Hood agents rebate process

The first: the provisions of the agents and dealers rebates

Circular: the agents and dealers

Rebates

Distributors:

The company's rebates to the merchant to the year for the settlement cycle, rebates to the product in kind form of rebates.

Distributors to purchase more than 5000 yuan account, customer service standards: 5000 yuan within the five ring free delivery, five ring outside the seven ring more than 10,000 yuan free delivery less than the fixed cost of self-financing. Gifu area company is responsible for delivering goods to the customer designated Beijing freight station, long-distance freight charges borne by the customer. This note explains the right to xxxxxx all.

Signed:

May 28, 2012 Sent: Sales

Cc: Finance - archived

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The second: agents and distributors

What is the meaning of agents and distributors? What is the difference?

Distributors and agents are channel intermediaries

Distributors

independent business organizations

ownership of goods (buyout of the manufacturer's products/services)

to obtain operating profits

multi-species business

business activities in the process of not or rarely subject to the restrictions of the supplier

and the supplier of responsibility and power reciprocity

Agents

are not necessarily Not necessarily an independent organization

Does not own the goods (agent of the manufacturer's products/services)

Earns a commission (commission)

Business activities are subject to the supplier's guidance and restrictions

Supply power is greater

From the manufacturer to the retail end of the channel

1, manufacturer → distributor → consumer

2, the manufacturer → general agent → distributor → consumer

3, manufacturer → general agent → first-level agent → consumer

4, manufacturer → general agent → first-level agent → consumer

5, manufacturer → general agent → first-level agent → consumer

6, manufacturer → general agent → first-level agent → consumer

7, manufacturer → general agent → consumer

4, Manufacturer→general agent→first-level agent→second-level agent→... → distributor → sub-distributor → consumer

Agents are mainly divided into general agents, regional and sub-brand agents, general agents establish their own provincial branches. The establishment of agents, can share the risk of manufacturers, so that manufacturers and agents *** with the pulling market to reduce the risk of manufacturers.

At the agent level, in addition to the establishment of the general agent, the agent can also be based on the manufacturer's channel model, under the establishment of a level of agents or regional agents and at the same time with the end of the sales cooperation. In this way, the agent from a simple distribution into a management function of the channel maintainers, in addition to business management, agents also have brand management, promotion management, service docking, financial management and other functions.

The agency system and distribution system can also penetrate each other, the main difference between the various types of sales channels is the increase in the level of agents or distributors. At present, the manufacturers of agents and dealers for the management of the main focus on price and source management, for personnel training and advertising will also provide some support. For agents and dealers, their profits come mainly from sales profits, rebates, installation and maintenance services.

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Third: 2017 Dealer Rebate Management

On the management of 2017 customer rebates

In order to standardize the system of rebates for each branch and the implementation of standards, while strengthening the company's standardization, data, standardization of management, specially formulated for this management regulations. First, second, third, the declaration of authority:

Branch managers and regional salesmen have for the region dealer rebate declaration of authority. Audit authority:

Marketing Management Department of the branch and the regional business rebates declared the right to audit the policy. Declaration process:

1. Branch manager declaration process

Confirmation of the rebate customers and content → fill out the "rebate policy application form" → Marketing Manager review and approval → the development of the "Dealer Sales Agreement" → sign the "Dealer Sales Agreement"

2. Business manager declaration process

Confirmation of the rebate customers and content → branch manager approval → fill out the "rebate policy application form" → Marketing Manager review and approval → the development of the "Dealer Sales Agreement"

2. Manager review and approval → the development of "Dealer Sales Agreement" → signed "Dealer Sales Agreement"

Fourth, the collection of information:

All signed "Dealer Sales Agreement" need to be photographed before 23:00 that day to pass back to the branch sales attendance, the headquarters sales attendance is responsible for the "Dealer Sales Agreement" collection of the archives, paper file of the agreement needs to be delivered to the branches of the internal affairs for preservation (such as the absence of the internal affairs) Warehouse management is responsible for), and sent to headquarters within 10 working days, by the headquarters sales staff to organize the archives.

Tips:

The company's business personnel in strict accordance with the above declaration process for dealer rebates; 2017 all unapplied rebate policy is not responsible for the company, resulting in losses borne by the individual.

V, VI, this notice to March 1, 2017 period of strict implementation

VII, on the existing cooperation rebate customers did not sign the agreement, need to be in March 28, 2017 all according to the above declaration process to re-approve and sign the "Dealer Sales Agreement". Not signed before March 28, 2017, all invalid rebates.

