sales revenues or sales volume reached by the distributor and if the territory the distributor works in has increased in sales during the last five years, adds Radin. In terms of the stores, find out if the products were delivered in a timely manner and whether the distributor helped them overcome problems with inventory and returns or assisted with promotions, he adds.
Once you have narrowed down the names on your list, do a Web search to find any pertinent information about the company. A Google search and, perhaps, even a Lexis Nexis search, could prove worthwhile. Settle on the distributor that you feel most comfortable with, one who you believe will rep your product in a professional and competent manner.
AT-A-GLANCE BOX
In-house sales staff
Pay salaried employees as well as finance their trips to sell your products.
Rely on your sales staff’s research to find appropriate outlets.
Bear responsibility for inventory and actual delivery of your product to those outlets.
Sales rep firm
Rely on that firm’s sales staff.
Depend on business relationships the firm has developed with the proper outlets and stores to sell your product.
Bear responsibility for inventory and actual delivery of your product to the companies the sales rep sells to.
Distributor
Rely on that company’s sales staff.
Depend on them to warehouse products closer to the outlets they sell to.
Rely on them to deliver the products to those outlets in a timely manner.