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Fried Old, Weak And Slippery Dealers

2008/3/26 14:32:00 31

First class manufacturers can make three stream dealers get rich, and they can also be dragged into the abyss by three dealers.

"It is impossible for a wolf to lead a group of sheep."

Many enterprises must constantly search for new distributors and eliminate unqualified dealers.

However, we must master the right time and method. Otherwise, the instability of the dealer team will bring huge risks to the sales.

For what the entrepreneur calls the "sheep type" distributor, my understanding is three kinds of dealers: old, weak and slippery.

The "old" distributor refers to those who follow the manufacturer for a long time, though they control the important market areas of the manufacturers, but they are old and self employed, but do not want to make progress, and can not keep up with the distributors.

Although this type of distributor has made great achievements in the early days, it has brought great hidden trouble to the survival and development of the manufacturers in the new era and new situation.

"Weak" distributors refer to those who are poor in market development and even poor in executive ability.

Such dealers have the right to sell a certain market in their hands, but they have no ability to shop the goods to the whole market. They are crying out for a golden rice bowl, which greatly hinders the profitability of enterprises.

"Slippery" dealers, such dealers belong to black sheep, means that they are playing tricks on the implementation of factory policies, deceiving manufacturers to sell more products, falsely reporting sales results, and even thinking that manufacturers do not know, and do not know what to do, so as to wipe out the "oil" of manufacturers.

So how do we deal with these three categories of dealers without affecting market sales?

Choose the right time

When the enterprise has the following conditions, it can minimize the negative effects.

It is time to increase the popularity of products, increase the share of the market, and see that the products are booming.

In the manufacturer's distributor, a "vermicelli" dealer who is stable and loyal to the company must reach or exceed 50%.

The new products launched by the manufacturers are of high technology content, and there are no products that can compete with them in the market.

Choose the right way.

Eliminate the disadvantaged dealers, most avoid "ignorance".

Without convincing rules, dealers who are not only dissatisfied may not be able to recover; they may also feel uneasy about the existing dealers and feel that the manufacturers are not realistic.

Therefore, we must choose the right way to eliminate it.

Every year, the manufacturers have to hold a dealer conference, one is the order, and the two is the liaison.

At this conference, we can announce the way of bidding to compete for regional sales rights.

Bidding indicators can include regional sales indicators, first batch purchases, distribution rights buyout fees and so on.

Such a bidding mode, fair and pparent, can not only make small dealers automatically withdraw, but also can promote the enthusiasm of dealers and attract some "wrist level" dealers in some industries to achieve the goal of "fair and tranquil blood exchange".

/cn.j