Why should your Distributor trust you?

A former distributor of mine playing in the food and beverage category as well as Biscuits, Candy and gum space called me to seek my advice on whether he should pick a distributorship with a particular company who came to sell their GTM strategy with him.

The sales manager told him he will be made a key distributor covering the whole of Abuja if he brings a N100M.

He believes the products will do well in the market but shares certain concerns and doubt (Trust is key)

In his words “If I help them to push the products into the market, they will start appointing other people as distributors, It means all my effort will be in vain when it is time to enjoy”

Most distributors share this doubt when you are hunting for Distributor.

In my 10 years sales experience, I have had to the opportunity to manage 11 Key distributors directly or indirectly across North central/North west/North east Nigeria and 80% of them still calls me at least once in three months just to seek professional advice.

The question is why are they still calling me even after I have left?

If you must be respected in this industry, then make the listed advice your habits always

1.??????Your Distributors must know that your first loyalty is to the company that you work for and not to them even if you are there to grow their business.?(Do not give room for compromise, they value integrity and always ensure to show the Win-Win strategy)

2.??????Be very straight forward with your Distributor when having a business conversation. Even if the business model/program/scheme will not favor them as much as it will favor’s your company (always stress on the long-term goal the decision will have on their business to gain their commitment)

3.??????Being the MD of your Region, Area or Territory does not make you the MD of your company so when having a business conversation always use the phrase “For Now”. It means you can come back to change a communication if business leadership changes policy or program. Your distributor will understands that the program/Policy is?temporary and will not hold you responsible on the account of making false promises. (Do not make ambiguous promise to seal a deal, it will back fire)

4.???????Always give room for feedback, Feedback will always give you Ideas on how to handle their objections.

5.??????Communicate all trade scheme to them before deployment. This will help them to understand the effort your business is putting to help them sell out.

6.??????Always share a sell out plan when ever you are requesting for additional cash injection. It shows you are not planning to tie their money down but to help improve their ROI.

7.??????Always avoid conflict of interest (They will test you with gifts, be careful not to fall for it).

Share your taught and experience with some major key distributor in the Nigeria Market,