Using components, parts, or raw materials for making a finished product is what manufacturing business is all about.

Distributors sign agreements with different manufacturing brands in order to sell the products of different companies. This entire process usually comes under the distributorship channel.

Just have a look around your home. Such home appliances as refrigerator, television, the phone sitting next to you, and the computer or cell phone you're using right now are all products that were assembled and created as part of a manufacturing business, which was later sold through the distributorship channel.

Francis is a successful entrepreneur in Iran, specializing in household appliance distributorship industry. The reason why he can be the leading distributor in his end lies in his insight into the market as well as the distributorship.

When he first came to SMAD, he shows his professionalism. He said that

you cannot succeed in the market if you don’t know your customers. Before moving ahead with any plan, it’s helpful to develop a buyer persona which acts as a profile of your company’s ideal customer.

He had been in home appliance industry for more than 15 year and he had a comprehensive understanding of his customers.

Thus, rather than choosing a home appliance manufacturer for his distributorship, he helps his customers choose the right products.

When it come to purchasing a home appliance, it is tempting to go with the cheapest, but nobody want to do that at the expense of functionality, efficiency. As a veteran distributor, he attached more importance to these features. Therefore, comparing with the price, he cared more about questions about the quality of the products and where we source our materials from. He asked for all of the information that can guarantee the quality of the products in order to make an informed decision.

First, he asked detailed information about the functionality of an appliance and he wanted the kitchen appliance he would sell to his customers to stay and perform multiple functions for a longer duration. Then he compares efficiency between different models to help his customers save their money on energy bills and put a minimal impact on the environment.

Since we were collaborating for the first time, he at last asked for product samples to make sure that he would get what he had asked for. And of course he got what he wanted. Since the first collaboration, we developed a long-term and stable cooperative relationship.

During the whole process, our sales person provided as detailed information as possible for our customer, including photos and videos of our factory, shop profiles in Alibaba and Ebay and addressing his worries seriously.

We believe closer relationships between distributors and manufacturers could create significant value and help supply chains become more resilient. We can work together to develop innovative new products, for example, boosting revenues and profits for both parties. We can take an integrated approach to supply-chain optimization, redesigning their processes together to reduce waste and redundant effort. Further we can collaborate in forecasting, planning, and capacity management—thereby improving service levels, mitigating risks, and strengthening the combined supply chain.

Finally, we “win” the “willing” cooperation of him, and he also found a trustworthy supplier for his customers.