Distribution channel building process as easy as 1-2-3
Vanik is the only source in India where information on verified distribution partners – distributors, dealers, wholesalers, stockists, C&F agents, superstockists, sales agents – from all over India are available online. Getting details of a verified distribution partners looking for products that you offer - is about half the work done !
Unfortunately – the other half is equally important. You need to negotiate successfully.
It is our experience that even with best leads - where distributors are eager to take up distribution - negotiation breaks down because of inadequate communication. Distributors are experienced people, most have years of experience in distribution business, handled many large / national brands. They quickly lose patience if communication from brand / manufacturer is incomplete or inadequate. Problem is, brands / manufacturers often fail to realize inadequacy of their communication because of inexperience. Result, a sure deal breaks down
The urge to pick up phone and dial immediately without any preparation, without preliminary homework is among the biggest causes of deal breaking. Cold calling gets less than 1 percent success.
You need to warm up the lead gently and initiate business discussion. Your first communication should be such that distribution partner finds it hard to ignore.
Vanik offers a tech enabled process for warming up leads, establishing communication in a way that builds mutual trust and eventually lead to successful conclusion. Result ? over 80% response