Dealer, Where Are Your Opportunities?

In the huge market of China's fast moving consumer goods, due to its vast territory, diversified business models and undeveloped pportation facilities

Therefore, there is a crucial link in China's FMCG sales chain.

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This determines that dealers have a lot of market opportunities and development space, and have a broad stage.

Any dealer wants to make his business bigger and bigger, but the cruel market is very realistic. Having dreams is a good thing, but more importantly, how to turn dreams into reality. According to the author's experience in cooperation with many years of fast moving distributors, the opportunities for distributors are analyzed and dissected.

一、經銷商的現狀和分類

At present, most dealers in China have problems such as long-term planning, unclear ideas, and management confusion. They are also thinking about how to solve these problems every day, and how to make their "business" enter a better development track. However, on the basis of their own reasons, many dealers are unable to design a more suitable track for themselves. According to the author's conclusion, according to the development status of dealers, they can be divided into three types of dealers.

1, mature dealers, through market tests, with market experience, with capital, perfect network, agent selling brands or their own OEM, marketing ideas and keen market insight, are the famous "big households" in the market.

2, growth dealers are not too long to enter the market. They have experience, ideas and insights.

But the funds are not enough and the network is not perfect. The brand of the agent may not be a strong brand.

But this kind of distributor has sufficient potential for development and has potential to become a "big family" in the market of one side.

3, dealers who are about to be eliminated will also have their own market experience. They also have networks, funds and so on. They may be successful for a period of time, but they can not keep up with the form of market development. "Others are changing, I am watching." the result is that their original advantages are replaced by those who are "successor".

So what kind of distributor should he consider as a distributor?

What kind of distributor do you want to be?

二、行業機會

Few dealers are making a brand, acting exclusive brand, most of them are running several brands or several industry brands at the same time. The industry needs the vision to see the general trend of the industry, to find the growth point of the industry and the industry with great potential.

The classification of fast moving products wholesale industry channel "compatible but not punching" can be basically divided into:

Ham sausage, drinks, beer, snacks, biscuits and so on.

Instant noodle, ham sausage, beverage and other industries have gone through several market integration. The result of integration is that only oligopoly enterprises are competing.

The threshold has been greatly raised, and gross margin of products has shrunk seriously.

As a distributor, the strong brands in these industries are faced with big investments.

Low, pressure (manufacturers task) and other problems perplexity, correspondingly, to do these brands can establish and improve their sales network in a relatively short time.

The beer industry is a relatively unique industry, which is protected by more local facilities and more services required by customers. (for example, all beer is basically empty bottles and need to have a strong distribution capability).

So beer is not the right thing for all dealers to do.

Small food can be divided into two categories: one is brand.

The characteristics of the products are too rich, too many items, too many items, which require dealers to have better services; the other is the three products of some handicraft shops or small factories. The profits of such products are high, but there is no safety guarantee for such products, so it is impossible for them to become the targets of the health sector.

The characters became big.

The biscuit industry has low technology content and low entry threshold, and the market has not been completely integrated with the market, and has a relatively ideal industry profit. Therefore, a large number of funds have been squeezed into the biscuit industry, resulting in the existence of a large number of small but still surviving biscuit enterprises.

With the rising prices of raw materials,

The demand is getting higher and higher. Now and in the next few years, the biscuit industry will be able to complete the market integration like the instant noodles, drinks, ham sausage and so on, and become the battleground of the oligarchs.

Similarly, as a distributor, who can find a suitable brand in the industry change and seize market opportunities, who will become a new "big family" in the market in the future.

The choice of industry is to choose the trend, to choose the general trend or to go against the trend. As a distributor, we should ponder deeply.

三、企業機會

Compared with industry opportunities, it is more about what kind of tree we choose to rely on. As the saying goes, "it's good to have a cool ride on a big tree, but the best thing is to choose good" saplings "to grow together.

Mature enterprises, that is, cool trees, have strong brand influence, perfect product structure, considerable sales volume, and mature sales team. Dealers can act as agents to rapidly enhance their popularity, establish their own sales network, and improve their business capabilities.

Ability, but also to bear enormous pressure.

Growth enterprises, that is, seedlings that can grow together, have their own clear strategic objectives and tactics that are suitable for the market. Compared with mature enterprises, they may not have a perfect product structure, but they have their own products that attack the cities and have no huge brand influence. But they have the potential to make brands, which is a step by step way to enhance the influence of the brand.

Moreover, the business mechanism is more flexible and can better come from the market to the market.

Enterprises with great potential for development.

Moreover, it is about to be eliminated enterprises, such enterprises tomorrow do not know where.

Therefore, as a distributor, choosing a brand suitable for their own business and choosing their own brand is to choose a tree to enjoy the cool or to choose the seedlings to cultivate.

四、提升自己應萬變。

The market is changing and the market environment is changing. The only constant is that it is changing all the time. Therefore, as a distributor, it is necessary to keep up with the trend of the industry and keep pace with the development trend of the selected manufacturers.

Distributors should read more about industry, marketing and other related books by participating in the dealer meetings of the enterprises. They should know more about the development trend of the industry, change their own thinking, constantly improve their management level and enhance their service awareness in practice.

Only in this way can we live in a "changing" position.

Dealer, where are your opportunities?

The answer is still there.