Distributor Appointment Guide - Step By Step Guide On How To Convert Distributor Leads Into Offline Distribution Channels

Finding reliable distributors, interested in your products, is not easy – given the vast, fragmented and unorganized nature of Indian distribution market. However, even with reliable, matching distributor leads – many brands fail to convert the leads into business. Over last 17 years, we have seen many entrepreneurs successfully utilizing distributor leads and building distribution channels while few others failing to do so. This guide helps SME brands with a proven and tested way of converting distributor leads into offline b2b distribution channels, based on our experience of acting as bridge between brands and distributors.

How This Guide Helps In Every Step

Common Mistakes	How It Affects Business	How This Guide Helps
Calling distributors without any homework, preparation.	Distributor takes your call as another spam, does not respond or worse treats you as unprofessional	Get step-by-step guidance on how to prepare with model proposals, templates
Not sharing required background information	Distributors are unable to engage without information about your company/product. May lose patience and stop taking your calls.	Get model business proposal and introductory mail / WhatsApp message templates
Inadequate or no follow-up	Follow-ups are essential for B2B negotiation – no follow-up or worse wrong follow-up harms your reputation	Proven and tested follow-up scripts with guidance on timing and frequency. What to do if no response
Wrong negotiation	Directionless negotiation, not following market norms may lead to deal breaking	Get a complete roadmap and basis of negotiation – mutually acceptable for brands and distributors
No Go-To-Market (GTM) Plan	Without a clear GTM – your distribution goals are unlikely to be fulfilled	A concrete 30-60-90 day GTM plan – with week by week goals and tasks
Lack of market awareness	Without clear understanding of what works and what doesn’t – deals may fail to materialize	The guide lists 10 common mistakes that SME brands make during distributor appointment and how to avoid them