Workshop

Distributor Business

Building Partnerships on Equal Terms

This one- or multi-day internal working session provides clarity on how to work effectively with dealers and distributors. We address the advantages and risks of this strategy, the expectations and demands of trading partners, and the long-term direction of business with dealers.

What are the advantages of a dealer network compared to direct sales? How can I better define and agree on shared goals and commitments? What about products that require technical support? What actually characterises a successful dealer network?

We examine typical regional structures and the cooperation with distributors from different cultural backgrounds in the international agribusiness sector.

Finally, we also look at the dealer strategy from the end customer’s perspective.