深圳市美中科技发展有限公司 February 17, 2017

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Title IV: Sales Rebate Provisions

Provisions for Sales Rebate Payment

Every contract signed by a salesman with a rebate policy must be approved by the general manager, the sales management department, and the financial record.

I. Invoice rebate:

(1) rebate discount :refers to the sale of the full amount of invoices, invoices rebate part of the ticket from the ticket in the form of a sales discount deducted, the customer back to deduct the balance of the rebate back to the money.

(2) invoicing in the form of high tickets: refers to the invoiced amount including the rebate portion, this form of return to the face amount of the money to be higher than the base price of the part of 8% on the tax, and to provide the rebate amount of the cost of the bill, the receipt of the money, the cost of the bill after the payment of the rebate.

Second, do not invoice rebates:

(1) sales to the full amount of the bill of sale, the customer full payback, payback according to the standard agreement to pay rebates;

(2) sales to the full amount of the bill of sale, and then play the refund price, the customer to the full amount of the refund price deduction back after the receipt of money, no longer return.

Third, the Sales Department has a unified rebate policy rebate:

Sales Department approved by the general manager of the rebate policy in the financial record, the Sales Management Department according to each salesman and salesman under the name of the agent, the agent responsible for hospitals, hospitals, respectively, marked rebate accounting standards, the unified preparation of the "rebate situation of the salesman registration table "to the financial. When there is a rebate when the salesman according to the sales department to develop the rebate standards and procedures for application, the Ministry of Finance management accountant according to the rebate standard accounting rebate, financial manager audit, general manager approval by the cashier from the letter of cooperation to the agent's account.

Sales Management Department should be based on the nature of the business and different periods of rebate policy in a timely manner to amend the "salesman rebate registration form", the finance of the following three kinds of cases do not account for rebates: 1. General Manager did not sign the approval of the rebate;

2. In the Sales Management Department, "Salesman Rebate Registration Form "No registration; 3. Not filed contracts;

Gansu Zhongrui Pharmaceutical Co.

What kind of sales policy can activate the dealer? Of course, the more rebates the more dealers like; the better the product is sold at the same time profits are also good, these are dealers are interested in. However, the market competition is becoming more and more ruthless, manufacturers can help dealers more and more demanding policy, especially the larger the enterprise, dealers can only listen to earn hard money. From another point of view, if the enterprise in the process of development, the development of the terminal, taking into account their own interests, leaving dealers to fend for themselves, that is not good, which raises the question of what kind of policy can be taken by manufacturers to activate dealers? At present, many home appliances continue to slow down the time to discuss this topic also facilitates the cooperation between manufacturers as well as the progress of the two-way choice of Nanjing Li Gong.

So what kind of policy can activate the dealer? We do not want to discuss here, we summarize a few points of the actual policy points to elaborate on this issue, that is, what kind of policy given to help dealers to impact sales, maximize the completion of the sales target; we are from the following points to explain.

The base amount of multiplier progressive method

The so-called "base amount of multiplier progressive method", which is the enterprise to take the most common incentives for leverage to regional dealers to complete the rated target sales indicators for the guidance of a method. Enterprises usually set a base sales target A million yuan, the target A is very easy to dealers to complete, and the base is also larger; on top of this, dealers to buy every increase in an order of magnitude (we call it variable enhancement indicators) B million yuan, the enterprise that is the realization of the immediate rebate C%, with the continuous increase of the B, the number of C is also constantly increasing, and even close to the cost of the critical point of incentives to dealers.

We use a simple chart to visualize:

Basic sales indicators A variable indicators of improvement B1 variable indicators of improvement B2 variable indicators of improvement B3 Remarks

Pickup amount 10 million 3 million 4 million 5 million

Gross profit rebate C% 18% 20% 25% 32% tipping point 33%

Total indicators 10 million 13 million 14 million 15 million Historical period of the same period of incentive dealers. 14 million 15 million history of the same period of the highest sales of 14 million

actual total return 18% 18.9% 20% 22.6%

(Figure to a hood products in a regional market in the fourth quarter sales policy illustration)

So, in addition to the basic indicators, if the completion of the higher promotion targets, then the dealer to get a higher return on the gross profit, this way to stimulate the dealer to a higher goal of the higher targets, this way to stimulate the dealer to a higher target, the higher the gross profit return, this way to stimulate the dealer to a higher target of the higher target of the higher target. This approach can stimulate dealers to higher goals, let go of the fight, and even create a miracle. This method is very humane incentives for dealers, the base amount of targets are easy to complete, such as eating a pill of peace of mind, to complete the better, but also depends on the dealer higher challenge to the pursuit of their own market, because the enterprise does not have to be through tough policies to narrow dealers, dealers can be in a tolerant state of mind to take a more scientific brand protection measures to improve sales, the brand is a good thing for the enterprise. The good thing is that the brand enterprise.

