Where and how to find dealers: 6 best ways
What are the pros and cons of various ways to find potential dealers and wholesalers? We select the most effective methods for creating and expanding the dealer network.
Sooner or later, any entrepreneur striving to develop his business, comes to the conclusion that the market in one region has a limited number of consumers. One of the most budgetary ways to expand sales channels is to create a dealer network. But the question arises, where and how to find dealers? And, most importantly, what methods will give the greatest return? Below we have presented the 12 best ways to find and attract dealers.
1. Take part in exhibitions
Qualified industry dealers always take part in specialized exhibitions. Thanks to exhibitions, you can go to professional resellers with extensive experience and clearly declare your product.
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The main minus of the exhibitions is that they happen infrequently and not everywhere. To visit them, one often has to travel to other cities and regions, bear transport and time expenses, not to mention the enormous expenses for participation and design of the presentation area. See how to take part in such events with a limited or even zero budget.
2. Submit a Dealer Search Ad
The simplest, fastest and most free way to let yourself and your product know is to place online ads on one of the popular classified sites. Here you can also try to find people who want to become dealers by looking at ads like “I will become a dealer” or “I will become a sales representative” and offer them my conditions.
The main minus of placing an ad – the fact of placing an ad in the style of “Looking for dealers” will talk about the frivolity of your intentions. Worthy partners are not sought in this way. Get ready for a large number of calls from people “from the street” who in no way will meet your requirements. Do not forget that the ads need to be constantly updated, as sites usually limit the terms of placement.
3. Post information in online directories
Manufacturers have the opportunity to create pages for free with information about their company, products and services, news, promotions and leave requests to search for dealers. Unlike the publication of announcements, the information is posted by the administration of the service. Catalogs are one of the most common channels used by dealers and those who wish to become them, having mastered a new type of activity. Catalogs are a passive but mandatory channel for finding dealers.
Your information may go unnoticed among a huge layer of ads from other companies. Your business proposal will simply be on the general list, and without an additional charge, you will not be able to distinguish it among others of the same kind. You just have to wait for calls that may not follow at all.
4. Post information on business forums
Typically, companies developing a dealer network use thematic forums in two ways. The first is simply to place an ad with information in a special advertising topic for finding dealers. The second option – in some tricky way to advertise your product in other topics, at the risk of falling under the ban. For example, a company representative may “pretend” to be a beginner businessman, describe the first steps of his business and casually mention the equipment he uses and his advantages. In any case, unlike announcements, on the forum you have the opportunity to paint your proposal in more detail, showing all the advantages.
Be prepared to respond to a reaction and possibly criticism of your information. Forums, after all, are forums that you can write almost anything on them. There is also a danger of engaging in a disadvantageous controversy with a competitor.
5. Attract competitors dealers
If you know for sure that the quality of your product exceeds the quality of competitors, you can contact the dealers of this company and offer them your conditions. Finding contacts is easy – most often they are listed on the distributor’s website. Paying customers are sure to be interested in your offer, and more favorable conditions, including discounts, the first test batch and so on, can convince them of a change in supplier.
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Of course, most dealers will refuse to change the finished supplier. In addition, it will take a lot of time for the salespeople to negotiate, justify the benefits, and more.
6. Go to dealers through cross-selling
Potential dealers are often worth looking for not where it seems at first glance, but somewhere nearby. For example, dealers of computers and laptops do not have to search among sellers of computers and laptops in a particular region.