光明乳业营销策略从巷战到远距离掌控（The Bright Dairy Marketing Strategy from the street to the remote control）.docVIP

光明乳业营销策略从巷战到远距离掌控（The Bright Dairy Marketing Strategy from the street to the remote control） The most important is the sales control channels, the channel control including control of an agent, two agents control, terminal control, channel members and form large differences in mentality, definitely not what we see is the refined and courteous business negotiation. Especially in the two or three stage of Chinas market, the channel members are well controlled. They are angels, and the control is not good, but it may be the devil. This is the channel characteristic of Chinese market. As an important part of the strategy of Bright Dairy milk at room temperature, in order to lay a good turnaround, it is necessary to control the market made a strategic shift from the past to the remote transfer from the street, milk drink pasteurized milk in the downward highbrow strategy of ba. This is also a great challenge for bright dairy. The marketing strategy of pasteurized milk is very different from that of milk at normal temperature. First of all, pasteurized milk products supplier is in absolute strong position, while the normal temperature milk or milk beverage supplier is in a relatively weak position. Pasteurized milk manufacturing rely on relatively heavy, quality control threshold is relatively high, a single product prices are relatively low, but more pasteurized milk by the real estate brand control, the government and local network resources are more abundant. Temperature milk supplier position is relatively complex. If it is a strong brand, there is a large number of market support, the status of milk supplier at room temperature is relatively strong, if the resources are relatively scarce, then the normal temperature milk must be more dependent on dealer resources to do the market. Milk market control requires more business acumen and strategic thinking. For Bright Dairy industry, if we want to realize the strategic shift from pasteurized milk to normal temperature mi