Friend and also an enemy Dealers.docVIP

 PAGE \* MERGEFORMAT 18 Friend and also an enemy Dealers As a manufacturer’s sales manager, will naturally give top priority to the interests of manufacturers, it seems natural (after all, he took the manufacturer’s salary); while the interest for its dealers, but also should be protected, it seems to have there is no problem (dealer’s performance is his performance). We often hear, and he is always preaching, manufacturers and dealers are the same boat passengers and interests are the same. However, when the husband and wife are quarreling. Case 1: one cross-FALSIFYING A company is a world-renowned manufacturer of bathroom and its products are widely used not only to five-star luxury hotels and high-level villa homes, but also used extensively for home decoration. Customers from building materials retailers, specialty stores and warehouse-type building materials purchased in supermarkets. A’s 2003 data showed: Group Purchasing A total turnover of the company as a whole about 40%, but the proportion of profits was as high as 60%, because the group-based procurement is mostly in the high-end category, is the company’s profit products, but also distribution profit margin products, this part of the sale primarily by the manufacturers sales representatives and distributors through one on one visit (visit object is: project owners, designers and contractors) to obtain orders or brand specified. Group sales are also sales manager for A company in its three major indicator of performance evaluation. As the Group’s purchase orders for the subject of a single large, high profit margins as competition for the meat and potatoes of the various dealers. Driven by economic interests, the Group’s procurement dealer Chuanhuo phenomena have occurred, the main were as follows: A dealer in the project spent a great deal of manpower and material resources been designated A company’s brand at low prices Chuanhuo B dealers obtain orders. This kind of non-normal means of access t