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In general, the distribution system was established in three cases. A new dealer just distribution of the product and how to construct the distribution system? The two product is new old resellers of how to edabearing build a distribution system? There is a new product is the new resellers of how to build a distribution system? In short, the existing dealer has built good distribution system to look at in this paper we also as a new system, because their hands in a sense has on familiar intercourse and best-selling product to maintain, and not many skills.
A, extensive cultivation
As the new dealers, does not know in advance which are suitable to do their own products distribution? Even the old dealer sales of new products is also so, because the existing distributors may not need to own distributors. For example, in the high-end liquor distribution network and distribution network, low-grade liquor is different. Doing, high-grade liquor distributor used bottle of wine will even hundreds of yuan net profit earned tens of yuan,, you let edabearing him do that a case of wine is only three, five yuan profit distributors he is not interested in. Similarly, being accustomed to the day can be shipped hundreds, even thousands of distributors of products you let him sit in the shop sold one or two boxes of wine over days he was absolutely terrible, although from the profit point of edabearing view is a little. Of course, there are two modes take all distributors, this situation does not see more in a market, but it is a trend for the future development of distributors.
Therefore, in order to obtain the ideal resource distributor requires distributors have a carpet sweepers action, and in this street action gradually mining want their own distribution network, and in accordance with the principle of rational distribution of regional division.edabearing.
Two, the implementation of 1+x management
The so-called 1+x is a distributor can radiate more nodes. Each distributor has its own fixed network, some is their own business for many years building up, no regional restrictions, as long as they can supply and good service, distributors are self; some manufacturers according to different products to assist distributors build up the regional restrictions, certain, cross selling is regarded as goods, general in the beer industry with particular attention to the management of 1+x; we need is help distributors to build their own distribution and distribution systems, will cover the circulation channel, and channel, the terminal hotel. There are more fine manufacturers built x+y network, distribution system is further extended to. But the author does not agree with the continuous extension of echelon, now increasingly thin profits, consumers are increasingly inclined to directly face the manufacturers, link increases or reduces the distributors of the profit, but also for increased consumer spending, it is no win.
Management is the core of 1+x is how to assist "1" management, straighten out "X", to achieve rapid product distribution and strengthen the network service. The agency, he needs of management is "1", is his ability to direct delivery, service distributors, and distributors in their "X" is to find a number of core network, the core network should not with the product changes, is dependent on their service and product supply to survive the. The distributor has achieved this point, but also increased the negotiations with a dealer chips, can bring more, better for their profits and additional services.
Three, the leading distributor of the product structure and supply, category management, monopoly distributors
The distributor for a year business is down can bring 80% profit for its products actually not much, is at best three, five products. Some people might say, distributors opened such a big shop, daily retail business is so good, do not generate profits? The real business people know, distributors, the retail business to keep his regular rent have been very happy, his profit source head or in the core product business distribution. So, we need to do is to be their this several core source of profits of dealers, controlled their dominant profit and network for the continuation of the market to control them.
If our brand (product) strong enough, we could further require them to implement monopoly franchise, shall sell competing products, to maximize the distribution of our products, occupy the market. Such as dealer sells beer becomes the main profit source of a distributor can then asked him to stop selling all other types of beer, franchise we provide beer products; at the same time, the distributor can also asked his core x network can only sell their own franchise beer. To do this, not only greatly enhance the market competitiveness, enhance the market share in more unpredictable effects.