Analysis Of The 7 Most Powerful Secrets Of Distributors

In March 12th, the Henan business daily mutual aid commune invited Liu Jiuxue, the chief marketing consultant of the Beidou regiment, to the scene.

The scene was very lively on that day. The original seats were not used enough, and later people simply stood listening.

After the end of the campaign, some dealers were reluctant to leave.

Challenge 1, do little

phenomenon

Liu nine Theory: "I found that dealers in the process of exchange, usually five years of reincarnation.

In this change, some dealers grasp business opportunities, business is bigger and bigger, and most dealers are finally abandoned by manufacturers.

Inside the industry, there is a popular saying: "20 years of hard work, one night before liberation."

It sounds funny, but it is a true portrayal of the status of most dealers.

Analyzing past experience can not earn tomorrow's money.

"Dealers have been working hard for many years to help manufacturers open the market, but manufacturers want to change people. This phenomenon is common.

In fact, such a phenomenon, dealers also have an unshirkable responsibility. "

Liu nine theory.

"Manufacturers grow and expand, and scale, technology and ideas have been updated. If the dealers' business is still unchanged, for example, on the scale of operation, what size of the original scale is still now, there are 5 employees who are still 5. Such dealers have lagged behind the progress of factory manufacturers and are far from meeting the needs of manufacturers.

Liu Jiuxue believes that there are three reference indicators for the business to earn money, namely, customers, competitors and resources you have.

"These three indicators are constantly changing."

He suggested that first, dealers must clearly identify the location of their customers, namely, where your customers are; secondly, they should know what their competitors are, what their strengths and weaknesses are; what's more, they need to know the resources you have. If you have a stable customer base, you and competitors have more resources. These resources include soft power such as government relations and teamwork.

The five step is to teach you to expand your business.

After analyzing the phenomena and reasons, Liu Jiuxue put forward his own experience and views.

The first step is to do sales in person.

"Dealers can only get a better understanding of the market and have a better understanding of customers through personal sales.

The president of HUAWEI once said, "let the gunman hear the battle."

Liu nine theory.

The second step is to learn and learn.

"We must constantly update our knowledge structure in order to keep pace with the development of manufacturers.

There are two main ways to learn, one is to actively participate in the training activities organized by the manufacturers, and the other is to read more about newspapers and successful businessmen.

Reading newspapers can help you understand the big situation, and the experience of the first few industries will help you learn from good people.

The third step is professional division of labor management.

"A lot of bosses always want to do everything they want to do, and finally they are very busy."

Liu nine theory.

"I have a friend in the building materials business. When I was in the middle of business, I found myself sick and needed to be hospitalized. At that time, his company, the old employees were fired, the new employees were not familiar with the business, and all the list of customers was only in his mind."

In fact, he should first find an assistant and conduct a scientific division of labor in building materials business.

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The purpose of a boss's need for assistants is to ensure the normal operation of the company when it is not convenient for them to handle the company's affairs.

The fourth step is to recruit talents and build a contingent.

Liu Jiuxue divided the word "wealth" into two parts: left and right "Bei" is interpreted as money, and "Cai" on the right represents knowledge and talents.

Only by absorbing as many talents as possible can enterprises have the power of progress and innovation.

The fifth step is to cooperate best with large enterprises.

Liu Jiuxue suggested that dealers should better connect the enterprises with higher reputation and better reputation, so as not to be deceived.

"When we watch TV or read newspapers, we will find many good franchise projects, but they may not be able to withstand scrutiny. Many enterprises are not mature themselves.

So do not blindly look for projects, and finally regret.

Challenge 2, where is the good project?

The phenomenon has entrepreneurial intentions, but it has been slow for many years. Dealers have worked hard and business has not improved.

What is the reason for all this?

Analytical choice is more important than effort.

As the saying goes, men are afraid of entering the wrong profession, and women are afraid of marrying the wrong man.

Entrepreneurs and who do things together, do what determines the future strategic direction, choose a good project is very important.

The project is inappropriate, and more effort and effort is futile and may even run counter to the expected results.

Liu nine theory.

Marketing "three character classics", "Confucianism", "Tao" and "Buddha"

"Confucianism" is a good project to meet people's creative needs.

The word "go" outside the word "Dao" indicates that if you want to find a good project, you can't sit at home and wait for yourself to run.

The first word in the word "Dao" indicates a person's face. He should smile often and communicate with customers more often.

If these two steps are done, you will become a Buddha.

The left side of the word "Buddha" is the "human" part. The right side of "Fu" is similar to the symbol of the dollar, which means that people will be rich if they do "Confucianism" and "Dao".

He said, "what is marketing? The highest level of marketing is to make money a joy."

In addition, Liu Xuejiu put forward his own views and suggestions on five aspects: the challenges of the dealers, the challenges of physical strength, the challenges of management, the challenges of executive ability, the difficulties of empowerment management and the challenges of models.

[live interaction]

How to choose the right dealer?

Mr. Zhang, who sells seafood business, although has his own brand, but the market has not been doing well. Now he wants to find a distributor to do the Zhengzhou market, but he doesn't know how to choose the right dealer.

Liu Jiuxue:

Since the product has its own brand, it is recommended that you find a dealer who is strong or strong in depth cooperation.

First, you can make use of his mature sales system to expand the market of your products and enhance the brand strength of the products. Second, it is easier to maintain your product brand at the later stage, so as to avoid many dealers' vicious competition in order to seize the market and make it hard for your brand to make up for the loss.

How can we better open the market?

"Two years ago, I began to do local specialties business, and I wanted to integrate the native product market into the Zhengzhou market.

After two years of operation, the situation is not good. How do we want to consult distributors to better open the market? "Mr. Wang asked.

Liu Jiuxue: {page_break}

Your idea is very good. Now there are a lot of local specialties in the market, but consumers do not know the real local products. If you can integrate the local products market, it will be a good business opportunity in the source and quality of the products.

I suggest that you first find a good business model to seriously sort out your product and market; since it is a local product, you can give them a brand story with connotations and characteristics; then your product should have a good form of expression, for example, the product is designed with a good shape to attract everyone's attention.

If you can walk along these three steps, it has basically been half successful, and then, looking for a strong dealer to open the market, you can also find a gift company to cooperate with the group shopping route.

How to do well in an unfamiliar industry?

Ms. Yan, a jewellery dealer, was in the advertising industry before. She wanted to ask how she could make herself in an unfamiliar industry.

Liu Jiuxue:

Interlacing is like mountain crossing. If you do not know the line you are not familiar with, you can easily make a detour.

Now that you have done the job, it is recommended that you go to the first dealer in this line to learn about other people's services, purchase channels and product prices, and learn more mature experiences.

You have done advertising planning and creativity, you can combine your experience with the business sector to increase the highlights and characteristics of the product.

Dealer loyalty is not high, what should we do?

Ms. Zhang has represented several stationery brands. Her biggest worry is that the products are not profitable. Although there are many two or three dealers, her loyalty and credibility are not high.

Liu Jiuxue:

First, if you want to maintain a good distributor, you must move around with distributors.

Second, improve dealer threshold and standardize management.

Two or three level dealers are not loyal to you because your distributors are messy and have no standardized management. You do not have any binding force on them, so they may be able to get their products cheaper.

If you want to improve your dealer's loyalty, what you need most is to work hard on the service.

Third, do stationery wholesale business in the busy season, Ms. Zhang wants to increase the profits of the products, preferably in the off-season market, do the communication work of distributors, promote sales in the busy season, and promote the promotion of momentum with promotions.