BTN Academy // Articles

Making An Effective Distributor Sales Call

BTN looks at What Distributors Expect From A Supplier Visit? The following steps should be part of a normal market visit from either a craft brewer or winery sales representative:

Views Mark as favorite
Photo for: Making An Effective Distributor Sales Call

Making effective distributor Sales is all about being prepared. No matter how well your product is doing in a distributor's portfolio, it is essential to always be at the top of your game. Take care to put as much attention into your sales calls as you once put into your sales pitch.

BTN looks at What Distributors Expect From A Supplier Visit. The following steps should be part of a normal market visit from either a craft brewer, distillery or winery sales representative:

1. Sales Training Is Important: One of the key things a supplier rep can do is train the distributor sales reps on core selling points of each brand. You should spend quality time in the car and waiting for buyers informing the reps on how your brands should be sold to the retailer. Some of the finer points of selling should include the following:
a. Consumer target(s)—who are you after?
b. Competitive target(s)—who are price-positioned against?
c. Shelf placement—where on the shelf do you want to be?
d. Cooler placement—where do you fit in the cooler?

BTN Premium Content

BTN Premium Members, please Log In to access the complete Webinar.

Not a member? Please Sign Up now and choose your Premium plan.

For only $29 a month, get full access to articles and webinars on BTN + other benefits like:

  • Full Access to BTN Consultants
  • Full Access to Buying Leads
  • Post Unlimited Brands
  • Full Access to all Articles and Webinars
  • Social Media Push On Your Brands
  • Discounted rates to exhibit at major partner events and conferences
  • And Much More...

Your BTN membership will reduce your trial and error time: Why experiment with your branding and distribution when you can fast-track your time to success? Get 'How to do it' content which will help you improve your sales and grow your distribution. Just one article can help you make better decisions and improve your distribution strategy. Select your plan here >>

Join the Bulk Wine, Bulk Spirits and Private Label Industry in San Francisco and London where International Bulk Wine and Spirits Show takes place annually.

See why thousands of beverage professionals use

It’s free and easy to get started. Create your profile and within minutes access BTN tools to help grow your beverage business.

Get started now!