Angusmacg

Territory Account Mgr.

Finally a new job and a sales approach question

I started a new position about 3 weeks ago and already have some new opportunities in the pipeline. We aren't talking thousands of dollars initially but all could amount to consistent business over the years. Good time off, pay is good, bonus and commission, and car allowance plus gas reimbursement.

The question is that there will be some direct sales (what I am used to) but also trying to establish a few dealer/distributor locations. I haven't worked with the latter so would like to hear how some of you approach that type of "sale"?

I dont have discount schedules or anything as of yet as the company primarily bases discounts on volume. the other issue is my employer is based in Canada so the discounts they use their is different than the US (a newer market for them) because of the exchange rate.

✍️ Sales advice

👍 Sales Process

12 comments

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GDO

Politicker

BDM

We always used the volume discounts "as we go" with new partners.

They get an extremely small discount with the first order. But every time they go over a threshold with their next order the product becomes cheaper. Until they are at "partner price"base price" or however you call it.

From then on there is a minimum yearly volume to stay at that low price. If they don't get that they will lose the base price and go one price level higher until they are again doing enough turnover.

I have no clue if this helps or is feasible in your industry.

Revenue_Rambo

Politicker

Director, Revenue Enablement

@GDO is spot on here for incentivizing this type of customer to drive volume.

I would just add that to get the initial sale you have to focus on differentiation. What makes you better that your competitors? That should be their primary reason for doing with you while pricing incentives are used to bolster the ongoing relationship.

Angusmacg

Valued Contributor

Territory Account Mgr.

Thanks! It seems that’s what the company appears to do. Hopefully as I get more into the role and planning out my territory I will have the discount schedules available to me. I do know that the exchange rate does have an effect on the discounts based on discussions with my manager.

Diablo

Politicker

Sr. AE

What’s the product?

Angusmacg

Valued Contributor

Territory Account Mgr.

Cabinet doors and laminate countertops

oldcloser

Arsonist

💀

This is way out of my scope. I can only suggest you lean on other sellers for their best practices. And… might you have a sales manager to help?

pirate

Big Shot

🦜☠️ Account Executive

Reach out to the distributors in the region. Introduce yourself. Ask if there is interest. You will need an attractive pricing model so how much margin does the distributor get?

poweredbycaffeine

WR Lieutenant

☕️

Very few people in this group have experience selling what you’re selling.

I’d ask someone like @HVACexpert perhaps regarding how to sell non-tech.

Angusmacg

Valued Contributor

Territory Account Mgr.

I’ve been selling various products for years but typically direct B2B. Ive also worked for a distributor so know that end but not the relationship between manufacturer and distributor when it comes to establishing deals, discounts, and terms. I do know that when the opportunity arises my manger will assist but I prefer to know more ahead of time rather than learning as I go.

HVACexpert

Politicker

sales engineer

Thanks for the tag powered. The first thing is to decide which markets to work on and search for some existing distributors and search their product lines. See if yours provides a way to fill a gap for them. Next is the contract and terms to sign off on as well as territory and/or market they will cover. As far as pricing goes they need to be Anle to buy it for under market value so they can fairly mark it up to market level. If your product is a fast turnover unit they might put in standing orders for it.

I would check big box retailers as well if your product is a good fit for that. Margins for the might be lower but you would probably move more skews that way if you got hooked up with a Home Depot or something

LambyCorn

Arsonist

A mfkn E

How about cold calling the dealers to set a meeting? The good old classic way

Angusmacg

Valued Contributor

Territory Account Mgr.

Yes. That is the approach right now. Slow going but overall receptive cold calls which is a change of pace for me

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Angusmacg

Finally a new job and a sales approach question

12 comments

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