Channel Hegemony -- The Trend Of Future Distributors

In China's specific historical and geographical environment, distributors have specific value in China, and the role of distributors in commercial circulation is irreplaceable.

There are 6 characteristics of future dealer development:

1., the professionalism will be enhanced, and many dealers will now greatly reduce the phenomenon of brand products in different industries.

2. the further differentiation of dealer groups -- powerful dealers will carry out the functions of marketing and channel operation, and after-sales service, so that they will become super dealers. Other distributors will become specialized capital platforms and logistics contractors designated by manufacturers, and other dealers without funds and networks will inevitably face the fate of delisting.

3. the equal status of distributors and manufacturers will be gradually achieved.

Now there is a very unreasonable phenomenon -- the cooperation agreement between manufacturers and distributors is unilaterally formulated by the manufacturers, and the "unequal agreement" is signed and sealed by the distributors directly.

4., regional distributors are the main ones. Due to the development of chain business, many dealers cross regional operation. Due to the differences in regional consumption and the complex logistics status, future distributors will take the regional operation as the absolute majority.

5. the dealer's role as a channel and brand is becoming more and more important. Because of the gradual dilution of the capital platform, the concept and function of the dealer will be gradually diluted, and increasingly prominent is the service bridge as the three channel of distribution, manufacturers and consumers.

6. dealers with brand will enjoy more resources in cooperation with manufacturers, while dealers without brands will lose more opportunities for development, and the gap between them will continue to increase.

Since ancient times, there is "no business barrier" argument, but in the new era, the dealer group will undergo a great degree of differentiation. Just like in ancient times, some have become a century old shop, while others are always on the streets, and live in the hard life of wind and sunshine.

Brand strategy is indeed an obvious watershed for dealers. Strong and weak, advanced and backward are clear here.

This article is excerpt from "channel overlord - Super dealer building new strategy", author Li Yuguo, doctor of business administration, real war brand expert.

This book has been published by the machinery industry press. It is the first Monographs in China to conduct in-depth research from two angles: channel and brand. It is a practical strategy of about 2000000 dealers in the whole country to create a century old shop.

The winner will win the future. The author thinks that there will be only two kinds of dealers in the market in the future: the dealers and super dealers in the market. The shortcut to become a super dealer is to borrow the brand value orientation pointed out in this book, enhance their operational capability, make breakthroughs in terminal and deep distribution, and use the brand tool to play games with manufacturers and retailers.

This book has been recommended by Zheng Yonggang, a well-known entrepreneur, and Jiang Nan Chun.

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