How to enter the distribution network

To enter the federal trading network means significantly increasing the level of sales and reaching the target audience as much as possible, especially when it comes to the metropolis. According to statistics, 80% of Petersburgers make purchases in chain stores, a slightly lower figure for other cities. That is why many manufacturers seek to get into the retail chains of Russia at any cost. And what actions need to be taken for this?

Instruction manual

1

Decide which retail chain will be the most attractive option. To do this, it is necessary to collect information about its work, the characteristics of the product items, if possible, talk with suppliers of products and get the most information from them. You can ask about the conditions, but you need to consider that in your case they will be different. It all depends on the terms of the agreement.

2

Specify the method of communication with the contact person on the issue of cooperation, it is desirable to know the name of the employee. This information can also be used for your own purposes. It is proved that a periodic appeal by name allows you to place the interlocutor in a dialogue and in his conversation to persuade him to his side.

3

Contact a representative of the distribution network and make an appointment. Telephone calls are not the best way to resolve such important issues. Personal contact in this case is an important component of a successful contract.

4

Get ready for the meeting. You should be so good at orienting yourself in your products that the interlocutor does not have doubts about your competence. Visual materials, excerpts from the business plan, business results, prospects for future development, and a detailed and most importantly calculated marketing strategy are things that will be of great help during the presentation of a commercial proposal.

5

Clarify all the nuances of cooperation, such as the amount of supplies, the conditions for placing goods on the shelves, the possibility of using additional equipment, the timing of the sale of products, details of cancellation of marriage, etc.

6

Enter into an agreement if you fully agree with its terms. If there is a disagreement or the price of the "admission ticket" is unbearable, then you should not commit rash acts. Stop, think again, calculate the risks, offer to amend the text of the contract. In any case, if a preliminary agreement has been reached, then it will be easier for you to return to this issue after some time and, possibly, conclude a contract on more favorable terms.

note

The most difficult thing is to enter retail chains of federal significance with a multi-billion dollar turnover; the price of an “entrance ticket” may turn out to be too high for manufacturers even of the middle hand. The contract, as a rule, is concluded for a period of at least one year (usually from January), therefore, finding free space on the shelf is not so simple. And international retailers are much more demanding than Russian ones, and any withdrawal from the contract is punishable by severe penalties until the termination of cooperation unilaterally.