How do I prepare for a distributor meeting?
The short answer: Bring a short list, not a data dump: a few growing accounts, a few that went quiet, the SKUs you want to talk about, and the support you can actually offer. Make sure your numbers cover the latest full month. Leave with a name and a date next to every action.
Before the meeting
- Latest complete month, with every distributor report in
- Units consistent across the numbers you're showing
- 3 to 5 accounts that are growing
- 3 to 5 accounts that went quiet, with the last month they ordered
- The SKUs you want to push or fix
- What you can offer: ride-withs, tastings, staff training, samples
Send the numbers ahead so you're both looking at the same thing.
Questions to ask
- Any out-of-stocks or allocation issues?
- How much inventory is on hand?
- Any buyer changes at key accounts?
- Pricing or program changes coming?
- Which accounts do they think are realistic, and where would your help matter most?
Before you leave
Pick specific visits, tastings or calls. Put a name and a date next to each one. Write down anything you still need to find out before making a decision.
At the next meeting
Start with last meeting's list. What got done, what the new numbers show, and what to keep or change. That's how meetings build on each other instead of starting over every month.