Door to door in case of commodity structure of distinction and its negotiating rules.docVIP

 PAGE \* MERGEFORMAT 7 Door to door in case of commodity structure of distinction and its negotiating rules By adjusting the supply structure to prevent excessive competition in the store Stores caused by excessive competition between the price war and promotion war, often from the manufacturers of similar products. For example, like a certain brand of instant noodles with the same specifications and price of products, the store sold 20 yuan, that store, we sold 19.5, so that a price war than it is easy to occur. Overall store in order to stabilize their own customers, the possible lower price than the other major strategy and promotion efforts, thus fall into a price war and promotion of the vicious circle of war. But if these stores sell products are not manufacturers of similar products, then consumers in different stores to see the product price and promotion policy, there is no comparable and thus there is no need to price competition and promotion of the war. So how suppliers by adjusting the supply structure to prevent the retailer’s over-competition? (1) For the same positioning of the product manufacturers can supply different specifications in different stores, capacity or size of products. Such as instant noodles, 1 yuan retail product, then the supply of 24 stores in different packaging or 30 packs; refrigerators and washing machines manufacturers can supply different capacities at different stores, design machinery. (2) For manufacturers of products the same location can be supplied in different stores in different brands. Many companies are now following in the main brands have sub-brand, which for suppliers to adjust supply structure provides a very good condition; Similarly, many dealers are often agents of several different brands of similar products, it can be so operate. For example, like instant noodles, Henan, Sri Lanka 1 yuan U.S. special Company’s retail products are够味 , super-Sri Lanka-US special, think Gold round and so on, then