Finding and Working With Distributors

Created 9 years ago in Sales & Marketing / Growth Strategy

When working with distributors there are a number of things one has to think about. Margins, reach, territory, products and exclusivity are all things that need to be taken into careful consideration. As BDM for JOBY inc. I was responsible for developing Go-To-Market-Strategies for 11 new products in Northern-, Southern Europe, Middle East, Africa, Australia and New Zealand. Choosing the right distributors and making clear delimitation's between them led to a 470% increase in sales in less than 3 years.