THIS IS FOR PRODUCT OWNERS WHO ARE NOT SELLING OUT THEIR PRODUCTS THIS SEASON!

EXPONENTIAL: Sell to Scale

Move from single to double digit sales by recruiting distributors. This is a Practical guide from 18 years’ experience to infiltrate the open market, recruit distributors and sell more volume of your products and consequently lower your cost, and be more profitable.

MODULE ONE

BEGINNING WITH THE BASICS; CREATING AN ACCEPTABLE PRODUCT FOR TRADE. YOUR PRODUCT QUALITY, POSITIONING & PROPOSITION

  • Product pricing: Who is your product for and why?
  • Are consumers already buying? Are you promoting? How?
  • How do I know my product can be distributed profitably?
  • What would it take to distribute my product (Template/sheet)?
  • What is distribution and why do I need it?
  • Who should enlist distributors – myth busters?
  • Why you should enlist distributors
  • Checklist to enlisting a distributor (internal and external)
  • Template and document samples of agreement, pre-check lists etc

MODULE TWO

THE MARKET ,GETTING THE VOLUME SALE FOR YOUR PRODUCTS DISTRIBUTORS RECRUITMENT AND ENGAGEMENT

  • How do I attract Distributors
  • How do I begin? Delination (modern and traditional )
  • Further division of markets in Nigeria
  • 7 geocommercial zones in Nigeria
  • Which market is for what
  • Who is a distributor and who is the ideal one for me?
  • What have you produced and why should I sell/resell your product?
  • Identifying the best distributor fit for your product
  • How do I attract a distributor
  • Features of a distributor – what you should look out for
  • How to approach a distributor even if your business is small
  • What and how to ensure distributor loyalty
  • Sample/template for incentive calculation
  • Sample distributors agreement and checklist

MODULE THREE

HOW DO I ENSURE SUSTAINABILITY : DISTRIBUTOR MANAGEMENT & HYPERCARE

  • Credit sale and your receivables
  • Trade hacks to help the distributor sell more of and for your product
  • How to manage distributors not within your immediate market
  • Supporting structure to ensure continuity and manage trade relationship along the open market sales channels
  • Loyalty schemes to help your push
  • Out of the box relationship management tools
  • What have you produced and why should I sell/resell your product?
  • Strategies to be ahead and outsell competition with your distributor
  • Where should I recruit distributors - geography
  • Building my sales support system
  • Managing receivables (credit cycles)
  • What and how to ensure distributor loyalty
  • Best way to set up a distributor loyalty scheme
  • Trade promotions on a budget – Below the line

MODULE FOUR

BRAND SUSTAINABILITY & RELATIONSHIP MANAGEMENT

  • Simple strategies to beating your competition in open market
  • Simple strategies to beating your competition in modern market
  • Using scarcity as a tool
  • Trade promotion on budget
  • SME marketing tool kit
  • Sustainability: Becoming the preferred brand- consistently
  • Identifying market gap
  • Traditional ways to run research for open market
  • Product upgrade: capital investment and funding
  • Relationship management for different parts of the geography

© Tess Aromesule. All rights Reserved I Disclaimer

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