I am a distributor of vegetables, fruits and meat products, and my customers are government departments. What should I do with them?

First, understand the personality and characteristics of dealers.

We say "birds of a feather flock together, and people are divided into groups". The cornerstone of friendly coexistence between people lies in "losing your temper" or "getting along". As a novice, getting along with dealers also needs such a foundation. But as the saying goes, "thousands of people have their own advantages." Because of the different background, education, family and development experience, the lifestyle and behavior of dealers are also different. Therefore, at the beginning of getting along with dealers as novices, the first task we have to do is to let dealers accept themselves from the heart and think that we are all the same. To do this, as a novice, we can only start with the personality and characteristics of dealers, understand their personality and characteristics, know ourselves and ourselves, find out their weaknesses and places that can be used, and communicate and communicate in ways and methods that everyone can agree with. As the saying goes, "Bitter tofu, everything has its vanquisher.". Of course, we can find many ways to understand the personality and characteristics of dealers, such as asking your predecessors, asking the dealers' business people, asking your end customers and your competitors, and so on. , can achieve the goal.

Second, communicate the situation effectively.

In marketing work, we can often find such a phenomenon. Many times, the contradictions and conflicts between business people and dealers are often trivial rather than big problems. The reason for this phenomenon is actually very simple, that is, the unnecessary misunderstanding caused by the neglect of effective communication between the two sides on some issues. As an important part of enterprise marketing, distributors are responsible for the logistics distribution and market maintenance of enterprises. Is an important partner on the road of enterprise development. For dealers, knowing more about the development of enterprises, product promotion policies, new product listing plans and market development planning is not only to satisfy their curiosity, but also to plan the market and find development opportunities through knowing more about enterprises. In some cases, the more dealers know about the enterprise, the deeper they understand the marketing ideas of the enterprise. Do it more thoroughly, so for beginners, taking the initiative to communicate with dealers can not only reduce misunderstandings between the two sides, but also get the active cooperation of dealers because of effective communication with dealers, so that business work can go smoothly and get twice the result with half the effort.

Third, the word "profit" is a good account.

"The world is bustling, all for profit, all for profit." For dealers, the purpose of distributing products is to make profits. No dealer is willing to "learn from Lei Feng", even if there is such a dealer, it will not last long. For beginners, it's useless to talk big with dealers. Paying attention to the profit of dealers is the basis of work. Therefore, as a novice dealing with dealers, we should always remember the word "profit" and make good accounts. First of all, we should calculate the profit account of the dealer, including the profit account of the dealer's sales, gross profit, price difference, rebate and so on. Second, it is necessary to calculate the dealer's expense account, including personnel salary, distribution expenses, return loss, storage expenses, capital expenses and other expenses related to the company's products. Only when you have this account in mind will you know that the dealer sells you.

Fourth, take precautions and make two plans.

Dealers never have enough money. No trader will put his money in the account for nothing. As long as he has money, he will take out funds to purchase goods or choose new products to enrich his camp and contribute to his development and growth. This is understandable by dealers' instinct. However, in actual work, we often find that the amount of funds of dealers will match the demand. The main manifestations are: shortage of funds for commodities, shortage of funds for best-selling commodities, stagnation of funds for selling commodities, or shortage of funds for pledging commodities by other manufacturers, which brings unnecessary troubles to sales. Therefore, for a novice to get along with dealers, we should always pay attention to the financial trends of dealers and the inventory of goods in stock, consider the market dynamics, variety factors, seasonal factors and logistics factors, and make two plans for a rainy day. That is, the dealer's capital use plan and goods demand plan, so that the dealer's capital, inventory and goods demand can be effectively connected, and the situation of capital breakage and goods out of stock can be avoided.

Five, actively deal with three problems

The market is always developing dynamically, and what kind of problems will appear. It is an effective principle for the market to take the initiative to plan ahead and deal with it actively. As a novice to get along with dealers, it will be relatively easier for dealers to take the initiative to do the work instead of sitting still, and they will gain more understanding and become positive. As novices, they need to actively deal with the following three issues in the process of getting along with dealers, which are also the three issues that dealers are most concerned about: