How Do Dealers Conduct Risk Management?

Based on my experience in consulting enterprises in recent years, I summarized two aspects in general: first, make full use of the sales planning time of manufacturers, and try to get the super policies of manufacturers; two, prudent investment and reasonable investment risk management.

The former is how to expand the income problem, and how the latter carries out risk management.

Follow a principle: high returns are good, but high risk after high yield should also be taken care of.

Business is bigger and profit mode choice and management are very important.

Control risk is investment decision. In fact, it is the question of how to place orders and how many orders.

Dealers in different industries are faced with different market environment. Customer relationship management is becoming more and more important. The ultimate goal of maintaining good customer relationship is to ensure the coordination of supply and demand. The screening, design and management of sales patterns are the major prerequisites for these works.

Why is the beginning of the year?

As the saying goes, "one year's plan depends on spring", "the cost is divided before the year, and the profit at the end of the year" is the law of the general manufacturer's plan.

At the end of the year, manufacturers' growth requirements are greater than profit requirements. New beginnings tend to give people a sense of redistribution of costs, and the management of costs is rather lax.

This is the golden age for dealers to get super policies. Things always start at a relatively easy time. Once the wood becomes a boat, no one can speak well anymore. Therefore, at the beginning of the year, dealers should pay attention to lay a good foundation for their harvest next year.

    怎么獲得超級利潤？ 

From the manufacturers' business habits, we see that there is an internal basis for obtaining super benefits. At this time, we can get super benefits only if dealers recognize their status, see the right opportunities, find the key figures, and use the appropriate strategies.

    充分分析自己的銷售模式 

The sales plan of a production enterprise is that its annual sales curve is roughly parallel to its main user's production schedule.

As a product, the product itself may have dual identities: it is a finished product from the manufacturer, but from the buyer's point of view, it is also raw material. Therefore, from the perspective of the industrial chain of the product, its sales are affected by the production status of the buyer and the channel sales. The distributors can communicate with each other in the production and use of the intermediate links. They may encounter three types of customers: one is a mass purchase customer, the other is a small scattered customer, one is their own next level sales customer, and the three customer's performance ratio directly determines the difference of the sales mode of the dealer, and the different sales mode directly determines the dealer's capital utilization, reasonable inventory, the fastest turnover and a series of strategic merchandise management problems.

In the case of sufficient supply of goods, if there are many large customers, large quantities of goods can be stocking. The time may be shortened and inventory turnover time is shortened greatly, so that dealers can purchase large quantities of goods, and when the manufacturers launch new policies, they will rush to place orders.

Through the scattered small manufacturers, the order must be careful, and the production cycle of these small factories should be fully considered in time. For example, some small factories, because of their pressure on productive investment, will be restricted in their operating investment, so they often reduce the overall operation time cycle. When large enterprises begin to carry out reserve production and market operations, these small manufacturers may continue to wait until the days before the peak season. They will start to invest funds. The early purchase of such enterprises and the early closing of sales will always be a hammer deal, especially in some small and medium cosmetics factories, small and medium food factories, small and medium distilleries, small and medium-sized beverage factories, etc., and the seasoning dealers in the catering industry are also among them. And if 80% of your orders are

The supply of raw materials to these small customers should be integrated with their production processes at all times, so that they can get the procurement information in advance, and supervise the early payment and advance shipment. This kind of mode is very obvious and risky, so it is necessary for the dealers to make good sales management work. The production law of these enterprises should be monitored at all times, even if the supply is limited, the supply must be limited, and the policy can be encouraged to make a payment in advance. However, according to the production capacity of different enterprises, the phased delivery of goods will be carried out at different stages, so that the order and payment of 60%-80% can be grasped in advance, and the highest policy treatment can be obtained from the manufacturer. Small customers often do not buy raw materials at once.

For the large wholesale circulation customers, the main problem is how to cooperate with the downstream customers to purchase and supply raw materials. This is to analyze and categorize the buyers of these downstream customers: the above three types of sales models can generally cover their customer types.

It is very important to excavate and master the key needs of the big customer mode. The latter two types, the collection of sales information and the analysis of sales data are very important. These dealers can gradually take some forms to monitor the goods flow. If the conditions are not available, the customer files can be established in the form of telephone return.

Enterprises also examine the reputation of distributors, and the reputation of distributors is from the persistence and optimization of these daily meticulous work.

It is very important to excavate and master the key needs of the big customer mode. The latter two types, the collection of sales information and the analysis of sales data are very important. These dealers can gradually take some forms to monitor the goods flow. If the conditions are not available, the customer files can be established in the form of telephone return.