How to effectively motivate distributors (middle).docVIP

 PAGE \* MERGEFORMAT 11 How to effectively motivate distributors (middle) Moderator: Deng Yang grid (in this section Moderator) Invited guests: Chen Jun (a company’s marketing director) He Junhui (a company vice president for marketing) Rong-Hua Yang (a company selling the Minister) Lize Bin (a company Planning Director) The last issue we discussed how to develop factories to the dealer rebate policy, saw the benefits of multi-purpose process rebates, took note of the different market focus for different stages of rebates, and dealer support for more than the rebate promote their enthusiasm. This issue, we will continue to work with you to explore another common form of incentive - the pros and cons of pressure paths. Why can not the dealer’s profit margins too high? Moderator: In addition to rebate incentives, to my knowledge, some dealers to increase sales of business or compete with our rivals the active distributors, dealers tend to spread much profit margins, but eventually in turn causes the market negative impact. How you look at this issue? CHEN: I think first of all profits to the dealer to be reasonable spreads. What is reasonable? That is, spread to the dealer profits, not too low nor too high. So the standards are too low too high then what is it? The so-called low too high relative to similar products in terms of the average profit. Moreover, the need to determine the spread of profits, and generally also refers to new products or new varieties. Moderator: low profit dealers do not sell your product initiative, which we all well understood. But why not too much? High profit margins, what wrong with that? Chen Jun: profit margins too large, distributors will have to sacrifice a little flat profits to increase overall profits of the ‘clever’ way. The problem is more than one dealer think so, when we all feel that way, the price will plummet. Secondly, because the dealer only sell their products in order to get the profit, in order to hig