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Distributors (or, commonly, a "channel") are generally expected to bring something tangible to the table in the relationship. Sometimes, they have a large book
by kjs3 12y ago
Distributors (or, commonly, a "channel") are generally expected to bring something tangible to the table in the relationship. Sometimes, they have a large book of clients or have access to a market that the supplier can't tap. Often they also take on first tier support, installation, service and/or training. In many cases, they smooth out the suppliers cash flow by pre-booking and/or stocking product locally. A requirement to pre-purchase demo gear and/or have a certain number of employees trained/certified on the products is common.
So, based on what you've said, you don't have a sales pipeline, don't have a sales mechanism (and a web site isn't a particularly interesting one to companies who already sell primarily via the web), aren't willing/able to put in a significant cash investment in the relationship, and haven't mentioned support and training. They probably have a couple of dozen people a month come to them with "I have nothing to offer but why don't you trust your reputation to me, give me a big discount and let's do business together!". Their reaction really shouldn't be surprising.
- touny 12y agoMaybe I am wrong in my concept of distributor, for me there can be large distributors and smaller ones. Retailers of all sizes (small hobby shops or large hardware depots)
- kjs3 12y agoThere are all sizes of distributors. But that doesn't mean all suppliers make use of all sizes, and regardless of size, they're bringing something of value to the supplier. The small hobby shop, for example, provides hands on assistance that a distant supplier can't. Telling people who sell via web site you want to sell via website isn't particularly compelling in and of itself.
- touny 12y agoYou are right, differentiation with value is what would make my offer stand out.