In organizing commercial networks we proceed on the basis of convictions without scientific references, while digital technologies and new distribution channels impose an organizational re-design . The article provides indications for rationalizing the organization of the networks , in particular, it compares the advantages of a direct network with respect to an indirect one of mono-firm or multi-firm agents.
The importance of the topic is highlighted by the fact that many Italian companies were founded by an entrepreneur with great relationship and sales skills https://www.propertyleads.com/motivated-seller-leads/motivated-seller-leads-new-hampshire/
In management manuals, the problem is presented in terms of size: indirect commercial networks are considered suitable for small businesses , while as size increases, it is better to switch from multi-firm agents to single-firm agents or direct sellers.
All things being equal , typically a direct salesperson is more effective , because they can only focus on a few product lines; but the effectiveness of the sales action does not depend only on the time dedicated.
Multi-firm agents can “influence” customers because they have a wider assortment. Stronger products or brands allow you to drive new products and weaker brands. The breadth of the range , therefore, can increase the agent’s bargaining power . The latter typically has a better understanding of the customer’s business.
With an indirect sales network, mainly made up of multifirm agents, resellers also have the advantage of dealing with a smaller number of interlocutors . External vendors, while less willing to develop marketing activities, nevertheless have more time to spend in the field. Also for this reason, the majority of Italian companies manage the sales networks in outsourcing, using multi-firm agents.
However, they do not have the same degree of product knowledge as direct sellers . Furthermore, they have fewer possibilities of contact with the principal company and are less motivated than direct sellers in informing customers about the characteristics of new products and in carrying out marketing activities. Conversely, multi-firm agents are typically more proactive , have more experience and have very close ties to top retailers. Too often, however, they have an interest in promoting only products that ensure a more favorable margin/time invested ratio.
A commonplace to debunk is that the transition from a network of agents to direct sellers involves limited and easily controllable costs . Often the result is the opposite.





Before you invest too much time and money into building your product, it is essential to validate your idea. Talk to potential customers, conduct surveys, and run experiments to gather feedback and test your assumptions. This will help you refine your product and ensure that there is a market for it.
When looking for Computer repairs Perth, it is important to choose a company that has a team of experienced professionals who can handle all types of computer problems. The technicians should be certified and trained to diagnose and repair various hardware and software issues. They should also have a good understanding of the latest technology and industry standards. You can assess the professionalism and experience of a computer repair service by reading reviews and testimonials from previous customers, checking the website, and asking about their credentials and certifications.
Security is a top concern for businesses operating online, as cyber threats are becoming more sophisticated and frequent. A website that is not secure can put your business and your customers at risk, potentially leading to data breaches, theft of sensitive information, and other security issues. A professional web design service will use the latest security measures and protocols to ensure that your website is secure and reliable, protecting your business and your customers from cyber threats. Finally, a web design service can help you save time and money. Creating a website from scratch can be a time-consuming and costly process, particularly if you do not have the necessary skills and expertise. Hiring a web design service can help you save time and money, as they will have the knowledge and expertise to create a website that meets your needs and budget. In addition, a professional web design service can provide ongoing support and maintenance, ensuring that your website remains up-to-date and relevant over time. A professional web design service can help you create a website that is aesthetically pleasing, user-friendly, and optimized for search engines, as well as responsive, secure, and reliable. By hiring a web design service, you can save time and money while ensuring that your business has strong online presence that will attract and retain customers.
Employing professional web design services can save you time and money in the long run. While it may seem like a significant investment upfront, a well-designed website can provide a significant return on investment. Additionally, professional web designers have the experience and expertise to create a website quickly and efficiently, saving you time and allowing you to focus on other aspects of your business.