Distribution Channel Research

When you distribute through a channel of many major multiples and several hundreds of individual retailers up and down the country, it can be difficult to see the big picture. Are there areas where sales should be substantially higher, do you have too few distributors . or have the wrong kinds of distributors? What about NDP - will a new product(s) fit . where would it create impact ?

SPA's Distribution Channel Research compares your volume of sales by area with the size of the available market there. And if you supply a few central warehouses for major multiples, we have techniques to help break down those sales geographically so you get a better idea of the overall picture.

Our aim is to give you a distribution map showing where your products or potential new products go. This we turn into a distribution strategy indicating where you might best concentrate your efforts in the future, and realistic target region by region to help keep sales on the right track.

And the big picture is often made up of important details, which we can help you identify and address.

Do colour and style preferences vary geographically? If they do, can you share this information with major multiple distributors?

Is this a one-way street, or are some of your big clients willing to provide simple information on sales by outlet to help remove the need for estimates?

NPD - are you looking to roll out something new? If so, for whom and where best do you distribute it?

You'll find that we ask a lot of questions - but we ask the data, not you!
	Are there important differences in the mix of sales by product (or by value) between different types of distributor?
	Does this have implications for the types of distributors that you need to recruit in different parts of the country.
	Where are the potential distributors from the types that you need? Analysis of this kind turns crude regional sales targets into a detailed action plan, indicating how many distributors of what type(s) will be required actually to achieve the targets.

And analysis helps make sure that your strategies are realistic - checking the details against the known market sizes and total numbers of retailers to avoid pie in the sky. If you're planning to put sales through the roof, you need to keep your feet on the ground! Whether its your route to market or if you are an agency working on their behalf, call us to help with your distribution channel.

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SPA Marketing Systems Ltd
Leamington Spa, Warks, CV32 6PT
Tel 01926 334978
Email:info@spamarketing.co.uk or Contact us

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