Dealers have a soft landing switch.docVIP

 PAGE \* MERGEFORMAT 14 Dealers have a soft landing switch A provincial manager, Xiao Zhang X branded mobile phones more depressed recently, from April of cooperation since the two provinces on the issues continue to dealers are not willing to pick up the goods. Xiao Zhang The company’s products operate in the province’s three main channels: the provincial agents (A and B), the country contractor C, Headquarters, direct supply customers D. The basic situation in which the following table: Where A, B, C sub-model distribution, D-wide food items operate. A dealer is an old dealer, from the company’s first products began to do so, has achieved a lot. Agent is the high-end models. A small company grow into a strong distributor provincial distributors, with dozens of sales team, with annual sales of nearly 90 million, from a single operator X product adds another second-tier agency brands. With the X’s product line expansion, the company intends to introduce a competition mechanism, so B dealers have also become the provincial package. B dealer is the new distributor, only a year or so, the agent is a low-end and ultra high-end models. B boss’s thinking is to use ultra-high-end to make money, go with the ultra-low-end, improve channel penetration. However, as the old boss in Shanghai, the headquarters of its remote control command, the speed and effectiveness of the implementation of the region greatly reduced. The resulting lack of stamina cause it to control the quantity and quality of the region are limited. C dealers are more worry but more have their own minds. Their funds and channel strength than the strong, operating food items, including several heavy-weight brands, performance has been quite satisfactory; D belongs to the national appliance retailer dealers. Everyone’s strengths and weaknesses of the following table: B boss because of the urgency of the market big idea, often leapfrogging the command, overhead local sales team, resulting in rep