Are there any examples of successful incentives that could be used with distributors?
This question was asked at our recent webinar – Finding the right agent or distributor to grow your business overseas
There are the usual monetary incentives such as discounts if they make a larger purchase and hold more stock, but in my opinion and in my experience the best incentives are making sure you maintain a level of contact and communication offering support and information.
Also…You should also be calling them to account on a regular basis checking progress. This level of ‘Carrot and stick’ management works.
If they have a salesforce, then go out for a day with one of their reps and see what incentives might work there if your distributor allows it?
Please find here a few points about how to deal with a distributor: http://www.thebrc.co.uk/distributor/
Hope this helps,