New Way For Dealers To Get Profits

Product spreads are traditional.

The initial profit model is also

The basic pattern that must be experienced during the development process.

As the market environment changes,

Of

Lower and lower, in order to win new

We are constantly looking for new profit models.

Well, apart from the spread,

What more money can be made?

　　賺廠家的

Generally speaking, manufacturers are basically not going to

There is a reverse trade, that is to say, only manufacturers sell products.

Collect

Money; we haven't heard of it yet.

They can sell products to manufacturers and make money from manufacturers.

But there is still a chance.

You can make money by helping manufacturers save money.

The contractor will develop some business of the market and develop it for the factory.

　　【利潤(rùn)來(lái)源】廠家所支付的渠道費(fèi)用、代理費(fèi)用

[operation case] case 1: help manufacturers to paste POP

H City, northern Anhui

Zhang

It is mainly engaged in food and beverage business, and has direct distribution service capabilities of more than 500 terminals in the local urban area.

　　2003年底，張老板的一個(gè)上游廠家推出了一款新的果奶產(chǎn)品，在廠家的整體上市案中，要求駐地機(jī)構(gòu)的業(yè)務(wù)人員要在H市的500家終端張貼POP和橫幅，至少要持續(xù)半個(gè)月。廠家在當(dāng)?shù)氐霓k事處有6個(gè)人，全部出動(dòng)跑各個(gè)中小型終端張貼POP差不多需要三天的時(shí)間，以每人每天平均工資100元計(jì)算，人員的成本就是：6×3×100=1800元；給每家店的小禮品平均費(fèi)用約為4元，合計(jì)就是4×500=2000元；其他車(chē)輛雜費(fèi)約500元。這個(gè)市場(chǎng)方案的執(zhí)行成本是：1800+2000+500=4300元。同時(shí)還存在這樣一個(gè)問(wèn)題，這些POP張貼到終端后，平均保持時(shí)間不過(guò)5天，不是被風(fēng)吹了，就是被人撕掉了，或者是被其他廠家業(yè)務(wù)員給覆蓋了。錢(qián)是花了，真正的效果沒(méi)有多少，若要重新安排張貼，費(fèi)用又得翻一番。

　　張老板由此受到啟發(fā)，讓手下的業(yè)務(wù)員對(duì)H市的各中小型終端進(jìn)行了專(zhuān)項(xiàng)調(diào)查。調(diào)查表明：H市共有500余家中小型終端，平均每個(gè)終端可以有效張貼10張POP，掛兩條橫幅。經(jīng)過(guò)談判，張老板每年給每位個(gè)體老板約價(jià)值600元的產(chǎn)品，然后取得每個(gè)終端POP及橫幅的獨(dú)家張貼權(quán)，并且利用自己的業(yè)務(wù)員在送貨的時(shí)候進(jìn)行POP張貼工作。最后有八成以上終端接受這個(gè)方案，畢竟一年多賺了600元。

　　調(diào)過(guò)頭來(lái)，張老板又找到了自己的上游廠家，提出了下面的方案：H市有500余家中小型終端，張老板保證在這些終端的POP的張貼覆蓋率在80%以上（每店一張），每個(gè)檔期是10天，每次收取3000元的費(fèi)用，一次多張及長(zhǎng)期客戶可以再打點(diǎn)折。超乎張老板的想象，7個(gè)大廠家有5個(gè)立即答應(yīng)下來(lái)，因?yàn)檫@賬誰(shuí)都會(huì)算：一方面是費(fèi)用要比自己組織業(yè)務(wù)人員出去張貼便宜，更為關(guān)鍵的是能保證覆蓋率和持續(xù)時(shí)間。

　　張老板再接再厲，又聯(lián)系了其他一些大廠家。很快，首批第一個(gè)月三個(gè)檔期的名額爆滿。張老板安排業(yè)務(wù)人員與各終端簽署合同，自己再與廠家分別簽署合同，張老板的盈利是：

1. income.

