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It focuses on evaluating distributor performance, measuring brand impact in stores, and turning distributor relationships into measurable growth across multiple countries. 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Export Solutions’ distributor database covers more than 8,600 distributors in 96 countries. Our database features extensive coverage of leading food, confectionery, and beverage distributors. New! Export Solutions’ retailer database now tracks 2,500 retailers in 96 countries. [Order now at www.exportsolutions.com](Order now at www.exportsolutions.com).  \nPage 3  \nDistributor Performance: Recognize the Leaders, Push the Laggards  \nPage 10  \nTen Tips: Measuring Distributor Enthusiasm forYour Brand!  \nPage 18  \n10 C’s – Cooperation Model  \nPage 29  \nHow to Win 2020 –Ten Tips  \nPage 36  \nCurrency Exchange –Tough Tactics for Tumultuous Times  \nPage 43  \nRetailer Annual Business Review  \nPage 51  \n“Best in Class” Distributor Standards  \nPage 68  \nContacting New Distributor Candidates – Best Practices  \nDistributor Management Guide  \nExport managers spend our lives working with our international distributor networks. Our days are filled with meetings, emailsand phone calls discussing shipments, new items, and promotional activity. Thereis a definitely a “science” to our methods for partnering with distributors.  \nExport Solutions’ Distributor Management Guide seeks to capture strategies, techniques, and templates that we use to build international businesses. Much of the material will be familiar, if not forgotten for many export managers. This 96 page Distributor Management Guide serves asa reference tool for all export managersand a gentle reminder of good ideas that work.  \nThese insights represent Best Practices from some of the 300 projects I've  \ncompleted across Europe, Asia, Middle East, and the Americas. Export Solutions’ newsletters and handbooks represent the collective thinking of more than 8,700 export managers and government trade groups that form my network. I try to learn something new from every company that I work with and every distributor that I meet. Like our ideas? Contact us to take your international business to the next level.  \nGreg's Guidance: Distributor Management  \n✓ “Distributor Respects what the Brand Owner Inspects.”  \n✓ “What's Measured is Treasured.”  \n✓ Judge distributor success by in-store visibility for your brand, not only containers purchased.  \n✓ Visit stores independently without your distributor to observe realistic market conditions.  \n✓ How much money does a distributor make for servicing your brand?  \n✓ Track the number of countries where you have the \\#1, \\#2, or \\#3 brand, not the total countries you sell to. No one is impressed if you sell to 70 countries, but your volume totals 1-2 small shipments per year in most of them.  \nTwelve Tips: Generating Game-Changing Results  \nHow can you take your business to the next level? Export is not easy and managers are constantly challenged to create miracles. Game-changing results demonstrated by sales increases of 20 percent, 50 percent or more require aggressive strategies, not just a repetition of last year ’s promotion program.  \nRead Export Solutions’ 12 tips (20 percent more than 10 tips!) for driving exceptional results.  \n1. Big Bet – Focus Country  \nPick one mid-size country where you have a decent business, but significant potential to grow. Test a “heavy-up” marketing investment program. Invite the distributor to visit your headquarters to meet senior management and secure commitment for delivering the “stretch” plan.  \n2. Dedicated Brand Manager at Distributor  \nFund a dedicated brand manager “in house” at your distributor. This person should maintain a dual reporting relationship to the distributor and you. Your exclusive manager will immediately identify issues (and solutions) and supply laser focus against priorities. Allocating a budget for a “junior”brand man","cbCair1IpdNc51eG","https://ap.wps.com/l/cbCair1IpdNc51eG","pdf",7070242,96,"English","# Distributor Management Guide\n## Distributor Performance: Recognize the Leaders, Push the Laggards\n## Ten Tips: Measuring Distributor Enthusiasm for Your Brand\n## 10 C’s – Cooperation Model\n## How to Win 2020 – Ten Tips\n## Currency Exchange – Tough Tactics for Tumultuous Times\n## Retailer Annual Business Review\n## \"Best in Class\" Distributor Standards\n## Contacting New Distributor Candidates – Best Practices\n## Greg's Guidance: Distributor Management\n## Twelve Tips: Generating Game-Changing Results","[{\"question\":\"What is the purpose of the Distributor Management Guide?\",\"answer\":\"It captures strategies, techniques, and templates used to build international businesses with distributors, including reminders of proven ideas for export managers.\"},{\"question\":\"How should distributor success for a brand be judged?\",\"answer\":\"By brand impact and in-store visibility, not only by the number of containers purchased, and by tracking how the brand ranks across countries.\"},{\"question\":\"What are the guide’s “Twelve Tips” trying to achieve?\",\"answer\":\"They aim to generate game-changing results by using aggressive strategies that can drive substantial sales increases, such as focusing on one country or executing co-promotion and sales contests.\"}]","Distributor Management Guide - 2020 - V2 - Ten Tips and Best Practices | PDF",34]