How Can Provincial General Agents Avoid Being Abandoned?

Between the manufacturer and the local distributor, the provincial agent was once an indispensable bridge.

However, in recent years, the two phenomena in the lighting industry have made the "bridge" become uneasy.

First, brand manufacturers have set up branches or operation centers in the provincial capital cities. They have been able to sink the core of channel management and after-sales service directly to the dealers in the two or three tier market. Two, more and more local businesses are bypassing provincial agents, directly organizing groups to buy products or seek brand cooperation in ancient towns.

In order to avoid "bullying factories" and reduce business risks, manufacturers certainly do not want to put all their eggs in one basket, and gradually reduce the scope of the scope of the provincial agents. In order to improve the market competitiveness of products, they must reduce the links between products and consumers, so as to expand their profit margins.

In order to gain more profit space and enhance their market competitiveness, local businesses will naturally try to bypass the provincial capital dealers directly from the manufacturers, and the "bridge" role of the provincial general agent or general distributor will be gradually weakened.

In the evening of August 8th, the trade fair was organized by the dealer's forum. Some guests thought that the local merchants directly faced with the manufacturers to purchase goods, such as pportation, capital strength and other difficulties. Some guests thought that the manufacturers would face the huge challenges directly in the risk control and sales network training, sales cost control and after-sales service.

However, we also find that the focus of competition in China's lighting industry has been sinking to the market of the city (county). More and more brand manufacturers are holding high the banner of "flat channel", trying to reduce their channel links to win their competitive advantages in the market. Some manufacturers even hesitate to "bridge the river" to make the provincial agents miserable.

Recently, in the complaint cases accepted by this newspaper, many of them were disputes caused by the cancellation of the agent's qualification by the provincial agents.

It is undeniable that for outstanding provincial agents, their role is still irreplaceable, and they need not worry about becoming a victim of changes in manufacturers' channels.

But for a provincial agent who has weak brand awareness, poor after-sales service, and constantly striving for support from manufacturers, it is inevitable to "tide over the sand".

Faced with such a situation, the provincial agents should take an early introspection, actively improve themselves, and become independent and strong, with a view to becoming an indispensable profit support point for the manufacturers, becoming the parents of local businesses, and focusing on extending their "bridge" to the consumer terminal.

Only in this way can our provincial general agent avoid the embarrassment of being abandoned.