Many dealers feel very confused, they obviously have a lot of advantages, but those well-known enterprises is not interested in their own, but let those who are not as obvious as their own dealer to do the agent. There are some dealers cursed manufacturers do not righteousness, their own manufacturers to do the market up, the results of the manufacturers to abandon their own, to find their own dealers. These are because the dealer on their own survival of the capital and the value of the existence of errors. Of course, different marketing stages, dealers rely on attracting manufacturers to pay attention to the different capital. Strength of different manufacturers, interested in the dealer's interest is not the same. The above errors, that is, usually to attract no strength, no ideas, the smaller manufacturers of the best argument, can not be used to the strength of the manufacturers who. Dealers want to find a strong manufacturers to rely on to rely on, we must study the excellent manufacturers of those interested in what aspects of the dealer. The real strength of the manufacturers, the dealer's financial strength, the number of customers, of course, interested in the scale of operation, but only these are not enough to really impress the outstanding manufacturers, and may even be counterproductive, so that manufacturers of such dealers feel wary. Excellent manufacturers of the dealer's point of particular attention.
(A) dealer marketing ideas:
Thinking is the way out, there is no way out there is no way to find ideas to find a way out. Excellent manufacturers are very concerned about whether the dealer has a clear business ideas. Excellent manufacturers will only choose and business ideas similar to the dealer. China's marketing environment is in a period of rapid change, if not to adapt to the new marketing environment, marketing ideas, dealers accumulated customers, distribution network is no value, can not play a role in the new marketing environment.
The general dealer will only provide conditions to the manufacturers, such as the requirements of the bottom of the funds, promotional support, sales policy, excellent manufacturers undoubtedly have the ability to provide these support, but they can not provide these support unconditionally, only manufacturers from the dealer to see hope , Will be generous to provide support conditions. Can make manufacturers shines, it is the dealer's ideas. Excellent manufacturers are not afraid to spend money on the dealer (that is, to provide policy support), but fear of spending money, fear of falling into the black hole (that is, only input, no effect). Only the dealer to provide a clear business ideas, manufacturers dare to provide market support.
(B) the distribution capacity of dealers.
Manufacturers to those who keep the facade room to operate the dealer called "sitting business", the initiative to the next line of customer delivery dealer called "business". The main difference between businessman and businessman is that the businessman has the ability to distribute. Distribution capacity is gradually becoming the core competitor of the dealer, the future can survive the dealer may only be "distribution center" type of dealer. The essence of the distribution is "third party logistics", manufacturers are usually unable to independently assume this logistics activities. The distribution of the center of the dealer to provide the logistics, usually able to achieve a variety of products at the same time distribution, therefore, distribution center-style dealers in business activities play an irreplaceable role.
Dealer distribution function must be established, the following four points: First, must have a sense of delivery. Recognize that only dealers with distribution capabilities can survive. Second, we must set up distribution agencies, distribution personnel, distribution tools, which constitute the basic elements of distribution functions. Third, low cost distribution must be achieved. Many dealers are reluctant to carry out the distribution of the reasons is unable to bear the high distribution costs.
(C) the management of the dealer capacity.
In the era of popular business, dealers almost do not need management capabilities. But when the dealer to carry out distribution services, to carry out the terminal sales, to carry out intensive training on the market, management becomes extremely important.
With outstanding management capabilities of the dealers, the most easy to get the manufacturers of all ages. The Dealers from the business to the businessman after the transformation, all aspects will change greatly. First, the staff greatly increased, the difficulty of personnel management increased; Secondly, an increase of various types of distribution tools, but also added a management content. Third, the increase in the number of customers, customers miniaturization, and the previous delivery system into the current delivery, the management of the degree of geometry was increased
Dealer management, the management of people, to control the "Everyone every day every thing", the management of the goods, to control the "when each goods at what price to which customers," the next Line customer management, to control the "when the purchase, when sold, should be into the number of goods." In the manufacturers view, if there is no management capacity, the larger the size of the dealer, the greater the risk, no management of the scale of expansion is a disaster.
(4) the degree of investment in the business of the dealer.
Dealer's determination, perseverance and commitment to the cause of the business, usually with the degree of cultivation of the market is proportional to the manufacturers like those "ears do not hear out of the window, one mind only know that business" dealers, of course, this type of distribution Business to give strong support. Many dealers have to make money, has lost the direction of life, and some have no longer personally RBI business, the business to the family or friends RBI, and some indulge in the voice of the dog's life can not extricate themselves. For these "have the funds, no determination" to the dealer, the manufacturers will be different.
Entrepreneurial type of dealer is the most favored by the manufacturers. Entrepreneurial type of dealer and the general dealer of the difference between the two: First, the entrepreneurial type of business to business as a business to do. Second, for the entrepreneurial dealer, the profit is the future of capital, earned money will be put into the process of expansion and then operate. While the general dealer, the profit is the future consumption of capital. Manufacturers are very worried about the dealer after the transformation of money. Dealers do business in order to make money, to make money have to threw himself into. But how to do after making money? For entrepreneurial dealers, making money is to continue to make the cause bigger, the greater the cause, the harder the work. And for ordinary dealers, the money is not to continue to endure hardship, with money do not enjoy, what money to do? This is the weakness of human nature. Manufacturers no doubt like those who overcome the weaknesses of human nature, to support the weakness of the dealer to overcome the weaknesses.
China is currently in a new round of commercial revolution, the biggest impact is the dealer, the dealer past the success of the basic environment is changing, dealers need to re-understand their own value in order to continue in the new round of business revolution Success.
Fourth, the eyes of the manufacturers of outstanding dealers
1, to collect feedback market information,
2, effective looking for consumers
3, the establishment and management of distribution channels
4, actively promote the product brand, the implementation of the program
5, put the necessary resources to bear a reasonable risk of trading
6, good self-management ability
7, good social relations
8, agree with the manufacturers culture, values ??and consciously abide by the system policy
Previous: None
