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Making An Effective Distributor Sales Call

Sales and Marketing


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:

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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?

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