Distributors in the supply chain are doing some well-known senior brand / manufacturer products in the industry, and their local distribution channels and sales network are very sound, selling products to end users through different distribution channels. However, due to the fierce price competition in the foreign trade market in recent years, the price-performance ratio of some brand products is getting lower and lower. Considering the problem of customer loss, some distributors will also make some imports in moderation. And this part of the potential customers' willingness to cooperate is also very strong, the price sensitivity is also moderate, which is suitable for our development object. At this time, we need to have some understanding of these distributors. The following analysis from two aspects: Goods source and characteristics The operation of the distributor is not restricted, nor is it just for a brand to distribute products. Usually he can distribute advantageous products for many brands and manufacturers. Therefore, when we look at the distributor's official website, we can often see that there is a brand section content on his website, generally in the menu bar at the top and side; the list of brand walls at the bottom; the product information of several brands he distributes. The distributor usually buys brand products from many brand manufacturers. Compared with manufacturers, distributors are closer to customers and complex market environment, and obtain market information faster. Downstream customer type As we mentioned in the last issue, distributors are essentially wholesalers in essence, and they are certified and authorized by brand manufacturers, or even exclusive distributors in a certain region. So before he became a distributor, he was a wholesaler. Some downstream wholesalers took goods from him, and some retailers would come to take them. After being authorized by the manufacturer to become a distributor, he uses his own money to buy products, and then distributes these products through his own distribution channels, which is equivalent to a centralized logistics warehouse. On the one hand, he will give the products to the previous downstream wholesalers, after all, the relationship network is there, and then these wholesalers will sell the goods to their downstream retailers; on the other hand, they will continue to supply some downstream retailers. Therefore, the customer base of distributors is mainly wholesalers or retailers. In addition, we all know that distributors generally only do channels without terminals, and will not directly supply to the final consumers. Because if you put too much energy on a variety of scattered end customers, it will take time and efficiency is still low. But with the development of the Internet, some distributors do exist, selling products directly to end customers. This is another customer type of distributor to be mentioned. Through the online mall, consumers can place orders directly online, and distributors supply by express delivery. According to the current trend of online retail development, not only distributors will directly supply the final consumers, but some brand manufacturers are also doing the same thing. Therefore, the structure of the supply chain is not as traditional as everyone thinks. For example, the manufacturer gives all the goods to the authorized distributor, and then the distributor sells the goods to the wholesaler or retailer, and finally reaches the consumer. This is not the case. Now there are many brands and distributors who will also do some online retailing. If there is demand, they will also do some imports in moderation. Therefore, when we develop customers, we can also consider these potential clients appropriately.