支持比利润更能推动经销商的积极性（Support the initiative of dealers more than profit）.docVIP

支持比利润更能推动经销商的积极性（Support the initiative of dealers more than profit） Host: Wang Shefeng Guest: Marketing master, combat team trainer Chen Jun A company vice president of marketing He Jun Hui The sales manager of Hunan Nanshan Yahua dairy company Zhu Junxiang Difficult disease Heilongjiang Mr. Peng: I am a beverage companys sales manager, we compared the traditional distribution model, the original selling products has been good, but the enthusiasm of the feeling in the summer of the dealers are not high, so increasing their rebate. Now back to think about it, this year after the profit, the company has little profit, and next year, this situation should be how to do? Therefore, the special sugar clinic to consult you. Guest consultation Channel promotion is a two edged sword Wang Shefeng: as far as I know, many manufacturers in order to motivate dealers to do sales, motionless to stimulate dealers into some goods with channel promotion, in the short term, shipments of manufacturers up. What do you think about this problem? Chen Jun: the so-called channel promotion refers to the manufacturers to adopt the purchase incentives approach to gifts, promotional items such as bait, stimulate dealers purchase, this can improve the enthusiasm of the dealers to recommend your product to a certain extent, there is also a part of dealers put gifts, promotional gifts to the retailer, in order to win over retailers competition with other dealers. But if the frequent use of purchase incentives, and even to pressure sales, it is very dangerous. For a dealer, the dealer network and retail customers is relatively fixed, so the terminal consumption is relatively limited, if a large inventory of terminal can not digest the dealer, the dealer will bring down the price of sales or around cuanhuo. It is equivalent to the water and water press, digest, and sell cheap Cuanhuo dealers out is a natural thing. Wang Shefeng: in other words, to the dealer sales volume, will cause the actual price