Advice For Manufacturer Trying To Get Distribution?

A manufacturer asked for advice about getting distributors to sell their products to integrators.

What do you recommend?

At a high level, there are 2 paths: distributors and manufactuer reps (and certainly they can be combined). Besides going after regional reps and the handful of bigger distributors (Anixter, ADI, Tri-Ed, Scansource, PSA etc.), what are the key drivers?

Why do distributors pick certain brands but not others? Why do distributors push certain brands rather than others? My understanding is that discounts and manufacturer marketing payments are both important elements? What else, besides sheer product quality / competitiveness?

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** **** ***** *** **** ***** ** * *********** ** so **** *** ** *** **** ** ****** ****** ** your ******* *** ****** ****/****/**** **********. ** ***'** ******* ** get ****** ** ** * *********** ** * ***** ********, you **** ** ********* ******** **** ********.

**** ************ *** ***** ** **** ** * ******* **** has ***** ******. ** *** **** **** ****** **** ******* to *******, ************ ** * **** ****** *** ***.

**** ************ *** *** ***** ** **** ** * ******* that ** *** ******, *** * ******* ***** *****, ** takes * **** **** ** ******* ** **** **** *** phone. **** *** *** ***** **** ******/*** ****** (********* ********).

**** ** **** *** **** **** ************ **** **** ** expect *** ** **** ** **** ********* **** ****. *** can ****** ***** $*,***-$**,***+ ******** **** **** *********** ** *** featured ** ***** ******, ***** ********, *****-*-******, ** ***** ******* programs. * ******** ***** **** ** **** *** ********* ***** with * ********* ********. *** **** ** ******** *** *********** business *** **** ***, ****** *** **** ** ***** ********.

*'* *** ****** ************ *** *** ** *******, **** *** be **** ******* ** ******* **** ***** **** *** ********** their **** ******* *** *********. ***, ****** ******* ******* ** carry **** ******* ***'* ****** ** *** *********** ***** ****** by ****** ** ***** ** ***** ******.

**** *** * *** *** ****** **** ** **** ***:

  • ****** ***** ** ****** ** ***** *** ******* ****. ** doesn't **** *** *********** ** *** ******** **** *** ***** reps **** ******** ***** **** *** ***** *** ***** **** purpose... *** ******* **** *******. ** *****'* **** ** ** a ********** ****** *****, *** ***** *** ** ** * standout ****** ** ******* ****** *** **** (**, **** ******** biometrics ********** ** *******, ************ *** **** **********).
  • ********** **** ***** ********* ** *** *********. ** **** ******* products **** ******* **** **** *** ***** *** ******* ***** as ** ***** ******** *****. (**, ********* *** **** ***********)
  • ***** ********** ** ********** *** *******. ** ** **** ************ to *** ***** **** *** *** *********** **** **** **** on * **** *** ****** *** **** **** ** ** the ******** *** ******* ** **** ** ****** ** *** end **** (********* *** *********** *** *** **********) ***** ** build ** *** ****.
  • *** ****** ***********. **'* ********* ** **** * **** **** it *** ** ********* **** ** ********* ************ *** ******** from *** ********.
  • **** *** ***** ******* ****** *** *****. **** * *********** gets ********* ******* **** ***** ************ *** **** ****** ** pillage *** ****** ** *****, ****** ****.
  • ******** ****** *** ********* ****** *******.

*'** *** ** ** '****** ********** ***' *** * ******: There **** **** ***** * **** *** *********** ******* *** a **************. ** *** *********** **** *** ********* * *******, I *********** ********** *** ****** ****** ** *** ******* **. No *** ***** *** **** **** *** **** ****** ** at *** ***** ** ** ******* **.

** ** ****, **** ******** ** *** ********. ***** ** some *****, ************ **** * ************* '*** *****' *********, *** for ****, **** *** ***** ******.

* ******** ***** **** '*********** *' *******'* *****, *** **** the *****'* *********** *** **** *** *********** ********.

** *** **** ** ****, ****** ** ***********/****. ***'* ****** it ** ***** ******* ******* ********'******** **** **** *********** **** **** *******.

"***** **** **** ***** * **** *** *********** ******* *** a **************."

****, *** ****'* ******* *** ******** **** **** *** **** doing. ***'* ** ********* *** **** ****** ** *** *** distributors *** ***************. **** ** ** **** "*** *** **** did *** *** ** ** **** *********" ******* ******* ***** back ** * *********** "*********" ************ ** ******* ******* ***** understanding *** ******* ***** ******. *** **** ***** ** ***** probably **** *** ********** **** *** ***********, *** ******** ****** they *** ** **** * *** *** **** ***** *****, and **** *** *** *********** ** *** ******** ***** *** for ****. ********* ******* ***** **** **** ***** ** *** **** *** ******** * *** ****** ago *** * **** ********* ******* ** ****, ***** **** realistic **** **** ********. *** **** * *** ** *** situation ** "** *** **** ** ***, *** *******'* ******* it", *** * ****** ** *** ***** *** ** *** phone ** *** ********* ** "* **** ** ******* ** data ** **** ***, *** **** * *** *** ** in **** *** ****". ****** ** **** * ****** *** success.