As a manufacturer's business, you have no ability to achieve the company's sales according to the distributor's resource utilization! Without letting the dealer ability to make a profit, you are not qualified to tell the dealer what to do!
Factory sales staff often say that distributors do not cooperate at work! Then did you think about why the distributor didn't cooperate? First of all, we must analyze the reasons why distributors do not cooperate!
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any problems and contradictions arise under certain historical conditions and have objective reasons. We can try to analyze them in the following two aspects: 01 first find the reason from yourself. It is too late for a dealer who has no strength to pursue well-known brands and hot-selling products. How can he not cooperate with the work? This only shows that the brand has no influence in the local area, the sales volume is average, or in the process of cooperation, the factory also has many places that cannot be put in place. The most fundamental reason is that dealers cannot make money. At this time, we must think differently: 1. Arrears of dealer fees, improper financial relations between salesman and dealer, etc. make dealers angry. 2. Improper handling of product quality problems, untimely delivery, empty checks issued by the salesman to the distributor, excessive inventory of the distributor, but the promotion policy of the manufacturer was not in place, which caused the dissatisfaction of the distributor. 3. Due to the wrong way of thinking and method, many large-scale marketing campaigns have no effect, manufacturers lack market support, and distributors lack confidence in products. 4. Regional managers carry out work too high-profile, put on the leadership shelf, looked down on the weak dealers, hurt the dealer's self-esteem, and made the dealers disgusted.
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02 identify the key problems existing in the dealers themselves 1. The funds are tight and there is no money to make payments. 2. The attitude is not correct, and we do not attach importance to our products. We act as agents for multiple similar products or are being attracted by competing products. 3. The internal management is chaotic, and the market works for three days to fish and two days to bask in the net. 4. Due to the limitation of business thinking, the market has been difficult to break through and the business is difficult. 5. Poor service meaning, poor channel network customer relationship and bad reputation. 6. There is luck in violating the company's regulations, rushing goods to foreign markets at low prices, intercepting company expenses, etc. 7. Weak business team, poor execution, etc. 03 purpose and method of distributor management what is the purpose of manufacturer to manage distributors? Is it to make dealers obedient? Wrong! Managing distributors is only a means, and sales volume and market are the purpose! What is the purpose of distributor operation-profit. What is the goal of the regional manager's work-performance. The work art of regional managers lies in unifying the sales market, operating efficiency and performance goals, unifying the basic work of the market, and unifying the cognitive purchase of consumers, mobilize various resources to seize the land in the market competition. Therefore, we can also draw such a conclusion-the work of the regional manager = helping dealers earn money. As long as they can help dealers earn money, all management problems will be solved. Someone retorted, "my distributors earn hundreds of thousands or millions of dollars a year for our products, but they are very awesome. They basically don't take me seriously, let alone cooperate with work!" Then I have to ask, "What are your promotion and guidance effects on your dealer operation and market management? Have you got the channel in your hands? There is no living space for the regional manager who only relies on lip service, relationships, leadership shelves, no real talent, and the strength of the company as the backstage!"
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I want to give first. If you want to make distributors work together, you must first meet the needs of distributors-make money. 1. Review your dealer management experience and do a good job in dealer management. In fact, there is only one sentence: Attitude determines everything, thinking determines the way out, and details determine success or failure. That is to say, we should use corporate culture to arm the dealer's thoughts, correct the dealer's attitude, assist the dealer to do a good job in market planning and straighten out the working ideas, help the dealer to improve the management through sales, do a good job in the training of the dealer's business team, use sales profits and sales policies to encourage distributors to actively do the market, supervise distributors to implement the company's market policies and promotion plans, and use the company's market management regulations to manage and restrict distributors. For dealers, excellent regional managers are both military and teachers! 2. If you want to do a good job in dealer management, don't talk about the word management every day! Most of the time, the distributor's social experience, age, personal achievements and so on are far more than ours, and it is also very face-saving! At this time, we can put it another way: "Communication", "cooperation" and "win-win". 3. Remind all regional managers: Don't just use the payment to measure dealers, first reflect on your work
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do a good job in the market to complete the sales task: help dealers earn money!
How to let dealers cooperate with the work: help dealers earn money! The purpose of managing distributors: to help distributors earn money!
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