dealers and hotel negotiation skills（经销商和酒店谈判技巧）.docVIP

Dealers and hotel negotiation skills For the operation of high-end liquor brand dealers in the pathway, the hotel has a “halo effect” of the terminal, hotel terminal on the customer often means high-quality or high-grade terminal through the hotel can improve the image of the brand and visibility in the the liquor market operation process, the hotel (referred to herein is A, B class hotel can be described as an important channel value chain link. consumer terminal in the hotel try buying it in a larger extent, products and consumers to interact, product characteristics and culture can also be described to the consumer by the Purchasing Guide “peer-to-peer”, which is a key point in the process of the formation of the inertia consumer brands consumers in other channels. However, for dealers, the drinks brand to enter the hotel needs a lot of costs, such as into the store charges corkage fees, promotional fees, bar display fees, anniversary fee, Hironobu fee to buy the special fees, even if the payment so much the cost of the drinks brand in the hotel’s sales may not be turning around, for example, to promote brand drinks-year profit is not enough to pay its presence and hotel fees, hotel channel has always been real sales real knot checkout long cycle, changes, which will not only increase the financial pressure dealers, will also produce the risk of bad debts, dead account funds. Moreover, some dealers in expanding foreign markets, the local regional markets selected the several hotel for product promotion and publicity, and the cost of the hotel’s various costs and product operation for a period of time, can continue to maintain a good development trend, dealers go to maintain the market, only to find that some hotels have originally thought “deserted” However, for many of the operational end liquor brand dealers do not do the hotel not the hotel but fear and hotel repeatedly, the war of words and even resort to meet negotiations. Dealers and hotel negotiations