Working with distributors. Who are we? Nest Product Design & Sourcing Concept Work CAD Design Prototyping Tooling Factory Selection & Liaison Manufacturing/Sourcing.

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Presentation transcript:

working with distributors

Who are we? Nest Product Design & Sourcing Concept Work CAD Design Prototyping Tooling Factory Selection & Liaison Manufacturing/Sourcing Warehousing & Shipping TUMTUM Children’s tableware & ‘out & about’ ranges Designed to aid independent self feeding Multi-award winning Exporting to 19 countries through 10 distributors

Routes to market Licensing Distributors Agents Retailers Consumers Low CONTROL High Distributors Buy in bulk (at a discount) Hold stock & (usually) take the risk Handle all sales & (usually) marketing Control the market

Distributors : Pros & Cons ProsCons Relationships/contactsOne of a number in portfolio EDI/DropshipLess control of brand 1 contact/1 delivery locationLoss of/less direct contact with retailers They exhibitPossible disputes Easy!Expensive!

Distributor Pricing Look at the whole situation before establishing RRPs Product Cost + Overheads + Shipping Cost + Distributor Margin + Retailer Margin + VAT Example for homewares market:- £10.00RRP inc. VAT £8.33after VAT £4.17Price to independent retailer £2.71Price to distributor 35%) Less costs to store, pick & pack, ship and so on… Do your sums!

Finding & selecting distributors Finding Word of mouth/networking Shows UKTI Desk research Website & social media Selecting Questionnaire Recommendation References Gut feel!

Distributor law & contracts What you should ideally do Draw up a contract with a solicitor, specifically for the distributor involved What we do Have a standard contract (one size fits all) Provide a one page (tailored) executive summary, in plain English NB: many Trade Associations & bodies such as UKTI and BCC will be able to provide standardised/adaptable contracts

Distributor management Work together to build the market in the right way Don’t try to run before you walk Support with advice, materials, imagery, whatever they need (within reason) Annual review Keep in touch, regularly Exhibitions Travel Skype

Good Luck!