The Distributor Channel

Nothing can be more rewarding for a salesperson than launching a new territory.  The drive to build something where nothing stood before shines through the history of mankind; explorers did it, pioneers did it better, and entrepreneurs further the process.  The sales guy new to uncharted territories continues the march.  But, the road to success is littered with frustration and failed attempts to “gather momentum and succeed.”  Since there are many companies launching new territories and very little information tied to the process of launching a new territory, I will be devoting the next couple of posts to the topic.  Variations of new territory Your new territory probably falls into one of three basic categories: Accounts once served by a salesperson no longer with your company and largely ignored for a lengthy period of time. A collection of previously underserviced accounts (sometimes called house accounts) where no salesperson has actively worked with the customer, yet s

Several years ago – June 7, 2013, to be exact, I hit on the  topic of direct sales. Ever being the purveyor of catchy phrases, I called out the practice for what it can be and often is - “More Channel Killing Blunders: Direct Sales Policies.” Being an easy touch for requests from readers, especially those who flatter me with kind words and mentions in their group posts, I decided to touch the third rail on more time. Moistening my finger, I have fortified myself for hate mail and ardent argument. Receiving these questions from a friend in Latin America where the water drains in a clockwise direction, the Southern Cross (constellation Crux) serves as a navigational guide and I am happy to say distribution flourishes. I decided to share my thoughts with everyone. ⦁ What would happen if the manufacturer had to deal with all the contractors and electricians in the country? ⦁ If a manufacturer chooses to “cherry-pick” some of the best geographies to work direct, who handles the s