Page 159 - 100 Great Marketing Ideas (100 Great Ideas)

arranged for the managing director to attend key trade fairs. Tyron
appointed lead distributors in ten countries and won £110,000 of
immediate orders.

In practice

• When appointing distributors always agree a minimum amount

that they will sell of your product. You don’t necessarily have
to hold them to it afterward, but it does give you the option to
cancel the agreement if they do not perform.

• Use government agencies. The government want to help exports—

and it is a way of getting something back for your taxes!

• Having appointed distributors, be prepared to support them

with sales brochures, advice, technical support, and so forth.

150 • 100 GREAT MARKETING IDEAS