More motivating than the profit to support the enthusiasm of dealers.doc

 PAGE \* MERGEFORMAT 14 More motivating than the profit to support the enthusiasm of dealers Moderator: Wang Feng Society Invited guests: Marketing Master, a company CHEN Shi Zhanpai trainers He Junhui, vice president of marketing Hunan Asia South Mountain Dairy’s sales manager Zhu Jun Xiang Difficult cases Great guests consultation Channel marketing is a double-edged sword She-Feng Wang: As far as I know, many manufacturers do in order to motivate distributor sales whenever they use ‘channel marketing’ a way to stimulate more into the more goods dealers, in the short term, manufacturers shipments will go up at once . For this problem, how do you think? CHEN: So-called channel marketing means manufacturers to adopt ‘purchase incentives’ approach to the gifts, promotional products, etc. as bait to stimulate the purchasing dealer, this could to a certain extent, dealers recommend that you increase the enthusiasm of the product, but also a dealer a portion of their gifts, promotional materials presented to the retailers as a way to win over retailers to compete with other dealers. However, if the frequent use of ‘purchase incentives’, or even an effort to pressure sales, it is very dangerous. For a distributor, its distribution network and retail customers is relatively fixed, so the terminal consumption is relatively limited, and if the terminal can not absorb a large number of stock dealers, dealers will be sold or the price down around channeling goods. Also equivalent to the ‘inlet’ fierce pressure, while the ‘outlet’ can not digest, dealers sold out FALSIFYING and cheap it is only natural things. Wang She-feng: that is, sales to the dealer pressure will result in a de facto price changes. Although manufacturers did not intend to put the price down, but manufacturers are not the right of the dealer incentives, price cuts will cause a de facto sales, is the dealer to help you bring the price down of the factory. Chen Jun: Dealers put the price dow