How to respond to customer-induced cross-regional procurement dilemma FALSIFYING.docVIP

 PAGE \* MERGEFORMAT 12 How to respond to customer-induced cross-regional procurement dilemma FALSIFYING Customers purchasing triggered cross-FALSIFYING Southwest District Manager Zhang K’s recent bad shape: area there are places major clients, the project is located in city B, but the customer would like to Quefei A City dealer purchases. Huge amount of money because the project, A, B dealers are the two cities ‘eyeing’. A City dealers stressed that the customer is their old clients; B City dealers require companies to justice, and urges dealers to comply with channels A municipal policy; and customers were threatened that if not A municipal supply, they will consider replacing the factory. This is different from the dealer FALSIFYING triggered FALSIFYING, FALSIFYING provoked by the customer, and the attitude of tough customers, this time Manager Zhang trapped in a dilemma: to customers or to the market order? Diagnose customer cross-Procurement Customer business expansion into new regions, often with the previous regional vendors ‘old friends Nanduan’, and thus induce FALSIFYING. Specific incentives for the following categories: 1. Customer intelligence relationship. Great customer and dealer relationships are more iron in general, so even if the customer’s business expanded to other regions, will still take care of the old dealer’s business. 2. Rebates. Rebates for bulk purchases there is something self-evident things, buyers for customers, the rebate and the new dealer would have scruples about, so they prefer to take kickbacks from the old dealer. 3. Volume discounts. Some dealers give customers total discount, in order to get a higher cumulative discounts, the customer is willing to purchase from the old dealer. 4. Cost factor. Customers choose the closest dealer purchases more economical, more efficient manner, but because manufacturers are mostly based on administrative regional division of the regional division is not entirely reasonable, or b