A distributor-based business benefits from having many organizations actively selling its products based on geographic location or market focus. This helps scale the business and create predictable revenue streams for manufacturers.
Getting the most out of these distributor relationships requires proactive engagement and management. Unfortunately, this often is where inefficiency, miscommunication and poor collaboration enter the picture.
Four ways manufacturers can maximize distributor performance
Water quality and reliability are critical for customers, according to J.D. Power study
Considering the high stakes of public health associated with residential water delivery and quality, the state of a water utility’s infrastructure is critical to customer satisfaction. It is also a crucial factor in a utility’s ability to garner support from customers and other stakeholders for improvements, according to a J.D. Power 2016 Water Utility Residential Customer Satisfaction Study.
We have all heard of, if not studied, the famous book, A Tale of Two Cities, by Charles Dickens. The book deals with several critical social issues in Paris and London in the late 1700s and by some accounts is the No. 1 best-seller of all time. Although what we discuss here will not become as famous as the Dickens book, it will address some pressing issues that are being examined closely in California and around the world. It is the story of two California droughts, one in the late 1970s—considered the worst in the state’s history—and one that began around 2012.
Water efficiency strategies help California weather its ongoing drought
A water treatment equipment manufacturer’s best assets are its dealers. They choose to do business with the manufacturer, so it should be committed to earning their trust on a daily basis. As a result of their continued partnership and hard work, their experience working with the manufacturer should be rewarding and meaningful. Therefore, it is the manufacturer’s responsibility to provide the tools they need to run successful businesses in their markets.
Manufacturer’s training program helps dealers develop skills
Choosing to sell your products through manufacturers’ representatives and distributors is expensive and requires a lot of time, but, if done correctly, can yield significant revenue growth and profits.
In reality, doing this correctly often is complex. The responsibility is on the manufacturer to establish, build and manage these relationships on an ongoing basis. Constant communication and collaboration are critical for maximizing results.
A five-step approach to ensuring your distributors succeed
You had the appointment and it went really well. You narrowed down the customers’ needs and felt like you were open and honest with each other. You really felt that you had a great rapport with them.
How to handle non-responsive prospective clients
Kwik-Coach allows the company’s dealers to access FAQs, videos, how-to guides, funding tips & webinar signup information
Foundation Finance Co. has launched its first mobile application, Kwik-Coach, for dealers to use as a training resource. The mobile application features answers to frequently asked questions, training videos, how-to guides, credit and funding tips and webinar signup information.
Kwik-Coach is a fast and easy way for Foundation Finance dealers to get answers to all of their financing questions.
“We’re always looking for ways to make financing as simple as possible for our dealers,” said Amanda Spence, Foundation Finance marketing program manager.
In a perfect world, distributors and independent sales representatives would be motivated to sell a manufacturer’s products and go above and beyond to exceed their revenue expectations. In reality, competing priorities, lack of product understanding, or just plain “out of sight, out of mind” challenges can impact the results from a distributor network.
Shared plans can help manufacturers & distributors meet goals
NGWA members will have easier access to water industry bids, projects and funding opportunities throughout North America
The National Ground Water Assn. (NGWA) and SplashLink.com announced a partnership that will give NGWA members easier access to industry bids and projects, as well as funding opportunities throughout North America.
“SplashLink.com provides a resource that is unique in the water industry,” said NGWA membership director Trisha Freeman, “We are always looking for ways to simplify our members’ lives, and SplashLink.com is the only service to put projects and funding in one easy-to-use Internet resource.”