Every 10 manufacturers, 3 times a month, should charge a total fee of 10 x 3 x 3000=90000.

Deducting the discount factor, we charge 85000.

　　2.支出。400個(gè)簽約終端，每個(gè)終端平均每月50元成本，共支出費(fèi)用：400×50=20000。加上一些因此給業(yè)務(wù)人員的獎(jiǎng)金成本及部分地段好終端的后期加價(jià)，實(shí)際付出38000，每月利潤(rùn)四萬(wàn)多塊。

　　截止到今年九月份，張老板在代理終端POP張貼上已經(jīng)賺了20多萬(wàn)元的純利潤(rùn),提高了業(yè)務(wù)人員的收入，增強(qiáng)了員工的工作積極性。而且，張老板借此與一些原本沒(méi)有往來(lái)的廠家搭上了線，為今后的合作打下了一個(gè)很好的基礎(chǔ)。最重要的是張老板借此控制了H市的終端宣傳陣地，為今后的盈利打下了基礎(chǔ)。

[operation case] case two: development for manufacturers

Ningbo Datong trading company is mainly engaged in food distribution business, and is also well-known in the entire Zhejiang business circle.

In recent years, due to the impact of the big environment, the company's profit situation has dropped seriously.

Quite a lot

The main way to find new profit growth points is to look for it.

Liu is no exception, but the more the new products are, the lower the survival rate is.

Growth is also limited.

In the process of frequent contact with various manufacturers, Liu has discovered another profit pattern by helping manufacturers develop.

。

At one time, Liu summed up a candy factory in Beijing.

This candy factory coveted the Zhejiang market for several times.

To develop, but because of the lack of understanding of the local market, plus products in eastern China.

Lower, manufacturers do not have special investment advertising, has not been recruited.

。

After analysis, Liu always feels that the product itself is still the same.

Policy, and even market trend and market space, the manufacturer has great potential in Zhejiang market.

So he signed it with the candy factory.

Development protocol.

Immediately, Liu contacted several candy makers in Hangzhou and Wenzhou.

I learned from them the characteristics of the Zhejiang candy market.

Requirements and expectations for manufacturers' policies.

Then he contacted the manufacturers in Beijing.

The Zhejiang market has been revised.

Policy, and specially printed the color page of the manufacturer and its products.

After the preparations were in place, Liu began to visit his familiar and suitable candy products.

Introduce them to the candy factory in Beijing, and take an old one.

We made some progress in our vision.

Analysis.

Many acquaintances, reasonable introductions and evaluations have made a lot of them.

Eliminate estrangement and vigilance.

In this way, Liu has run down 9 times in one lap.

Initially expressed willingness to undertake.

Then, Liu will be the 9.

Make a list of the basic situation, submit it to Beijing manufacturers, and then send them to Beijing manufacturers.

I went to Zhejiang for final negotiation and confirmation.

In the factory and

After signing the contract, Liu received the first batch of 7 according to the contract.

Development agency fee.

Next, Liu began to carry out the second round of the factory.

Development work.

After the development agency project ended, Liu developed a total of 11 plants in Beijing for the candy factory in Zhejiang.

In Fujian, 3 cities were developed in neighboring cities of Zhejiang province.

A total of 80 thousand yuan is charged to the manufacturer's service charge.

Next, Lau intends to register an independent market.

The company specializes in manufacturers.

Development tasks are carried out in related media.

Synchronized with advertising, in order to attract more manufacturers, and at the same time with Jiangxi and Fujian counterparts to jointly carry out the business replication.

[mode summary]

Between manufacturers and terminals, a connection role.

In order to contract manufacturers to develop some business in the market, a fundamental principle is to save money for manufacturers.

Give both accounts a good account so that both are satisfied.

What's more

There must be a perfect network system and strong distribution capabilities.

Whether it is for manufacturers to paste POP, or for manufacturers to distribute, are reflected.