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Archive for the ‘distributors’ Category

Those of us who work with distributors are generally of the opinions that ‘you don’t sell to the distributor, you help it to sell to the enduser’. That’s rule number one in the game. And if it’s true about selling there’s a strong implication that it’s also true about marketing and that’s reinforced by rule number 2 viz ‘don’t expect your distributor to do any serious marketing; that’s your job’. And as rules go these two are pretty good: most of the time. (more…)

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Shen Wei, CUE president, JDJ and Suzanne Oliver, HLBBShaw

I attended, and participated in, the Cambridge University Entrepreneurs (CUE; www.cue.org.uk) ‘Entrepreneurs’ 5K challenge’ training event today. It was attended by about 70 very keen (it was Saturday afternoon) and clearly smart budding entrepreneurs from Cambridge University and I was one of 5 speakers. My topic was ‘routes to market’ and I had a brief which posed 3 questions which were a challenge to address in just 30 minutes. (more…)

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I’ve just had 2 weeks vacation in India. And because it was vacation I went with no intention of thinking about marketing. But if it’s in the blood it’s difficult to switch off so I offer the following observations which aren’t really lessons but simply food for thought. (more…)

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It seems natural when we need to make a choice to choose the option which is the best according to some criterion. That’s not always appropriate as Goldilocks found out because the best, or the worst, doesn’t always give you the balance of benefits for which you look. And that’s certainly the case when you’re choosing distributors. There are 4 dimensions to the Goldilocks model; read on. (more…)

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The Independent reported on Wednesday (2 Jun 10) that British manufacturing was enjoying a ‘blistering’ revival and that export orders rose for the ninth straight month despite difficulties in the Euro zone. Click here for the full article. David Jenkins if i2i-management.com is delighted and applauds the success in export markets much of which results from effective long-term management of distributors. (more…)

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