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Building and Managing a Customer Base Who you sell to.WHO BUYS FROM DISTRIBUTORSRetail shops Supermarkets and chains Kiosks and small... Collecting Payment Turning sales into money.WHY IT DESERVES SEPARATE ATTENTIONA sale is not revenue until it is... Growing a Distribution Business More territory, more lines, more customers.WHAT CONSTRAINS GROWTHWorking capital, above... Handling Returns and Damaged Goods Stock coming back.WHAT RETURNS ARISE FROMDamage in transit Damage before delivery Wrong goods... Managing Customer Credit Where distributors lose money.WHY IT IS THE CENTRAL RISKThin margins mean one bad debt wipes out... Managing Deliveries and Logistics Getting goods to customers.WHAT DELIVERY MUST ACHIEVECorrect goods To the right customer On the... Managing Distribution Cash Flow Money through a stock and credit business.WHY IT IS THE CENTRAL DIFFICULTYYou pay suppliers, hold... Managing Distribution Stock The largest asset and the largest risk.WHY IT MATTERS MOST HEREStock is nearly all of your... Managing Product Range What to carry.WHAT DRIVES RANGE DECISIONSWhat customers demand Margin Turnover Supplier terms... Managing Sales Representatives People who sell in the field.WHAT THEY DOVisit customers Take orders Collect payment, in some... Managing Supplier Relationships Working with manufacturers and importers.WHAT SUPPLIERS WANTVolume Payment on time Coverage of... Preventing Losses and Fraud Where distributors lose money quietly.WHAT LOSSES OCCURStock theft from the warehouse Stock loss... Pricing and Trade Terms What you charge and on what conditions.WHAT PRICING STRUCTURE TYPICALLY APPLIESA price list, with... Running Van Sales Operations Selling from the vehicle.WHAT IT ISLoading stock and selling directly from the vehicle on a... Running a Warehouse Where stock lives.WHAT A WAREHOUSE MUST DOReceive goods accurately Store them safely and findably... Securing Distribution Agreements Getting the right to sell.WHAT A DISTRIBUTION AGREEMENT ESTABLISHESWhat products you may sell In... Understanding Distribution Economics How thin margins work.WHAT THE STRUCTURE ISBuy price, sell price, and a narrow gap between... Understanding the Distribution Business What you actually do.WHAT DISTRIBUTION ISBuying in volume from manufacturers or importers and... Using Systems in Distribution Software the business needs.WHAT A SYSTEM MUST DORecord stock by line and location Record every... Wholesale and Distribution: Everything That Matters, Briefly The whole category in one page.MARGINS ARE THIN, SO CALCULATE HOW MUCH REVENUE REPLACES A SINGLE...

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