Dislocation management.docVIP

 PAGE \* MERGEFORMAT 7 Dislocation management Exclusive agency good or better than agents? Manufacturers are always vacillating between the two, or at different times to take a different agent strategies. Dealers are not thought to exclude a number of agents increases, and only in the case of a last resort only ‘forced’ to accept a number of agents. On the exclusive agent problem, manufacturers have too much taken for granted among the ingredients are always difficult to shake off the shackles of the traditional inertia of thinking, so often draw the wrong conclusions. Why is wrong thinking Dealers Why is customary to exclude a number of distributors agent? A number of agents may be due to the vicious competition among distributors (such as the race to keep the prices down) and lower their profits. At the same time, all the dealers may not be willing to devote human and material resources, finance to develop the market, do not want to do long-term planning, not willing to establish the brand image. Because all inputs are increased costs, and therefore must be sold at higher prices can be a profit. Has not made any investment may be playing into the hands of dealers. What are the benefits of exclusive distribution? To the interests of exclusive agent to bargain with manufacturers to obtain qualifications. Dealer ideas mistake: forgot to do a market goals. What is the goal to do a market? The market than done. Only the market made up only interests. Exclusive distribution market can make up? Why do some dealers did not power it also requires exclusive distribution? Thinking error is the biggest mistake. Why is the wrong idea factory Manufacturer’s strategy is usually: market development period, the implementation of the exclusive distributor; market maturity, the implementation of a number of distribution. Has been living in the psychological dominance of the manufacturers, why is generally agreed that the implementation of market development period