Deprecated: mysql_connect(): The mysql extension is deprecated and will be removed in the future: use mysqli or PDO instead in /home/a26f9f83/public_html/articles/includes/config.php on line 159
Increasing Business Through Distributors > NetSparsh - Viral Content you Love & Share

Increasing Business Through Distributors

You're a small company with a good product. You are confident that the product can sell, but you don't have the financial resources to hire a team of fifty salespeople to market and sell the product for you. You also don't have the staff resources to support those that purchase the product. How do you make your good idea and good product create success for you?

Distributors can help market, sell, and support your product. Understand that you'll give up a piece of the pie, probably in the form of a percentage of revenue generated from sales, to have distributors support you. Some of the pros and cons of using distributors include:


  • If you hire a distributor already in your market, they know how to sell in that market because they will have presumably already been doing so.
  • Because they have been selling in your market, they have resources established specific to effectively market and sell what you have.
  • You don't have to incur the payroll and overhead expenses of bringing on these skills to your payroll.
  • If the relationship doesn't work, you can cut it off quickly, as long as your agreement allows.


  • Nobody knows your business or your product like you do, including a distributor.
  • You could be only one of many things the distributor is distributing.
  • Distributors may care most about the biggest fish ? who will generate the most sales and profit.
  • Communication with the distributor is rarely daily like it is with an employee.

Pros and cons are almost evenly distributed. The weight of each is dependent on the type of business you have and how willing or well you are able to manage the drawbacks. Distributors can and in many cases do work extremely well.

Sherry Schuller is President of Viral Commerce, Inc. and Zabbo Communications. She is the founder of the Conference on Strategic Growth for Businesses and Entrepreneurs, co-author of 222 Ways to Entrepreneurial Success, and has assisted many organizations with strategic planning, branding, marketing, advertising design, training, and application development. She was previously an Internet Specialist for IBM's leading North American distributor, Business Partner Solutions (now Avnet), and an independent consultant for various firms, including PRIMEDIA, Inc., the leading provider of targeted content and integrated marketing solutions in consumer and business-to-business sectors.

In The News:

This RSS feed URL is deprecated, please update. New URLs can be found in the footers at

TV Technology (blog)

ChyronHego Fills Two Leadership Positions in Asia-Pacific Sales Organization
TV Technology (blog)
John Foo has more than 25 years of experience in business and sales management for the technology industry. He joins ChyronHego from Ikegami Electronics Asia-Pacific, where he served for five years as strategic business director in charge of enterprise ...

Rory McIlroy's solution for unruly fans? 'Limit alcohol sales on the course'
With the growing popularity of TPC Scottsdale's 16th hole at the Waste Management Phoenix Open, it seems every tour stop is now dealing with a vocal minority of unruly fans. As we saw at the Honda Classic, Justin Thomas had one of the worst offenders ...
Rory McIlroy calls for limit on alcohol sales at golf events after fan repeatedly yells his wife's name on courseJOE

all 1,249 news articles »

Wall Street Journal

Justice Department Widens Wells Fargo Sales Investigation to Wealth Management
Wall Street Journal
A federal investigation into sales practices at Wells Fargo WFC -1.64% & Co. now includes the bank's wealth-management business, extending the probe beyond the firm's retail-banking unit where the problems originated, people familiar with the matter ...
Wells Fargo Breaks Key Support As Justice Department Widens Sales Probe To Wealth ManagementInvestor's Business Daily
Wells Fargo wealth management employees questioned by federal agents: WSJCNBC
Wells Fargo Probe Expands Into Wealth Management
all 282 news articles »

Business Wire (press release)

Just Desserts CEO Michael Mendes Announces the Addition of Dean Gold as Vice President of Sales
Business Wire (press release)
Over the past two decades, Dean Gold has advanced in key sales management positions working with the Club, Grocery and Mass Merchandiser channel. Gold was successful in expanding distribution and increasing sales with quality brands that featured ...

and more »

Why New Products and Digital Sales Will Be the Highlight of Nike's Third Quarter Results
Nike (NYSE: NKE) will report its third-quarter earnings on Mar. 22 after the market close. It's been a tough year for Nike with North American revenue, gross margin, and earnings coming in lower than the year before. In recent quarters, management has ...

and more »

