The experience acquired on the French, German and Belgian markets allowed HomeLights to develop a series of tools and a sales method to accompany our partners in the conquest of their markets.
The keys of a good distribution strategy:
Whatever its channel, the HomeLights partner will be confronted systematically to the same problem: namely the purchasers’ inexperience with LED technology and the products derived from it. Its first mission will be to inform and educate its sales representative in order emphasize the added value of the HomeLights brand products in comparison with competing offers.
For this, a new distributor must:
- Analyze the forces present on its territory (competitors)
- Appear as a specialist in the sector
- Hold a technical talk providing his customer with the keys of the analysis which will allow for comprehension of the different market offers
- Accompany the retailers in the gradual migration of their departments or facilities towards LED technology)
HomeLights will remain present at each of these stages and will accompany its partners by providing them with comprehensive documentation answering, for example, most of the objections expressed by the distributors.
The “10 steps” document helps HL distributors go through the early difficulties of setting up LED distribution in new markets.
