How to carry out the operation of sub-channel distributor.docVIP

 PAGE \* MERGEFORMAT 10 How to carry out the operation of sub-channel distributor Sub-channels are operating is becoming a trend, which is market development and channel development, the inevitable result. But for many companies, especially the dealers, the sub-channels are operating to bring them a lot of questions, not only did not produce a good effect on the market, but has brought a lot of trouble. Foma’s dilemma Hebei, a wine industry because the product number, in order to allow the market to maintain a stable and orderly, business-to-products by restaurants, supermarkets, distribution, night market and several other channels segment and positioning, require dealers to implement product sub-channels are operating. Fuma Trading Company is the distributor of wine in Jiangsu, in order to implement the sub-channel operation, set up branches in all regional markets for market supervision and implementation. However, since the implementation of multi-echelon distribution system, sub-channels are operating in name only. Fuma trade channel status is as follows: a distributor of the operation of the market by region, but a distributor does not directly control the terminal, so basically the exercise of the transit of goods and wholesale functions. 2 distributors in accordance with regional development and operation of the terminal market, but there is no clear channel division, are operating a full range of products. Because the two distributors in different channels on the strengths and scope of the strength of the points and channels in the strong infiltration of many products to other areas of distributors, the product appearing on the market opportunity for multi-level overlap greatly increased. For example, a strong distributor channels are catering, then he stars as a restaurant’s flagship product, dry red, but because he was a relatively strong food and beverage channel, then he may be radiated out to other distributors of the food channel. The stars r