How Dealer Management Should Deal With Dealers' Arrears

It was in 2001, when I was a sales manager of a small packaged edible oil company. The small packaging oil company mainly sold products through distributors throughout the country. The vast majority of these dealers were private dealers. Based on many uncertainties of private dealers, under normal circumstances, the company strictly followed the original goods.

And in the distribution industry of small packaging oil, before the coming of the annual sales season, the distributors have to make a large amount of stock, and the demand for funds is very high.

As a private dealer, the financial strength is limited. Facing the millions of millions of capital stock, it is necessary to solve all kinds of financing means. Among them, finding short-term loans by banks is the choice of most dealers.

At the same time, as manufacturers in order to better promote the enthusiasm and business volume of dealers, there will be tight loose, to some good credit dealers to release a certain amount of the release, but often this problem is here, the account can be released to one hundred percent of the return.

Moreover, after two years of cooperation with the company, XD trading company gave up the distribution of other packaging oil, and concentrated on the distribution of the company's small package oil products. Due to its excellent cooperation with the company, it obtained four million of the company's credit quota in the peak season.

That is to say, XD business company can pay four million of the company's legal arrears in the peak season every year after the peak season. The way of the account has been in circulation for three years. It should be said that it has been a relatively stable situation. Unexpectedly, it happened in 2001.

The reason is not complicated. The loan of CAI boss of XD trading company comes from a commercial bank in this city. The relationship between director Wu and Cai boss is unusual. According to the regulations, every time before the loan, Cai boss must submit the corresponding guarantee procedures. But there are so many guarantee parties in CAI boss that every time they fabricate some material formalities to deliver them, anyway, they are accepted by director Wu, and we all know that they can do that.

This year, Mr. Cai, who has been playing futures for several years, will see a big change in the oil futures market. He plans to play another game, but the money is not enough. He will pull together the director of wealth, and discuss with Mr. Cai that he will apply for a loan.

Soon, there were millions of dollars in loans, and Cai couldn't wait to invest in the futures market.

When the sky was against the wishes of the people, Cai's luck was not so good this time.

The money borrowed from the bank suddenly died away, and Cai boss hurriedly adjusted about two million of the past from the working capital, and then the meat buns beat the dog. When he went in, he did not see him coming out again. He did not do two, but the owner of the CAI was gnawing his teeth and left behind the more than 1000000 cash he had left behind.

In the short two weeks, finally, Cai boss has fallen from millions of people to a poor egg.

Although there are stock and customer accounts receivable in the warehouse, it is not enough to repay bank loans. Futures are not stocks. Once they fall into the market, there is no chance of even a turnover. When the house leaks on a rainy day, the Bank of director Wu suddenly starts auditing and reexamines the loan.

Soon, it was discovered that Tsai boss's loan guarantee procedures were purely counterfeit. He immediately controlled Wu director who handled loan procedures for Cai boss, and immediately sent an urgent reminder to Cai boss. At the same time, Cai boss still had so much money to repay the loan.

At this time, Cai boss in the company's company is not aware of the situation, panic that the hands of the group received a continuous purchase of large orders, requiring the company to advance the release, the company's resident agencies and headquarters in the absence of SOP procedures to verify the situation, then agreed to release goods.

Very soon, the local pfer warehouse to Cai boss forwarded about three million of the goods, Cai boss quickly with the ex factory price to fight for thirty percent off of the price ready for external delivery cash, and then ready to bring his wife and child flash people, fortunately, a business resident of the company's resident agency got the news at a classmate party, quickly reported, after confirming the situation, the company organized the power to Tsai boss's warehouse to grab goods overnight, even if it was overnight action, or less than about four hundred thousand of the goods, and on the night of the night, he learned that the boss of the Cai affair was shining all night, and no one ever heard of it.

My friend is a Shandong food sales manager of a Guangxi food production company. At that time, the company's main product was instant rice noodles. In 2003, we met Shenyang Shandong sugar and Wine Association. Shandong Ji'nan was the owner of a food distributor. The two sides communicated very well. Fang said that she was very interested in the rice flour project and wanted to be a distributor in Ji'nan.

After the end of the rum, my friend returned to the Shandong market for a return visit to the intentional customers. On that day, he arrived in Ji'nan and made a phone call to the owner in advance. Soon, the BMW car of Fang's boss met at the station.

At noon, it was a feast, a visit to the owner's office in the afternoon, and three open shop facades. Several famous brands of food dealers were suddenly seen in the plaque. Customers kept on stream and bustled. The two floor was the staff and boss office of the style, and all the government owners of the square owner continued to complete. The business license was displayed three or four years ago, and the staffing organization was orderly.

