Retail sales are at the core of corporate success. OEMs that fail to provide their distribution networks with tools & resources to help them sell make a critical error. Aiding your distributing network in sales works to ensure growth and help your bottom line.

Here are 5 ways to help facilitate retail success:

1.  Provide insightful and effective training.
Develop programs that focus on both product training and sales training. You can have the best product training program in the world, however none of that will be effective without focused sales training. Teach your dealers to sell strategically and provide them with the tools to sell your product.

2.  Develop and install an infrastructure that supports dealers.
Streamline your operations and technology to provide the greatest benefit to dealers. This includes warranty programs, ordering systems, parts supply, marketing resources, ect. Often times, little tweaks make a world of difference. Evaluate your systems and establish infrastructure that works for your dealers.

3.  Help dealers move aged inventory.
Through specialized manufacturer driven sales events, rebates, and incentives, show dealers your commitment to their success and financial stability. Demonstrate your dedication to your product lines, your dealer network, and the overall state of your brand. Take notice when dealers are struggling to move inventory and offer them solutions.

4.  Provide dealers with marketing support.
Give dealers the materials to communicate your brand message. Targeted point-of-sale materials, Internet landing pages, Adwords, and direct marketing materials get more usage when sent from the top office. Mediums that dealers would never explore on their own have valuable potential – tap into these channels. Dealers will use what you provide.

5.  Seek out dealer’s viewpoints in all new product development.
Dealers know what will sell in their markets, they are closer to the customer, and understand their desires & needs. Ultimately, dealers are who determine the success of any new product. Consult your dealer body to develop “buy-in”, gather valuable insights, and to set the stage for new product launches. Seeking dealer opinions will help develop the strength of your product lines.