First you should determine the profile of the distributor. Writing down the profile gives you clarity about the kind of distributor that is most suitable for your business.
Then identify the location from where the entire market can be covered efficiently. Ideally this should be the distributor location, but practically you can find this might not be possible, so take call basis the best possible option available.
At this stage you are ready to do a market survey to create a list of prospective distributors.
After doing the market survey, shortlist the top 3 distributors who meets your criteria.
You meet the top 3 distributors and do the following things:
Once the distributor is onboarded, manage the distributor by:
Finally, you should evaluate the distributor periodically on the following parameters: