Ajoy K Guha - Associates - Corporate Consulting & Training Ajoy K Guha - Associates - Corporate Consulting & Training Ajoy K Guha - Associates - Corporate Consulting & Training
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How to Manage Dealers for Growth (create dealer’s loyalty)

About The Programme
A dealer is different from whole seller or retailers. For distribution a dealer is a step close to company on one side and customers on the other side. Therefore, managing a dealer is quite different. Especially when a dealer is handling various companies product and keeping him loyal to your product is essentially a need of the hour. Unless we understand the concept of a dealer properly, our growth is likely to be diluted due to wrong handling. Unlike other channel partner a dealer need to be treated as a partner in co-venture.

Out of four types of customers, one of them is Dealer. This workshop will guide the participants in designing, developing and maintaining effective relationships with Dealers by using both strategic and managerial frames of reference in order to achieve sustainable competitive advantage. The workshop will also concentrate upon the way in which dealers can provide customer service – both for the end-user they serve and the organizations that comprise them.

A dealer is a kind of customer, who buys and than sell the goods is as-it-is condition and in the process he makes a margin called profit. His investment could be very negligible as compared to manufacturer of the good. In using Dealers, you are delegating an essential element of your marketing mix to an outside organisation, and manufacturers only do this if there are good reasons for it. For instance:


 
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