Identifying Potential Customers In A Wholesale Business

As all the companies rely greatly on their customer pool for selling their products and services

, a very important step in starting a wholesale business is to identify your potential customers. Identifying potential customers in time can greatly help in developing business strategies, defining the mission of your business and tailoring your operations in order to meet the needs of your customers. Hence this step of identifying potential customers must be fulfilled efficiently.

A wholesaler has a wide range of customers to choose from, the most important of which is the retail businesses. Retail businesses include establishments such as grocery stores and independent retail stores. Large departmental stores and power retailers are also included in retail businesses.

Another group of potential customers for wholesalers is that of retail distributors. These distributors sell to the class of retailers that the wholesalers are unable to penetrate on their own. For instance, the wholesalers often find it impossible to sell directly to some of the power retailers, but they may manage to sell to one of their distributors.

Another group of potential customers in a wholesale business is that of the exporters. Exporters are those companies which collect the locally manufactured products and transport them abroad. In addition to these, other wholesale distributors can also serve as potential customers for a wholesaler. Although it is advisable for the wholesale distributors to buy directly from the Suppliers but some times it is not possible because of exclusive contracts and other issues, due to which wholesale distributors some times have to buy from other wholesalers.

The federal government is yet another potential customer in a wholesale business. It is an avenue often overlooked by small businesses. The government is often keen to buy the items being sold by wholesale distributors. It requires the wholesaler to fill out some forms and get on a bid list. Making sales to the government is an excellent opportunity for wholesale distributors. It can prove to be truly advantageous for a wholesale distributor. However the contracts are awarded only after a lengthy bidding process. Once a wholesaler becomes a government supplier, different buying agencies send him requests for bids for items required by schools, agencies and other facilities.

The wholesaler should get in touch with potential customers through advertisements or direct contact. Creating websites, business cards and flyers can greatly help in keeping contact with the potential as well as current customers.

by: William

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