Selling to the farmer AND the reseller

It can be the best of selling methods and the worst of selling methods.  This, of course, is the sales version of the opening line from the famous book, “A Tale of Two Cities.” 

A recent sales training workshop reminded me that knowing who to focus on isn’t always easy. Selling in agribusiness has its own two worlds or sales structures.  Too many agribusinesses that sell through a reseller channel struggle to balance between these two selling processes.

The first sale is to the end user or consumer of your product.  For most of us, this is the farmer or livestock producer. 

The second sale is to the reseller/dealer/distributor of your products.  They go by several names depending on the product line of farm products you sell.  For the rest of this article, I will refer to them as your dealer network. 

If you sell through a dealer network, then you will forever be deciding on which to focus your efforts and resources on.

Listen in as we discuss the benefits and methods of selling through a dealer network