B2B Sales Channels Distributor vs Sales Agent
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- čas přidán 18. 01. 2015
- www.driveyoursuccess.com
Looking to make a decision on whether to sell your products through a distributor or a sales agent? If so, then this video is exactly what you are looking for.
The video explains how business-to-business (B2B) enterprises should go about choosing a B2B sales channel. First, it starts by defining the pros and cons of selling products through a distributor versus selling products through a sales agent.
The pros of selling through a distributor include benefiting from the distributors network of salespeople, their contacts, their knowledge and their market insight. The cons of selling through a distributor include not knowing the final pricing customers see, not fully understanding where your company fits in the distributor's priorities and not knowing what types of mark-up or margins the distributor is taking.
In terms of the sales agent, the pros are that you only have to pay a sales agent a commission on the sale. Also, you don't have to worry about who provides pricing to your customers. When selling through a sales agent, you control the pricing your customers see which means you control market pricing. However, the cons of selling through a sales agent or sales firm include the fact that many aren't committed long-term. Some sales agents aren't product specialists and some will sell anything to anybody.
Finally, the article explains why using benchmarks and key performance indicators is so important when measuring the success or failure of your B2B sales channel - whether it is selling through a distributor or a sales agent.
![How Distribution in Film Works - Film Distributors Explained [Stages of Filmmaking, Ep 6]](/img/n.gif)
I love the fact that you are exemplifying the theory. Thank you.
Great information. Direct and to the point! Thank you
Super helpful. Thank you Ian! You are a great teacher.
Excellent. Thank you for the clarification.
thank you Ian for this very specific info. Helps a great deal trying to navigate next steps!
Excellent presentation with real world usable advice!
I'm a latecomer to this party, but Ian - THANK YOU. I think these videos are terrific, and they're been a terrific asset in helping me get a handle on our new manufacturing business. Looking forward to the rest of your recordings!
No Problem. Please subscribe - I will be putting up new videos soon.
My concept has been cleared thank you for making such video..
Very good explanation!! Thank you
I´am in similar branch of business and still I always learn something new from your videos. Kudos.
Thank you very much. It means a lot to get that kind of feedback - it really does. If there is a topic or issue you want me to cover, just let me know. Take care. Ian
Ian Johnson Don´t mention it. I don´t really have specific topic or issue, I discover my "holes" in knowledge little by little by watching your videos. Just keep doing what you are already doing. I would have a question why you have so few subscribers and views? I know it´s a niche, but still, I had to pay for some of the things you talk about.
Anyways I hope you get more business and more views on your channel, it really is informative and useful.
Sollertis I could definitely use more business and more views on my channel and subscribers to my blog. I do this in my spare time - don't make much from it - but I do enjoy it. I think people expect the answers too quickly and there are no easy and quick solutions when it comes to business. I am at 1600+ subscribers and slowly growing - so hopefully it builds up over time.
Ian Johnson I agree. Your channel will definitely grow based on the quality of your videos alone. You deserve a lot more subscribers. It is just weird to me that more people don't want to grab useful information handed to them...but I guess that´s people beign people.
Very articulate and clear thanks!
excellent and very informative
very informative. thank you!
Great video. Thanks. Now I'm just wondering how I get a distributor... I'd appreciate a video about that :)
Thanks for this info!
Very useful - thank you
this is excellent information
is it a bad sign if they don't want to give quote information?
20% of markup might be enough if you are distributing commodities.
But in many industries 100%-300%of markup is needed to have a sustainable distribution chanel.
this is clever. i love it.
Thank you
good vdo. thx for information.
+Wichithanant Pluess Thanks for the feedback! Take care - Ian
Thankyou sir
Hello, I really liked your video I am currently in a very important momment with my compnay, I am fighting against a Goliath, any chance we could exchange some ideas to target solutions. Thanks!
Hows it going all these years later?
How can I find a distributor?
What are the payment terms with Distributors in b2b scenario?
L/C at sight or T/T
If a sales agent is a lead generator then appart from the 10% they should get at least 1% for every lead. Otherwise they are fooled.
badly need your help..please tell me how can I contact you..I looked for you linkdin but no help
Is this video targeted to retailers or the manufacturer?
Hello True. I was away on vacation. It can apply to either.
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