Home >

Dealer Outlet And Development

2008/8/23 14:57:00 20

　 生产商对经销商的要求与看法

Tian Fengying, general manager of Tianjin dynasty wine company,

There are three requirements for dealers: first, credit, good faith for partners, high personal credibility and good market reputation; two, have their own business ideas, business philosophy to keep up with the times; three is strength, including financial strength and channel strength.

These three points are the consistent requirements of the dynasty.

When choosing distributors, whether they are first level or two level, they must have terminal resources, that is to control certain hotels and supermarkets.

In addition, in the process of manufacturers cooperation, manufacturers can guide businesses through the system and so on.

Liquor products are different from other bulk consumer goods, and manufacturers should be coordinated to do the market.

Because dealers in an area even have advantages over enterprises, familiar with the environment, good customer relationship, and giving products to them, the cost is lower than that directly done by enterprises.

So long as profits break down reasonably, this partnership will be relatively stable.

In addition, the disorderly state of the market will remain for a long time, from open to covert, so that we should play a good role in local businesses.

Guangzhou Pearl River Yunfeng liquor company general manager Liu (deputy):

When we choose dealers, we usually have to look at four points: 1. integrity; 2. credit situation (financial strength, strength); 3. control over the market, internal management capability; 4. local network conditions (whether there are local backgrounds, relationships, forces, etc.).

Zou Liang, marketing manager of Anhui Xiao Di liquor company,

We can say that the requirements of distributors for small dealers have gone through several stages. In the past, we mainly asked customers to have enough funds and strength. Later we asked them to have a sound customer network. Now, apart from strength and network, we mainly see whether he is consistent with our development terminals and has some resources and capabilities in this area.

In addition, we also ask the dealers to have the ability to learn and to innovate.

Some time ago, we were developing terminals and distributors for distribution. Later, we found that the cost was too high. Besides, the dealers themselves would not have made a big breakthrough. So now we are helping them improve themselves and make them grow.

On the one hand, we will pmit our sermon by ourselves. On the other hand, we will hire experts to train them, help them establish their own salesmen and teach them how to manage the salesmen, and provide them with suitable models for their own conditions so that they can initially realize the operation of the company and change the old framework of the spouses.

What will the dealer do tomorrow?

I think it should be one of them to take off the old mode, have the ability of innovation, learning and marketing.

Vice president of room Teng Hong Kong, President of Kangshifu Holdings Ltd.

Since 1998, Kangshifu began to reform the channel in the mainland market, that is, "path intensive farming". In this mode, dealers are needed: 1., we have sufficient mastery of the following channels; we have the mastery degree; 2., the capital is not strong; 3., the distribution capacity, including the quality of vehicles and salesmen.

In short, we require dealers to assume the role of logistics providers.

Ding Sheng, general manager of Inner Mongolia Yili Group Limited by Share Ltd milk powder business division,

The pformation of dealers is an eternal topic. With the changing cooperation relationship between enterprises, what kind of distributors cooperate with what kind of enterprises and what kind of distributors do they need?

Enterprises have their own standards when choosing distributors, which are compatible with the channel structure of enterprises.

Every year, we should adjust the dealer team through examination and appraisal. Just like students who study in universities, they can study well in Tsinghua University and Peking University.

The development of dealers can not keep up with the development of enterprises, but they also have the obligation to carry out quality training and technology upgrading for them to keep up with the business day.

　　经销商自己的观点与看法

Zhang Wei, general manager of Jiangsu China sugar and wine company, which has a good understanding of the industry, also believes that the dealer is in a rather difficult position. He made an analogy. After the Spring Festival this year, the off-season came very early, and it was lighter than before.

In recent years, dealers have changed a lot, some have opened chain stores, and some have become buyout providers, all of which are an attempt to better survive and develop.

Zhang Wei feels that there is no ideal shortcut for dealers at present, so it is very important for dealers to make their main business bigger and stronger in the longer term.

Then, how to be bigger and stronger?

Zhang emphasized the following aspects:

1., when the market is difficult, dealers must remain calm and confident.

2., we must choose a good factory to cooperate with.

That is, after choosing a good manufacturer, we must confirm that the manufacturer insists on the cooperation between the two sides and is closely cooperating.

The criteria for choosing a cooperative factory are mainly as follows: (1) the manufacturer has the strength and brand; (2) the manufacturer has ambitious development goals; (3) the product quality is stable; (4) the factory leaders have integrity consciousness.

Manufacturers that meet the above requirements are generally willing to share the joys and sorrows with distributors, and develop for a long time.

Speaking of which, Zhang Chang has deliberately chosen script src=>?