{"id":26800,"date":"2022-03-26T09:00:48","date_gmt":"2022-03-26T09:00:48","guid":{"rendered":"https:\/\/tecnologiaparalaindustria.com\/?p=26800"},"modified":"2025-07-22T12:32:25","modified_gmt":"2025-07-22T12:32:25","slug":"5-factors-to-consider-when-choosing-an-industrial-distributor","status":"publish","type":"post","link":"https:\/\/tecnologiaparalaindustria.com\/en\/5-factores-a-considerar-al-elegir-un-distribuidor-industrial\/","title":{"rendered":"5 factors to consider when choosing an industrial distributor"},"content":{"rendered":"<p class=\"p1\">Los factores importantes a considerar al elegir un distribuidor industrial tienen que ver directamente con la cobertura de la l\u00ednea de productos, el tama\u00f1o del distribuidor, el tipo de distribuidor, la cobertura de mercado\/cliente y las pol\u00edticas de distribuci\u00f3n. Por lo general, un fabricante industrial utiliza un canal de distribuci\u00f3n dual: uno, a trav\u00e9s de la propia fuerza de ventas de la planta y el otro a trav\u00e9s de los distribuidores.<\/p>\n<p class=\"p1\">La fuerza de ventas de la empresa industrial maneja cuentas clave con grandes valores.\u00a0Pero estas cuentas clave, que contribuyen significativamente al volumen de ventas, son pocas y la fuerza de ventas puede manejarlas una vez que se identifican.<\/p>\n<p class=\"p1\">Necesitar\u00edan una relaci\u00f3n a largo plazo y atenci\u00f3n continua, incluso hasta el punto de la asistencia t\u00e9cnica, que puede ser mejor realizada por la fuerza de ventas capacitada. El resto de clientes est\u00e1n asignados a m\u00e1s de un distribuidor cuya zona geogr\u00e1fica suele estar delimitada.<\/p>\n<p class=\"p1\">En estas circunstancias, la elecci\u00f3n del distribuidor adecuado depender\u00e1 de los siguientes factores:<\/p>\n<ul class=\"ul1\">\n<li class=\"li1\"><b>Cobertura de la l\u00ednea de productos.<\/b> A veces, diferentes productos de la misma l\u00ednea de productos estar\u00edan destinados a diferentes mercados o para diferentes clientes.\u00a0Por ejemplo, los dispositivos semiconductores y las calculadoras est\u00e1n bajo la misma l\u00ednea de productos para una empresa.\u00a0Pero deben comercializarse a trav\u00e9s de distribuidores de piezas electr\u00f3nicas, mientras que las calculadoras a trav\u00e9s de minoristas.<\/li>\n<li class=\"li1\"><b>Tama\u00f1o del distribuidor.<\/b> Hay distribuidores bien establecidos, de gran tama\u00f1o que atienden a muchos fabricantes a la vez.\u00a0Tienen una red establecida y pueden llegar a los clientes a trav\u00e9s de ella.\u00a0Por otro lado, existen peque\u00f1os distribuidores concentrados en bolsas geogr\u00e1ficas dedicadas a unas pocas l\u00edneas de productos.\u00a0Dependiendo del alcance requerido y el costo, el fabricante puede utilizar los servicios de cualquier tipo de distribuidor.<\/li>\n<li class=\"li1\"><b>Tipo de distribuidor.<\/b> Cada uno de los distribuidores se puede categorizar por sus fortalezas espec\u00edficas y \u00e1reas de concentraci\u00f3n.\u00a0Se diferencian por las l\u00edneas de productos que llevan, su experiencia t\u00e9cnica, el tipo de clientes que persiguen, etc., por lo que el fabricante, dependiendo de los requisitos, elige al distribuidor.<\/li>\n<li class=\"li1\"><b>Cobertura de mercado\/cliente.<\/b> Aquellos fabricantes que solo manejan grandes cuentas clave a trav\u00e9s de su fuerza de ventas requerir\u00e1n distribuidores que tengan una gran cobertura de mercado y una amplia base de clientes.\u00a0Y aquellas firmas que tienen un equipo fuerte de fuerza de ventas y de producto es alto o se requiere m\u00e1s conocimiento t\u00e9cnico preferir\u00edan los distribuidores con baja cobertura y m\u00e1s por razones log\u00edsticas.<\/li>\n<li class=\"li1\"><b>Pol\u00edticas de distribuci\u00f3n.<\/b> Cada fabricante y el distribuidor deben establecer claramente el acuerdo sobre el inventario a llevar, la comisi\u00f3n a pagar, asunci\u00f3n de responsabilidad financiera en momentos de comisi\u00f3n a pagar, asunci\u00f3n de responsabilidad financiera en momentos de obsolescencia participaci\u00f3n de mercado derivada, \u00e1reas geogr\u00e1ficas a ser cubierto, elemento de la estrategia de marketing, principales segmentos objetivo, etc.<\/li>\n<\/ul>\n<p class=\"p1\">El contrato debe ser ciego, debe obligar tanto a la empresa industrial como al distribuidor y agradable a ambos.\u00a0Esto tambi\u00e9n forma un criterio importante si no hay compatibilidad en los temas mencionados anteriormente, la realizaci\u00f3n de negocios ser\u00eda un problema.<\/p>\n<p class=\"p1\">Ya que est\u00e1s interesado en conocer los factores a tener en cuenta para elegir un distribuidor industrial, te invitamos a <a href=\"https:\/\/recursos.tecnologiaparalaindustria.com\/newsletter?utm_source=Newsletter&amp;utm_medium=Cta_web&amp;utm_campaign=Newsletter_cta_web\" target=\"_blank\" rel=\"noopener\"><span class=\"s1\"><b>subscribe to our newsletter<\/b><\/span><\/a>a monthly newsletter with technical content that will help you to obtain useful and up-to-date information on efficiency and operational performance of industrial organisations.<\/p>","protected":false},"excerpt":{"rendered":"<p>Los factores importantes a considerar al elegir un distribuidor industrial tienen que ver directamente con la cobertura de la l\u00ednea de productos, el tama\u00f1o del distribuidor, el tipo de distribuidor, &hellip;<\/p>","protected":false},"author":2,"featured_media":26801,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"","footnotes":""},"categories":[498],"tags":[],"class_list":["type-post","category-supply-chain-logistica","CTA-newsletter","CTA-tpi","entry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>5 factores a considerar al elegir un distribuidor industrial<\/title>\n<meta name=\"description\" content=\"Al elegir un distribuidor industrial debes tener en cuenta la cobertura de la l\u00ednea de productos y el tama\u00f1o del distribuidor, entre otros aspectos.\" \/>\n<meta name=\"robots\" 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