Multi-channel era how to do super KA.doc

 PAGE \* MERGEFORMAT 16 Multi-channel era how to do super KA KA (Key Account), by definition refers to the key customers, the large customers. For the majority of suppliers on the domestic universally KA retailers mainly refers to: 1. An international supermarket chain department store group: such as Wal-Mart, Carrefour , Tesco Tesco, etc., 2. domestic large supermarket chain department store group, such as China Resources Vanguard, Lianhua, Supply Chain Management, etc. 3. according to the manufacturer’s credit standards, and other regional department stores, supermarkets have a certain strength, Can not ignore the market can not give up KA stores as a terminal form of the very end, in recent years has been the rapid development of major domestic chains competing for staking their claims, Wal-Mart, Carrefour and other international chain giant in China accelerated the pace of the layout, from the antennae gradually extended to the second-tier cities third-tier cities, China Resources Vanguard, such as Lianhua Supermarket Holdings also been funded to conquer new territories, wantonly mergers and acquisitions, determined to seize half of the retail market. KA retail stores throughout the community share in the important, consumer goods manufacturers, dealers can not ignored, can not give up the market, however, “do not do the terminal waiting to die, do end-court death” in the background, how to do what the KA channels? how to profit in the KA channel is still a problem plagued the majority of manufacturers. KA suppliers do as tasteless - tasteless but wasteful to discard Two years ago of a cosmetics distributor with the cooperation of the Southern District of a KA, the past two years hundreds of thousands of input costs, although decent sales, but profits are still far from satisfactory, perhaps because the conditions had signed a contract too, and KA stores almost every year to improve conditions of contract requirements. dealer boss Wang admits: “a h