Selling through Distributors


Retailers stock specialty food and beverage products because the most profitable customers are also the heaviest users of specialty items. Without the rapid replacement, store specific system provided by distributors many retail outlets would be unable to efficiently source specialty lines. Distributors offer a powerful sales coverage and delivery system that can expand volume and product availability.

For many companies the leap from self distribution to distributors is mismanaged from the initial contact. Not understanding the system and the new costs involved frequently results in under pricing, frustration, loss of control, and eventually a complacent attitude. Even well established companies retain outdated methods no longer effective in a changing marketplace.

Blackpoint helps management understand how to avoid unproductive activities and maximize the benefits of the distributor system.

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Consulting that works...

Contact John Roberts at 732.272.7343 or JRoberts@BlackpointManagement.com