企业渠道拓展新出路（New way of enterprise channel expansion）.docVIP

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企业渠道拓展新出路（New way of enterprise channel expansion）.doc

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企业渠道拓展新出路（New way of enterprise channel expansion）

企业渠道拓展新出路（New way of enterprise channel expansion） A new way to expand business channels With the rapid development of the market, new products continue to emerge, the market continued intense competition in the Red Sea, blue ocean has been excavated, facing the fierce market competition, how can the FMCG enterprises find the most suitable for the most beautiful, complete the enterprise market development plan, this is a lot of enterprise very headache, business personnel is very blind. In this article we start from the following two problems for a simple analysis: First, what kind of distributor is suitable for the development of the enterprise? Second, how to obtain these dealers favor? First of all, to develop a set of suitable for the development of the enterprise dealer standard, is the fundamental guarantee for the quality of investment, including the following questions: What is the 1. companys marketing strategy? Our goal is to do the national market or a regional market; our annual goal is to increase market share, improve the laying rate also Is to reach a set profit targets; what is the strategic goal of the next few years. 2. of the companys products belong to which category? What are the characteristics? Such as: short shelf life, easy damage, high turnover rate, funds and so on, whether there are special channels to Ask for? What is the market positioning of the product? 3. what kind of market tactics? Is the city surrounded by rural or by central city radiation surrounding areas? 4. channel structure is what? Is the total distribution system or distribution + direct + distribution way is one way? 5. through the terminal sales of what? Is KA, convenience stores, grocery stores, wholesale market? Second: the measure of whether the dealer the appropriate standard, including: 1. financial strength: for some high turnover, in order to win the products on the dealers financial strength requirements are relatively high, such as milk, beverage and beer. 2.: t