Marketing of beer the terminal.doc

 PAGE \* MERGEFORMAT 12 Marketing of beer the terminal This is the author of the work in 2005 when Tsingtao wrote an article Tieshanglai share with you. Introduction: Hubei unprecedented fierce competition market, beer, Yanjing in the Bristol plant, creating 10 million tons in Wuhan, China Resources pure raw production line, test the water while the acquisition of breweries in western Hubei Zhijiang. CR, Yan Jinlong Quan and other giants to snatch market share of beer , at any cost is fierce market competition. When we face competition from rivals like crazy hard to find good policy, they were often neglected our brand, channel, end-use of some basic marketing strategies. Here, I combine Tsingtao operation of the market in Hubei some cases, a brief talk about I talk about some of the views of beer marketing terminals and recommendations. Strong sales targets in under the pressure of how to achieve sales quickly upgrade all of our sales force has become the center of the work, but also to our thinking into a misunderstanding. Sales of our daily sales report is so reactive, the dealer from the company billed the corresponding increase was after the sales, give us the illusion is that sales has been achieved at this time. But is not the case, the dealer after billing , but the beer shipped back to their own warehouse, next to the second groups but also to its distribution, terminal, until the consumers to buy, so as to complete the final sale of beer. a result of that effort we put a lot of work placed on the dealer management, at the expense of the second groups, terminal sales and consumer pull forward the work. In the end the channel is not clear, dealer delivery difficulty in further distribution, the actual sales can not be sustained, healthy growth. First, the importance of marketing of beer and its mission to end Obviously, beer sales in the whole process of the terminal to assume the important role the following two aspects: 1, dealers, co