Distributor location and qualification by BioChannel Partners: a proactive approach to increasing international sales of laboratory products

Our systematic location and qualification process reduces your risk of appointing an inappropriate distributor and frees up time and resources for you to concentrate on revenue generating activities.

We appreciate that managing relationships outside the organisation is one of the most difficult marketing responsibilities and that much time and patience is required to communicate, develop plans, and build trust and cooperation. The expense, time and effort put into these activities are sometimes wasted when an inappropriate distributor is chosen; the damage to the reputation of a company in that market is often difficult to repair afterwards.

BioChannel Partners have first hand experience in all areas of the life science product supply chain, from R&D to sales and marketing, distributorship and distributor management which allows us to fully understand your partnership needs.

First Things First

The first step to exporting success is to ensure the right distributors are selected. There is a strong correlation between proactively screening and pre-qualifying potential distribution channel partners and higher sales performance. However, reactive, passive actions have been found to be not just wasted effort but are detrimental to export success. As a bonus, choosing the right distributor can eliminate some of the frustrations of managing the relationship with badly matched distributors such as:

• Lack of commitment
• Poor communication
• Poor cooperation
• Lack of trust

Choosing an inappropriate distributor can lead to lost sales as:

• Your competition get a head start and building relationships with the end users
• The reputation of your company is damaged and this is costly to repair
• High turnover of distributors means more time is spent on their replacement, at the expense of managing existing distributors and increasing growth.

By outsourcing the distributor location activity to BioChannel Partners, and reducing the risk of appointing an inappropriate distributor, you can concentrate on proactively managing existing distributors to enhance overseas sales performance. Our database of over 3,500 active distributors operating worldwide to serve the needs of scientists ensures that the best channel partner for your company will not be overlooked.

If you would like to know more about BioChannel Partners or the distributor location process; please do not hesitate to contact us.