But there is one thing that upstream distribution companies should pay attention to, that is, the basic sales targets can not be too high, if the basic sales targets can not be completed or even out of reach, then enhance the indicators of gross profit and then can only hope that the high stops, thus shaking the enthusiasm of the dealer sales. This

requires on by the enterprise in the setting of the basic indicators fully based on the actual market situation, the reasonable progression of variable enhancement indicators should also grasp a degree of incremental amount and incremental rebate between gross profit must have some sense. In view of the overall home appliance industry in the end of the year of the crazy dumping, enterprises must have the psychological preparation for the competition, not because the basic indicators to retain a certain amount of reasonable corporate profits, in the progressive increase, this part of the profit can be based on the market other competitors, ruthless downward adjustment.

The bottom line method "bottom line method" is often the highest sales in the dealer area in previous years A as the base indicator, this indicator is relatively high, in many cases is basically difficult to complete the target. If the dealer can complete the guaranteed sales, break the previous year's regional sales record, to reach a new sales record B, the manufacturer will give the dealer in addition to the normal rebates, incentives, such as incentives, and so on, additional to give a greater record-breaking Grand Prize incentives. Because this record for manufacturers is not only the region's sales promotion, but can be used as a sales case to the whole region to promote, can prove that the market capacity of branded products have the potential to dig, it is reasonable for manufacturers to develop a brand development strategy is of great reference significance. We also use a table image to illustrate:

Previous years sales record A failed to A new volume record B Remarks

Drawing amount 10 million 8 million 11.5 million history of the same period of the highest sales of 10 million

Gross profit rebate C% 37% 30% 42% + a car a threshold of 55%, the car belongs to the additional incentives

The actual total rebate 37% 30% 42%

(Figure in order to promote to the whole region, it can prove that the market capacity of brand products have the potential to dig, it is a great reference for manufacturers to rationalize the development of brand strategy is very significant.

(Figure to a home theater brand products in a regional market in the fourth quarter sales policy description)

Usually, the total annual sales of home theater products in the 30 million is a threshold, and the end of the year will generally be in the total sales of one-third of the gross profit of home theater products is relatively high, and some brands are even very opaque. In the increasingly competitive market environment, many brands show a downturn in sales or even negative growth, so one of the ways to stimulate sales is to set up a typical market, to enhance the overall confidence of the dealers, this approach is more useful for enterprises in distress.

We put aside the dealer Tunxian incentives not to talk about, Nanjing Li Gong if the dealer can break the sales record, then the dealer from the sales of a set of methods summarized in the manufacturer is worth learning and research, this research for the brand and product market trends in the future, as well as their own brand products to adapt to competitive environments is very helpful.

