Selecting a Distribution Channel for Your Products or Services

By Colin Barrow

Part of Starting a Business Cheat Sheet (UK Edition)

If your customers don’t come to you, you have no option but to take your product or service to them. The following are options for doing so:

  • Cash-and-carry outlets

  • Door-to-door selling

  • Internet and mail order

  • Party-plan selling

  • Retail stores

  • Telephone selling

  • Wholesalers

Consider these factors when choosing channels of distribution for your particular business:

  • Does it meet your customers’ needs?

  • Can the product itself survive?

  • Can you sell enough this way?

  • Is it compatible with your image?

  • How do your competitors distribute?

  • Is the channel cost-effective?

  • Is the mark-up enough?