retail companies will certainly try to attract the same consumers as your retail company segment. So, you have to work harder to compete with your competitors.
No need to worry about some of the companies supplied
The main focus for distributors is the quality of contracts with your clients, namely retail companies. This still alludes to the first point. You don’t need to put in much more effort to get many different/diversified customers.
If the supplier successfully secures a contract to supply to a large retail company, the distributor may not need another contract to keep the business growing and survive.
It’s easier to build relationships with clients
Manufacturers and retailers tend to choose distributors they already know and have good working relationships before looking for new distributors.
Your focus as a distributor is to build good relationships with your clients. The result is that your income as a supplier will be more consistent, and you won’t have to market your distribution business to attract new clients aggressively.
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Key Strategy to Become a Successful Distributor
Expanding the distributor chain
It is undeniable that the role of distributors in the business world is very important. Therefore, what you need to do is build as many distributor chains as possible with the aim of reaching a wider market. The benefit is that you help rotate goods and market products quickly.
Creating repeat orders through competitive prices
Most people will certainly choose a product with a relatively affordable price and provide benefits & value. The price factor of a product is one of the keys to repeat orders.
Big profits are tempting, but the key for your business to survive is to keep customers from transacting with you over the long term.
Speed up product turnover
The usual obstacle that companies experience is product turnover. Usually, the product is difficult to get out and causes the goods in the warehouse to pile up.
Have good negotiation skills
As a distributor, it is very important to have good soft skills in negotiating with manufacturers. Because your ability to negotiate will be directly related to business profits, the more you manage to lower the price in the contract, the more you can have a profit.
Negotiation certainly has many strategies of its own. While negotiation theory is easy to find, you need experience and a good intuition in practice.
Optimize logistics management
In a distributor’s role, one is transporting the product and delivering it to the client. The role in delivering the product to this client is the responsibility in running the distribution.
For product transportation to run smoothly, you can use the Best Transportation Software from HashMicro. This system allows you to manage distribution by simplifying transportation, delivery of goods, and revenue analysis quickly and accurately. Switch to HashMicro, now.
Good key account management skills
Key Account Management is an effort to build good and sustainable relationships with clients. These skills that you should use are very useful for maintaining and enhancing your reputation with clients.
According to the Pareto Principles, about 80% of its revenue comes from 20% of its customers. So it is important to segment clients to find Key Account Management.
Carry out effective and efficient marketing strategies
Are you familiar with the concept of FOMO? FOMO stands for Fear of Missing Out. The FOMO strategy creates an urgency for the client to buy the product at a certain time and is being used by many companies as an effective marketing strategy.
There are many marketing strategies that you can apply, all marketing strategies you can apply if they suit your business needs.
The way to apply the FOMO strategy is to apply promos for a certain period. For example, when you are distributing wooden tables, by implementing the FOMO strategy, you tell the client that if you buy a total of 12 tables, then you are entitled to free logistics delivery for the next two days.
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