How To Avoid Misunderstanding Of Dealer Selection

Jiang Meng teacher combines field visits and visits to many enterprises, summarizes some of the ideas that we can upgrade and adjust in choosing dealers, do not go astray again, and eventually the manufacturers go away. Case: Jiang Meng teacher had a meal with a client during a training session. A dealer said he had a disagreement with a previous manufacturer. When he opened the distribution conference, he patted the table and said Lao Tzu did not cooperate with you. Then I cut off the partnership; I asked him why he did so, and he said, "I didn't buy goods. He said I was in the market, and Lao Tzu was very angry." We

Do not comment on who is right or wrong. In short, it happened and is bad for anyone. How can we avoid such embarrassing situations?

Jiang Meng summed up the misunderstandings of our regional managers in choosing distributors.

　　 1: choose only Distributor Distributors with a wide distribution network

Indeed, some dealers have a long operation time and rich networks. They want to open the market at once through their network. In the end, in order to achieve cooperation, the sales promotion efforts of this large dealer are very large and support a lot. There is a phenomenon of big customers and bully shops. The future outcome is that he will make trouble everywhere, disrupt the market, and can not manage the market continuously. New distributors are hard to enter, and small dealers have no profit to do.

　　 2: choose only large and strong distributors.

Large scale, powerful, many regional managers in the development of regional market process, first of all, to develop the largest local dealers, think that there is capital, strength, sales will be very good, the result is that products in the hands of these dealers, easy to be kidnapped; he does not advocate the promotion of your products, you can no longer develop other distributors, products are so under house arrest.

　　 3: think dealer experience Abundance is fine.

Past experience may be the root cause of future failure. I wonder if this district manager can understand that in today's China market, many enterprises' brands are doing their best. After a few years, there is no trace. Why? They are dragged down by so-called experience.

Enterprises, dealers do not like this, ten years Hedong, ten years Hexi, past experience only represents the past, does not represent the future, to find the future has new marketing ideas, new marketing ideas, new dealers in the management of new methods is the way to win. Moreover, the so-called experienced dealers will point out the company's policies, and will do the market according to their old ideas. It is not easy to implement and accept the new marketing policies for the manufacturers.

So how do we judge the quality and quality of dealers?

　　 1: Dealer bosses to employees and customers. attitude

In the process of communicating with customers, you can judge his attitude towards customers and the attitude of his employees.

Case: there is a dealer customer, the age is relatively large, but in our communication, he said: employees follow you, have to rush ahead, do a good job for their employees, they can work at ease; treat customers must be honest, for the sake of customers, timely handling customer complaints and dissatisfaction. This distributor has been doing a lot and is also a supporting distributor for this enterprise.

　　 2: dealer's management ability and learning ability

By looking at the dealer's office, warehouse and employee status, you can see the management ability of the dealer. If the office is chaotic, dirty, the staff is in bad condition, there is no confidence. In the middle of the conversation, they always complain too much, think little, and always lose money, and business is bad. Such dealers consider carefully that the chances of success in the future are relatively small.

　　 3: dealer's past, present and future Contrast

In the process of chatting with distributors, ask his past manager, his current state and future plans to see whether he is in an upward or downward phase.

　　 4: new marketing of dealers thinking

How to homogenization competition, such a low profit, how to break through the limitations of distributors, and how to operate rapidly, and talk about his ideal, so as to find out whether he has the potential and quality of marketing good products.