Regional liquor companies how to rely on the external market breakthrough products.doc

 PAGE \* MERGEFORMAT 11 Regional liquor companies how to rely on the external market breakthrough products A regional liquor business definition 1, the overall sales of between 1-1.5 million, 2, the product structure is mainly biased mid-range (actual retail price of 50-80 yuan / bottle and middle and low (actual retail price of 20-30 yuan / bottle, or more account for about 70 percent of overall sales, 3, the layout of the market a base market (generally in the winery location of its sales accounted for 70% -80% of the overall sales, there are certain external market layout (ring winery nearby regions, which are generally basic dishes are less than 5 million (5 million in sales is largely dependent on the product sinks and sinks dealers realize that without a stable sales 4, mainly on big dealer dealers layout 1-3, the basic occupy 50% -60% of their overall sales, other dealers basically in millions of sales, or even less, Second, the regional liquor business common problem In addition to the base market, the external market is largely dependent on product sales and dealer sinks sinks achieved without a stable market sales and cash flow products in the market for a price segment. Amount of cash flow on a product is no, you can not feed distribution Manufacturers, distributors and therefore led to constantly changing and constantly changing product, resulting in a consumer product does not accumulate, over time creating a vicious cycle. Companies continue investment, new distributors can not fast on the amount of products in a short time, the dealer trapped in the account of operating costs and terminals, cut into the market, leading to occupy certain products can not be sold quickly at a certain price, business-to-business staff There are sales requirements, business people have continued to increase product dealers in exchange for short-term sales, but this part of the sales have become a dealer inventory or arrears, once the dealer can not kee