The Register

UK tech whale Micro Focus: Share price halves as CEO quits, sales slide
The Register
The remaining management team are investing in more field sales reps, will give the top global accounts more love and will try to beef up the exec line-up across the pond, the company claimed. Micro Focus also reckoned its IT system issues are "under ...
Micro Focus Shares Collapse After Sales Warning and CEO ExitBloomberg
Micro Focus Shares Tumble Amid Sales Slump and CEO ExitRed Herring
Micro Focus shares plunge as chief quits after six monthsFinancial Times
Motley Fool UK
all 83 news articles »


Google's Diane Greene whipped the cloud business into shape with key technical hires, sales expansion
"This is something that, if you went back two years ago, you didn't see anywhere near as much activity in this space as you see now, because I think people are getting more comfortable with the cloud, with security, with financial management, cost ...

and more »

3 Reasons Why Deere & Company Stock Can Rise
Data source: Deere & Company presentations. However, the good news is that North American demand is growing again, in particular, large agricultural machinery demand. In fact, management raised its forecast for full-year sales growth as "the industry ...

and more »

Dairy Herd Management

Grocery Store Retail Sales Start 2018 with Solid Gains
Dairy Herd Management
Grocery store sales growth in January was up 4.5% from twelve months earlier, the biggest monthly year-over-year gain since January 2015. That increase helped to offset a modest 1.8% increase in food services and drinking place (i.e. restaurants, etc ...

FinCanna Provides an Update on CTI's Medical Cannabis Extraction Facility in Coachella, California and Receives ...
GlobeNewswire (press release)
To commercially advance these opportunities, CTI has hired an experienced sales team consisting of a director of sales, two full-time sales managers, and three independent sales contractors. Chip Coble, the Company's new director of sales, joined the ...

and more »
Google News

Do You Know How to Fire Up Your Sales Staff (When Money Isnt Everything)?

Money is the only thing that motivates a salesperson, right?... Read More

Profitable Relationships: Is It Amateur Hour or King of the Hill?

"We're in the relationship business?...airplanes are what we use to... Read More

Business Career, Executive Coaching Article - Perfection vs. Excellence

"(Howard) Hughes never learned how to convert his knowledge to... Read More

It?s Time For A Sales Management Revolution

Are you dog tired because of the way you manage... Read More

Seven Deadly Sales Mistakes That Cost Business Owners Big Money - And What To Do About Them

1. LOOKING for a "quick fix" to close more sales... Read More

Increase Your Sales - Accept Credit Cards

Many people today simply prefer the convenience of paying by... Read More

The Nine Warning Signs that You Need a Sales Video

Corporate videos are an important sales tool that can often... Read More

Sex, Drugs, & Rock-n-Roll at Trade Shows

Here's the Scenario...You're at a trade show. Out of town.... Read More

We Will Make It Back----- A Fictional Story Based on Fact About Sales Management Success

Bill Borders stepped up onto the podium. He had just... Read More

Outsourcing the Sales Function

Small to medium companies that want to increase sales or... Read More

All Small Businesses Need to Gather Community Intel

How well do you know your community? As business owners... Read More

The Spirit Of Change

A Highly Conscious Approach To Business Management. For more on... Read More

Run a Productive Business From Your Car-Office

The way we do business has changed dramatically over the... Read More

How to Organize a Seminar or an Event

Seminars and events have always been implemented as a holistic... Read More

14 Top Lead Generation Tactics

According to former Harvard Business School professor David Maister, typical... Read More

The Boss from Hell: Quick to Criticize, Slow to Praise

So you have a boss who dumps all over you... Read More

Whats a Professional Sales Manager?

I was in the depths of a major depression. As... Read More

Hire A Six, To Consistently Produce Sales Success

For many years as a sales manager, I would only... Read More

How Exhibitors Can Move More Attendees Closer to Buying

Q. What's the single, biggest change exhibitors can make to... Read More

Your Extended Shadow And Successful Sales Management

In a small midwestern town, the local high school of... Read More

Investing in Your Sales Team

While there's no easy answer to this question, there are... Read More

Pointless Targets

I recall a heated discussion with a sales director some... Read More

How to Win Over the Man in the Chair Salesmanship, Repetition, and Direct Mail

In a classic business-to-business print ad from the late 50's... Read More

Sales Forecasting For New Businesses

Sales forecasting is the process of organizing and analysing information... Read More

Are Your Business Proposals Losing You Sales? 10 Steps to Get the ?Yes? You Deserve

Your ability to write an effective and persuasive business proposal... Read More