What makes a good distributor? We think it comes down to confidence, and in particular the ability to give a sense of confidence to the dealer. So as well as access to a good mix of products, the dealer should feel that their distributor will go the extra mile –
to get deliveries out on time, to come up with exclusives and specials, to provide sensible and effective sales material, to offer useful management tools like virtual stores, to sugar the pill with good incentive programmes. A tough spec to meet, but we had some good input here from the web entries. And our winner was a full 13 percentage points ahead of the second-placed distributor.
Hugh Symons Distribution
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