◆ Market potential analysis, analysis of market purchasing power: China's birth control policy and the implementation of the aging of the social status quo, so that pregnant women, infants and young children are both the focus of attention of young couples, but also the core of the old generation love. The current phenomenon of "little emperors" and "little suns" shows that pregnant women, infants and children are the focus of consumption for two generations of families. The annual consumption of newborns alone is between 2-5 thousand dollars (excluding food consumption). And the focus of consumption is gradually shifting to quality education and other aspects of consumption. 2, society's attention and investment: pregnancy is a special stage of life in the process of growth that needs the most love and care, pregnant women need to be recognized and supported by the family, newborns need to be carefully nurtured physiologically and psychologically. Therefore, the state has invested a lot of human, material and financial resources to promote eugenics, prompting modern parents, baby health requirements do not only stop at the material supply, traditional care, but also pay more attention to the psychological adjustment, spiritual comfort and learn from the scientific culture of pregnancy and infancy. Pregnancy and baby industry itself also put forward higher and newer development requirements, the product, culture, service into the market, is the biggest selling point of pregnancy and baby industry in the future. The concept of pregnancy and infancy is renewed: the promotion of pregnancy and infancy culture makes the traditional concept of pregnancy and infancy comprehensively renewed. Modern life of multi-functional, diversified, high-tech products and perfect, humane after-sales service, professional guidance of the thirst is increasing day by day. 4, consumer demand: new parents age, cultural level, bringing the thirst for knowledge and health awareness of the enhancement of parenting, but the lack of parenting practice, resulting in a conflict between the traditional concepts of parenting and the process of modernization and civilization. This makes the pregnancy and baby market calls for the combination of traditional childcare and scientific childcare, promoting the understanding of new nursing practices, enhancing the awareness of comprehensive care and professional services, so as to complete the care and love in the special period of life. Derivation of consumer groups: The consumption capacity of only one group of pregnant babies and young children is limited. But don't forget that China is a society that attaches great importance to human relationships. Parents, uncles, aunts, friends, colleagues and other people around the pregnant baby will come to visit and congratulate. Then, around the group of pregnant babies and children will be derived from a large number of consumer groups with considerable purchasing power. Each pregnant women or infants around at least 8-12 consumers with purchasing power and the right to decide to buy, consumption potential is infinite. ◆ Analysis of the current market situation, practical brand franchise serious vacancies: in the domestic market for pregnant babies and young children is only in a childish stage, in addition to a small number of large shopping malls, high-grade stores, almost no brand effect of the franchise. Some of the more developed areas, pregnancy and infancy stores product brand miscellaneous, uneven quality, variety is not complete, safety performance is not guaranteed, poor after-sales service. More places will still be pregnant babies and young children with other daily necessities in the sale together, extremely inconvenient for consumers to buy. Therefore, the market is urgently calling for high-quality franchise stores with brand value to adapt to consumer shopping psychology. Market vacancies left in the emerging industry in the exhibition of the perfect opportunity! Domestic professional operators are scarce: At present, the real operators in the domestic baby industry is very few, have the strength, with a strong foundation of the operator is rare. Some claim to be "operators" of enterprises actually do not have their own brands, and will be marked with other manufacturers of branded products filled with the so-called franchise, "franchise does not specialize in". Ultimately lead to terminal sales competition is weak, franchise profits are not guaranteed, no guarantee of credibility. Shopping geographic limitations: pregnancy and baby products (except gifts) for the main consumer 6-10 months pregnant women and new mothers, these two special classes of specific consumer groups, activities, inconvenience, security requirements are particularly strong. They want to shop close to their community, convenient transportation and elegant shopping environment. However, the current pregnancy and infant supplies are mostly located in large markets and shopping centers, which is very inconvenient for consumers. Lack of systematic and comprehensive market organization, the market is relatively single: pregnancy and infant supplies involved in clothing, plastics, light industry, electronics, medical equipment, steel, paper and other dozens of industries, extensive and scattered. And now the pregnancy and infant supplies stores are limited to supplies, clothing, two types of goods, and daily necessities, living supplies, special supplies for pregnant women, crafts and rituals, artwork is almost zero. Pregnancy and infant supplies market lacks a dedicated, systematic, integrated supply and marketing organizations. Therefore, the professional brand, the system of supply and marketing has become the direction of the development of the industry. The monotonous, lagging sales: pregnant baby products stores are still using the old-fashioned sales of "you come to me to sell", "sold out" of the traditional way to receive customers. Monotonous, lagging sales caused by the market terminal dull, stagnant products. Because of the special characteristics of the pregnant baby consumer goods group, the industry needs community service, humanized service, convenient marketing, affectionate marketing and other disturbing sales methods. Only emerging models can inject fresh blood into the industry. Existing stores price system is unreasonable: At present, foreign imports and domestic fake and shoddy products are flooding the market. On the one hand, the high price of imported products discourage ordinary consumers, on the one hand, low-quality and inexpensive products can not adapt to the needs of middle-class consumers.

◆ Market outlook, market start-ups Prospects are vast At present, the domestic market for pregnancy and infant supplies is the beginning of the period, grocery store-type stores are mostly. Can provide standardized management, unified image, high quality, low price of the middle and high-end brand stores will be the market demand. Therefore, the development of baby industry market prospects. The overall market is in a state of oversupply, and will never dry up. Various types of pregnancy and infant supplies market sales survey report analyzes the market supply and demand serious imbalance.