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Sales department structure for B2B2C The main feature is that it works simultaneously in 3 directions. This attraction: Dealers - search for new sales channels in the form of wholesale networks, stores, etc. B2B clients . As a rule, we are talking about project sales. For example, you sell building materials and cooperate not only with wholesalers, but also with construction companies directly. B2C clients - sales to end users. Each direction works with different target groups of clients. Let's take a closer look at their features from the point of view of attracting and making decisions about cooperation. Dealers and distributors Sales to dealers are based not so much on some specific properties of the product, but on its commercial attractiveness.

The following aspects are important: demand for the product; brand awareness in the B2C Email List segment; product margin (RPC); continuity of supply; sales dynamics; economic conditions. Decision Factors for DealersDecision Factors for Dealers When working with this segment, the main task of the sales department is to maximize the share of its products in the dealer’s assortment. Even if you come with one product, gradually expand the line. What to consider from a marketing point of view to attract and retain: Minimum: there must be a landing page that details the benefits of cooperation with your company. B2B portal for placing orders, tracking statuses, current balances, etc. We have prepared for you a universal example of developing a technical specification for the development of a B2B portal  that take into account dealers' warehouse capacity, supply volumes, regionality and sales potential. Promotion tools. You can find out how B2B2C companies can build digital marketing in our new material. Checklist for B2B2C business model manufacturers B2B clients When collaborating with the B2B segment, we consider 2 scenarios:

   


The product occupies the main share in the production and economic activities of the company. For example, you specialize in building materials, and your partner builds houses. In this case, price plays a key role in attraction: the lower it is, the more interesting it is to cooperate with you. Direct communication comes first - informing about favorable conditions, rather than attracting with the help of marketing tools. Your products play a supporting function in the partner’s activities. For example, professional cleaning products. The task changes - it is necessary to sell the solution.