Traditional Culture Encyclopedia - Traditional virtues - How to choose a dealer

How to choose a dealer

The development and selection of dealers is very important for the long-term development and cooperation between dealers and manufacturers in the future. In the training of Mr. Jiang Meng and many regional managers, they always mentioned some difficult problems on how to manage dealers. For example, Mr. Jiang Meng, this dealer is relatively large. What should I do if it is difficult to manage? Or, what should the dealer do if he gets a batch of works from a competitor? In other words, this dealer has been working in the local area for a long time, without great progress, which is far from the requirements of the manufacturer and is ready to replace him; Wait, a lot of market problems: I mentioned the misunderstanding of dealer selection before. Today, I would like to share with you how to choose dealers from many aspects and analyze the selection criteria of dealers from many angles, so that we can make the right choice in the source of dealers. What aspects should be considered when choosing a dealer? First, business philosophy and ideas determine the way out; A dealer's thinking plays a decisive role in the development of a dealer, even greater than his financial strength. For example, a dealer responded that your factory should advertise in our local area in order to sell well. Look at a certain brand, their local influence is stronger than ours. Without the advertising support of manufacturers, it is difficult for us to do it! Analyze the thinking of this dealer and your manufacturer, and show that this dealer still positions himself as an outsider. He doesn't think he is in the same boat as the manufacturer. His words also revealed that the advertising support of good manufacturers who want to sell should be in place. I always feel that the competitors' manufacturers are good. What are the business ideas, 1, and the management status of the company, and judge the management status of a dealer from two aspects. Ask him how the sales of various products are now. What is the monthly profit? See how he answers, and you will know how his marketing situation is. Second, management status can be treated equally from the mental state of employees, whether to hire relatives and friends, and the attitude towards relatives and friends. You can see his management. 2. Willing to cooperate,

First, do you agree with the company's corporate culture, including the company's cultural connotation, some systems of the company, the company's work style, and the company's future development strategy; Second, the enthusiasm of dealers to do things, some dealers have a good attitude and are very hospitable. Others are different. They are indifferent to everything, indifferent, indifferent and contradictory. Third, the confidence and ambition of dealers, the future prospects, I often hear dealers say, Mr. Jiang Meng, we have no choice but to be dealers, which is very tiring and hard. If there is another way out, I won't be a dealer. We should look for dealers who are confident to make good products. Good products can't be sold without sales ideas. The same products are placed in the hands of dealers with different business concepts. After a period of time, the market share of products will be very different. 3. Business reputation, 1, reputation in the same industry? What is the reputation in the eyes of customers? By talking to his employees and talking to his downstream customers, you will know how credible this is! If they complain constantly, then choose carefully and cooperate carefully. For example, there is an electrical appliance dealer, and his customers give him the evaluation that he sells more parallel imports, that is, there are many cottage products, so our products are given to him, and customers also think that our products are cottage versions, which is unclear. A dealer should have three brands, 1, personal brand and personal reputation; 2. Company brand and company name; 3. Brand of distribution agent products; 4. Business strength,

A good dealer's business strength is reflected in two aspects: first, his financial strength; The financial strength relates to his later development scale and purchase degree; Lack of funds will affect his future development.

Second, his distribution ability, vehicles and personnel with distribution ability. When the new product starts to be promoted, can you increase the distribution of goods and can the personnel keep up? Case, a clothing brand, develops the market nationwide through the way of exclusive stores; After winning the local distribution right, the dealers in the destination area have opened two specialty stores in the past two years, and the sales volume is very limited. They never have the financial and human resources to open new stores. This will affect the local sales of manufacturers, and we are going to change dealers again. 5, distribution product line,

Some dealers are old and ready to pass them on to his generation; You have to see if he can pass it on; Some dealers are difficult to inherit and can only make other plans; The dealer we choose should be in full swing, not in love yesterday or even at sunset. Choice is greater than effort, regional manager and marketing director. We choose the most suitable distributor to develop our business according to the actual situation of the enterprise.