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How can expand the LED lighting fixture business of channel agents ?

2025-06-27

During conversations with some channel agents, it was discovered that they were facing some confusion. They have been engaged in wholesale business for many years and have accumulated quite a number of distribution customers. However, their sales performance has been lackluster, and the sales bottleneck has not been able to be broken through. Even though they have introduced many new products (not only electrical products), the responses from the customers have not been positive, and there are many complaints.

I think the root cause of this issue lies in whether your relationship with the distributors and customers is a business relationship or a team relationship. Yes, the foundation for establishing relationships with new clients is business and interests, but after a year or two, if this relationship remains a business relationship, the outcome will definitely not be good! Market competition is constantly changing, and relationships based on business naturally fluctuate, being difficult to be stable and deep. Such relationships based on short-term interests are bound to be very fragile.

The forward-thinking wholesalers will actively elevate these initially established business relationships to channel team relationships. The so-called team relationship refers to the formation of medium- and even long-term goals through the combination of similar interests with distributors, and then uniting and banding together to achieve success. Once distribution customers find such an "organization", it will stimulate their sales potential, and they will no longer be preoccupied with the gains and losses of a few points. And once the so-called network is transformed into an organization by the wholesaler, he will also become the leader of the regional channel, and the organization thus gains even greater appeal!

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How can expand the LED lighting fixture business of channel agents ?

How can expand the LED lighting fixture business of channel agents ?