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How To Prevent Dealers From "Arrears"?

2008/3/26 14:35:00 37

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I am afraid that rivers and lakes are dangerous.

In particular, the bad debts of customers are not being absconded by people's money, or they are "caught" by dealers.

I have known many enterprises in China, and found that almost all manufacturers with annual sales of less than 50 million yuan have serious problems. Not only do business people feel troublesome and headache, but even business executives have to admit that bad debts for dealers can be really broken.

Therefore, how can we effectively prevent dealers from "arrears"?

It is a key problem that many enterprises are eager to crack.

Unfortunately, many manufacturers only focus on how to deal with bad debts, but there is not much idea of effective prevention. They do not understand the opportunities and possibilities of strategic easing of bad debts.

In fact, if we do not know effective prevention, it is just a solution to putting the cart before the horse.

From the perspective of prevention, the formation of bad debts is only caused by the lack of competitiveness, lack of brand effect and too much reliance on channel members.

The author analyzes them one by one, and puts forward effective strategies for prevention.

(1) when new brands are first listed,

From the perspective of manufacturers, if they are not forced to do so, they will not accept the "product credit sale" strategy, because this will bring disaster to the bad debts of rivers and lakes.

The industry once launched heated discussions on this issue, and basically formed two schools of thought.

The pro faction believes that domestic enterprises, especially SMEs, are deficient in talent and have no obvious marketing advantages. They can not afford to sell goods to distributors.

It is very painful for dealers to owe money, but enterprises can still live after all.

The opposition thinks that it is "willing to drink poison to quench thirst" to distribute goods to dealers, and this so-called advantage is basically a "bubble" which is reluctant to do so.

If you don't see many companies building a network in this way, though they say they can sell a year, they can not get 50% of their cash back. Such a network is more like a sales network than a sales network.

The bigger the business, the more owed it is. Is this achievement meaningful?

In short, the two schools have certain reasons.

However, the author thinks that in order to get a sales network, manufacturers should pay attention to strategy and proper distribution.

You can choose the following ways for reference:

1. Cumulative placement method for retail outlets:

Do not let dealers ask how much they owe, how much they owe.

When the dealer puts forward the demand for distribution, the manufacturer can understand how many retail outlets there are under the dealer. Each node will lay 2~3 products under the premise of a complete variety of products. (the industry can be flexibly set up. The main point is to ensure that the retail outlets have a full range of goods, but the quantity can not be much, so as not to overcharge too much money at the terminal).

Under this premise, the total volume of all outlets will be accumulated, and the total amount of goods sold to dealers can be obtained.

The formula is: the number of retail outlets of the dealer X the number of products laid on each node X the value of each product = the first amount of the shop.

The advantage of this way is to prevent dealers from entering good sales items, and to intercept the manufacturers' money. At the same time, we can make the dealer network pparent, and have a reasonable balanced distribution rate, so as to maximize the effectiveness of the distribution, and lay a solid foundation for the future development of the factory.

2, half credit and half installments.

Under the possible premise, try to let dealers have much money to invest.

Because the dealer's own funds are pressed on the goods, the enthusiasm of the promotion is naturally different.

If the distributor asks for the distribution of goods 100 thousand, it can be operated in this way:

With 100 thousand as the bottom line standard, the first shipment will be sent to 50 thousand of the distributors for 50% first, and the rest will be 50% by cash, and the rest will be sold at 50% yuan per cash purchase at the time of 100 thousand yuan.

3. First order small shop method:

For dealers who are relatively suitable for network and market resources, the main strategic point is to let him know that the products of the distributors can go and earn money. In order to dispel his worries, a few products can be sent to him for trial sale in the early stage.

It can avoid the risk of high volume in the early stage.

4, "1+10" distribution method

To allow dealers to cash in, the focus of the dispute is not on how much money is paid, but whether your product can make money.

The concept of "1+10" means to set up 1 temporary offices in some relatively potential cities. The office will replace the dealer's warehousing function (a small amount of stock), and give each sample of 10 potential dealers, such as wholesalers in the wholesale market, a sample of each person. If someone orders, he will immediately notify the office to deliver the goods.

(two) when the industry competition is maturing.

The author has done some research on daily chemical, food, underwear, clothing, pesticide and other industries, and found a very interesting industry development roadmap.

That is, when each of these industries is in pition to maturity.