From selling products to selling the market - dealer from the control the best means of.docVIP

 PAGE \* MERGEFORMAT 8 From selling products to selling the market - dealer from the ‘control’ the best means of Manufacturer’s sales force is now a popular word: Kongpan. Meanwhile, a word popular among distributors: Anti-Kong Pan. The former refers to manufacturers by controlling the commercial channel members to control the market. For manufacturers, the control of large retailers is unrealistic, but the control of medium and small independent retailers, distributors and it is feasible. Through this control, manufacturers can speed up product flow in the channels and reduce the manufacturers of financial risk. Therefore, ‘the depth distribution’ so popular in China, so ‘Yaku’ has become the most frequently used marketing tool. There is no doubt, by Kongpan, manufacturers a low-risk operation, but the dealer’s business risk at this time is not high? Therefore, the manufacturers of such acts unconsciously induced the anti-Kongpan dealers, that dealers want to break free of control, or even hand control manufacturer, control terminal. Because the dealer, the anti-Kongpan means access to high ground distribution chain, so as to control firms controlling terminal, so dealers will be able to get from the factory here, the most favorable policies, the most sales of power products, so retailers in the terminal Billing is the fastest speed in front, but at this time are two important indicators of dealer operations: Capital slew rate and slew rate of goods they can also get the maximum extent possible upgrade. Why are dealers tougher and tougher? More and more difficult sales and profits are also growing in thin, such a situation how to break? How to secure a reasonable distribution rights? How to create a balanced, mutual business relationship? Some people are divided into dealers ‘shopkeeper’ and ‘peddler’, this is too simple, only used to analyze the behavior of dealers. I dealers are divided into two categories: one category is ‘traders’ only did the bu