Key accounts are high-value clients serviced by the company's sales team. However, once discovered, the sales team can easily manage these key accounts, which collectively account for a sizable portion of total sales. They need to build trust over time and receive consistent care, right down to the level of technical support, which is best provided by a knowledgeable sales team. The remaining clients are split among several distributors for Honeybee Herb, each covering a specific section of the country.
Factors Need To Consider Before Selecting Distributors
- Product Line Coverage
It is not uncommon for various items within the same product line to be aimed at distinct markets or consumer demographics. One company's product line can include both calculators and semiconducting gadgets. However, unlike calculators, which can be sold at any store, electronic components distributors are required for distribution.
- Distribution Size
Some huge distributors serve a wide variety of manufacturers, and many distributors have been in business for a long time. They can reach clients thanks to the robust network they've built. On the other hand, niche distributors operate in HHC Flower and only carry a select number of products. Depending on the desired distribution footprint and budget, manufacturers can hire any distributor, from the cheapest to the most expensive.
- Distribution Channel
It is possible to group the various distributors according to their specialized services. Manufacturers choose distributors based on their specific needs, like Herb Grinders; distributors vary in the product lines they carry, the technical competence they offer, the types of consumers they target, etc.
Distributors with extensive customer and market reach are necessary for manufacturers focusing solely on serving large key clients through their sales teams. For logistical reasons, companies with a large sales force and complex products are likely to work with distributors with a narrower geographic reach.
- Distribution Policies:
Every manufacturer and distributor must have a written agreement specifying the minimum and maximum quantities of inventory to be carried, the commission to be paid, the assumption of financial liability in the event of obsolescence, the geographic areas to be covered, the elements of marketing strategy, the principal target segments, etc. The agreement must be mutually binding and acceptable to the industrial firm and the distributor. If there is no compatibility with the difficulties above, it will be challenging to run a firm.