The friend of mine is more careful, and proposed to go to the warehouse to see, the warehouse situation is very good, thousands of flat standard library full of, and several distribution vehicles in the shift loading, together looks very good.

In the formal sit down to negotiate, Fang boss said, as long as the product is good, are cash in stock, and soon, the distribution contract signed, the first two batches of goods are normal, in the third batch of goods, the owner said that in order to further expand sales volume, intends to enter the KA terminal system in Ji'nan, the related cost of entry must be borne by manufacturers.

It's certainly a good thing to get into KA store. My friend arrived in Ji'nan to negotiate with Fang boss. The result is that the owner takes all the KA terminal's entry fee, but the manufacturer will provide twenty days' account. As Guangxi's rice noodle business has not yet opened up in the northern market, if you enter all the KA terminals in Ji'nan, it will play a very good starting position for the future development of the northern market.

Soon, about four hundred thousand of the goods were sent over. But a week later, the dealers in Tai'an, Shandong complained to the writer's friends that the low priced rice flour products on the market had not attracted enough attention from the friends of the company. After a few words of appeasing the dealers in Tai'an, they did not go back to their hearts, and continued to busy with the development of the Jiaodong Peninsula market.

Second weeks later, my friend rushed to Ji'nan to follow the progress of entering the KA terminal, but after visiting three terminals, he found that he had not entered the shop. He hurriedly called the boss and found that it had been turned off by the mobile phone. He rushed to the owner's company and rushed to the warehouse. After that, he had changed his mind. When he reported to the Public Security Bureau, he found that he had been in a hoax. The so-called boss was a cheater. He carefully planned and designed the hoax and made it clear that he wanted to eat the factory.

The government registration materials are true, but the registration time and amount of the above have been changed. The two layers of glass hung on the high wall to see clearly and truly. The boss also contacted with several large brand dealers ahead of time and took the initiative to make the two batch of merchants. He took the opportunity to ask for a few special distribution brands, changed the distributors above to distributors, then rushed to Shenyang to join the rum and pull into the new factories.

For the new manufacturers who cooperate, the accounts are clear. Then, they should enter the name of the KA store, and cheat the manufacturers to give the accounts. If the manufacturers agree to the accounts, they will have a large quantity of goods, and then deliver them quickly and at a low price.

After deducting the operating cost of the rental garage rental front door, Fang boss cheated about three million on the ground, and even the dozens of people who did not get the wages were not given.

Modern humans can send living people to the moon to dig stones, but it is still hard to figure out what is going on in your mind.

In the same way, as an upstream manufacturer, it is hard to know whether the dealer is really working with the manufacturer, or he is always looking for a chance to get a big ticket.

Dealers, after all, are not like manufacturers who need so much fixed equipment to invest and run in a short time, but dealers are different. Dealers do not need many fixed assets to invest in. They can be rented by facades, warehouses, offices, vehicles and so on. Full warehouse goods may be deceived, and conscientious employees may be relatives of their bosses. As for dealers, the registered capital is simply a piece of cake and how much to write for dealers.

To sum up, in a word, if a dealer wants to play missing, it is much easier than the manufacturer. After all, there is not so much drag and fixed assets. The unscrupulous distributor is a flash on the butt, leaving behind a pile of bad debts for the manufacturers and business people.

Not only has it brought economic losses to the manufacturers, but also the healthy development of the careers of all the colleagues. Dealers and manufacturers are only business partners. They are driven entirely by commercial interests. When the driving force of interest is so large that they can destroy the moral bottom line of a dealer, some changes are unavoidable.

I always keep my mind in mind.

Mr. Fei also told us: "we should prepare for the rain." the old monk, who chanting the classics, told us that "all the world is prosperous, and all the world is bustling."

After all, the vast majority of people do not see anger in the money, but try to get money in it. There is no lack of immoral means, which is to bury the problems of people who intend to make money through the normal way. The best way to solve the problem is to prevent problems.

In the process of manufacturing cooperation with distributors, we should pay attention to three aspects in order to effectively prevent dealers from changing.

The strength of dealers is generally reflected in three aspects: first, the manufacturers who cooperate with them on the line; if the distributor has more famous brands, the first tier distribution rights and a longer distribution history background, it will be good; second, the number and quality of the offline customers and the reasonable history and quality; third, that is, the strength and quality of the dealers, but this is also the easiest to make false and the most difficult to see because there are too many fake places in it, all of which should focus on the inspection of the dealers.