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            @农资经销商,今年,被淘汰的是你吗?


            农资网 2019年8月21日 19:05 来源:春沣思享

              近年来,产品动销难,原材料上涨,产能过剩,竞争激烈,工人下岗,行业天天在洗牌。企业倒闭,经销商跑路的新闻仍然不断。经销商正在经受一场前所未有的洗牌,不改变只会被别人吞并,被品牌抛弃,被终端放弃。
              在市场形势一片大好的时候,消费者求着我们卖东西给他,只要能从厂家拿到货,就能赚到钱,所有的经销商看起来都是牛逼哄哄的经销商。可是市场低迷了,而且还可能一直低迷下去,那么,什么样的经销商将被彻底淘汰?
              第一:高仿山寨假冒类经销商
              很多快消品不是高科技的产品,入行门槛不高,因此有的人有个几万块钱,十几万就能贴牌做个产品,就能投资办个厂。质量当然参差不齐,品牌自然五花八门,品质自然良莠不齐。
              山寨盗版更是多如牛毛。很多人看别人卖得不错,就改一改,动一动,甚至整版模仿,直接山寨复制,冒着被起诉的风险,想着自己就是一个小牌子,大企业也犯不着起诉自己,在各地区出现各种山寨跟风的游击队。
              就像“康师傅”变成“康帅傅”、六个核桃变成六亿核桃、大个核桃;脉动变成脉劫等一样。到最后坑死了客户,也让自己臭名远扬。因为这些靠投机倒把做山寨假冒产品的经销商并不受厂家喜欢,最后就会变成人人喊打的街边老鼠,生意一败涂地。
              第二:低质低价型经销商
              有些经销商自己销量不好,就怪厂家的产品及政策不给力,然后就去换品牌。事实上换了产品也未必能卖得好。最后不得已就去想办法从厂家套现政策返利,不去赚市场的钱,而是想着赚厂家的钱。
              不断做促销,走低价策略,总是拼价格,一直处在生意的最底层。赚不到大钱,但是也把行业搞臭。卖正品产品赚的是安心的良心钱,卖低质垃圾产品就是坑蒙拐骗,永远让人看不起!
              第三:粗暴经营型经销商
              很多经销商还是以前的老套路,夫妻一起干,老婆守在店里,老公去卖货送货,儿子来开车。店里有人来了招待下,没人来坐着嗑瓜子。现在都在做系统管理,都有自己的组织构架、人才编制、发展规划。粗暴管理早已落伍!
              小编曾到过某家门店里,老板娘穿的比较土气,问她一些产品的信息,也是答非所问,根本是个外行。干了二十年,经验却依然是老样子。这样的经销商以后都将被洗掉。时代发生改变,消费者需要更专业,更优质的服务商,需要更加靠谱的商家。很多企业也在转型,他们需要更优质的经销商去开拓市场,粗暴经营的经销商会第一个被筛掉!
              我认识很多的经销商,已经开始自主做自己的品牌,并做的有声有色。老板对产品的定位、策划、价位、市场策略,都有自己独特的观点,生意越来越好。那些靠传统的粗暴管理运营的经销商,生意越来越差,经销权也很快被厂家拿掉,让给了管理更规范的经销商。
              第四:等、靠、要型经销商
              有的经销商一味等着厂家来指导,靠客户上门,要厂家给优惠。依然坐商一个。殊不知,没有业绩就没有话语权,一切好的结果都应该是自己努力得来。指望“等、靠、要”这样依赖心理的经销商,只能被企业放弃。
              市场很大,不要以为自己真的很牛,比你更专业的经销商多的是。你以为客情很好,其实终端只认利益,再好的渠道、网点、客情,总有人会比你更加勤奋更加优秀。渠道资源是公共资源,没有所谓的忠诚,只有所谓的利益。厂家永远喜欢最能给自己上量的经销商,而中断永远喜欢进更便宜的货。
              所以,主动出击,勇于突破,用实力去捆绑厂家,用优质服务和更优质的成本来获得终端的忠诚……
              第五:小富即安型经销商
              有的经销商常常说,我今年计划就做个几百万,已经很不错了,跟以往差不多就够了。家里够开支,店里能维持,还有点闲钱玩玩牌啥的就好了。
              这种小富即安的心理,只会让他们越做越小。殊不知市场一直处在挤压式发展环境下,你想保持市场,对手却想吃掉你。市场如战场,不是你死,就是我亡,很多不可控制的因素。就像有些很牛气的大品牌,突然出现一个质量问题,说倒闭就倒闭了。
              所以,守江山是守不住的,最安全的防守就是进攻。永远以创业者的心态去做事,才能持续发展。否则就如逆水行舟不进则退。与时俱进,在此一搏,才是致胜的法宝。
              最有前途的经销商
              1、组建销售团队型
              一流的经销商建队伍,扩规模,二流的经销商做营销,搞策略,三流的经销商卖产品,拼价格。他很注重人才的培养和使用,大胆的引进人才。不在乎短期利益的损耗,更不在乎员工工资超过自己的亲人。
              2、明确目标进度型
              他很清楚的知道自己要的市场,进度、时间、方式。并有效通过一系列可行措施来达成自己设立的目标和执行计划。他把大目标逐步分解出无数个小目标,一个个的去击破。
              3、营销动作层出不穷型
              他还在年初的时候就已经制定好了今年一年的营销行动计划,每个季度,每个月该做什么,市场变化,他也会随着变化,一切围绕着市场,客户而行动,走在厂家前面,不仅能把厂家实施的营销动作做得风生水起,更关键的是,他自己那一亩三分地已经被他精耕得丰收在望,而别的商家只剩下模仿的份。
              4、注重店面形象型
              他特别对堆头、展架、海报,很是敏感,一些小细节出现错误就抓着不放,一定要达成自己的要求,是一个完美主义者。他不但注重自己的店面装修形象他更注重产品的形象,人员的形象,这样的经销商没有理由做不好市场。
              5、规章制度完善型
              规模扩大后,老板不再亲自做市场了。那么,老板每天要干些什么呢?制订规章制度。没有规矩不成方圆,有了制度就要按制度办事,这样管理起来就轻松得多。否则,事事请示,还不把自己忙得晕头转向。
              6、知道利润在哪里型
              不在乎整体销量的高度,更注重利润来源点。总怕一年过后算账的时间账户里没有钱,他很清楚自己的利润来源点在哪里。心里有一本清晰的帐,哪些钱该花,一定毫不犹豫的花,而且会花到点子上,哪些钱不该花,抓的滴水不漏。
              7、忠诚恒久不变型
              他一旦做了选择就不轻易放弃,他会和厂家合作2年、5年、10年以上,厂家做什么他就跟着做什么。他其实支持的是一个共同的梦想,他随时可以拉开衣袖,指着手腕说:你一刀从这里切下去,血管里面流出来的都是你们厂家品牌的血。这样的经销商能和厂家同生共死,厂家也会和他同舟共济。
              8、捷报频传型
              很少听到他的信息,听到的都是他创造的一个个奇迹。他每年都可以完成基础销售任务,很多问题在他眼里都不是问题,什么问题都可以解决。
              9、对市场有先见型
              对市场的冷暖变化有先知先觉,并及时做好准备,未雨绸缪。在两年前,有的经销商就预见到市场将会有一个回落洗牌期。那时就开始做好度过市场寒冬的准备,那时就不再扩大店面的规划,而是减支曾效,提高店面使用率,控制成本,精简人员,并调整产品销售渠道,开拓新的客户群体。
              说到底,善于学习,积极改变,在变化中寻求机会将让你立于不败之地!
            ( 责任编辑:YanBO)
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