Distribution is a relationship business. The fastest growth comes from converting mechanics and small fleet owners — they order regularly and influence retail buyers. Here’s a step-by-step field playbook:
1. Targeted prospect list. Build a database of local garages, bike shops, and fleet operators. Prioritise accounts that already buy branded oils and those that service many bikes per day.
2. Free product demo & trial packs. Offer 1–2 trial packs per garage and run a complimentary oil-change demo showing improved throttle response or reduced smoke. Demonstrations shorten the sales cycle — a tactic used widely by established brands. Plan Grow Do
3. Loyalty & bulk discounts. Offer tiered pricing where repeat orders unlock better rates or display materials (shelves, danglers). For fleets, provide simple maintenance logs and priority delivery as value adds.
4. Local marketing. Use “Platiinum near me” keywords in Google Business posts and local landing pages. Run inexpensive geo-targeted ads promoting trade prices to “mechanic” and “workshop” audiences.
5. After-sales training & technical support. Equip mechanics with PDS, how-to guides, and troubleshooting checklists — distributors who educate become trusted suppliers.
6. Use digital to scale. Offer an order-by-WhatsApp or simple dealer portal for next-day fulfilment. Quick ordering reduces churn and increases average order frequency.
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