Clothing Agents: Preventing The Emergence Of "Invisible Borers"

Raising profits and reducing costs are the concerns of every agent. Let's analyze the cost of agents that are difficult to perceive. Let's call them "invisible costs". This kind of cost control is generally the most easily neglected by agents. In annual annual revenue and expenditure plans, such costs are often the main reasons for making ends meet. The control of invisible cost can effectively manage and manage the agent according to the original plan, and at the same time, it can reduce costs and increase profits.

The hidden cost of agents mainly includes the following two aspects: customer maintenance costs and refund fees.

Customer maintenance costs

In China, human relationships are often based on money. some clothing The agent sighs: acting as an agent is doing human kindness. This human relationship is basically the maintenance of customer sentiment for agents. It is necessary to spend money on maintenance, but it is a knowledge to spend more and spend less. Li is always an agent. The sales volume of the agent's brand is not very large, but according to him, the annual cost of maintenance is fifty thousand yuan, which is not a small sum.

When it comes to customer sentiment maintenance, some agents may think that it is necessary to have a good relationship with manufacturers, retailers and so on. Although the above contents can be regarded as a part of the maintenance of guest sentiment, this is rather superficial and one-sided. Moreover, if we go on like this, it is estimated that the cost of the agent is not too small, so how can we start spending less money for more effective customer maintenance?

For manufacturers to play real.

Vendor relationship has always been the most troublesome problem for agents. Manufacturers strongly suppress goods, manufacturers cut agents, manufacturers and fines and so on. Most of the agents are to curry favor with the manufacturers. The regional managers of the manufacturers come to inspect the market. They must eat, drink, and entertain. Even the factory salesmen come to listen to their "fingers". The agent is in a state of near ruin. What is the result? The result is, what is the situation, the punishment should be fined, and the chopping will be cut. In fact, standing in the factory's point of view, we will not be able to think of what agents the manufacturers really need. The head of a factory said, "an agent has feelings for us again, but his sales volume is not going to go up, and the development idea can not keep up with us."

Agents must do well in internal strength. Manufacturers need to be able to really play them out. brand The agents of the effect, for their money making agents, compared with the little money sent by the agents, pay little attention to the little favors that the manufacturers rarely see. To maintain good relationship between agents and manufacturers, the key is to train their own internal strength and increase sales volume. Imagine that if annual sales are second to none among manufacturers' agents, manufacturers will also be very much in favor of you.

For the maintenance of factory personnel, there must be degree of maintenance. Some factories seldom send personnel to inspect work regularly. However, some manufacturers will show that manufacturers are constantly harassing agents for their "love". For such manufacturers, agents must grasp the yardstick, do not spoil the trouble. An agent in Shenyang is very good at dealing with this group of people. He said: "manufacturers sent to market personnel, is really something, enough level, such as the district manager, can entertain." Like other salesmen, I'm sorry, but I really don't have time. No one must come and eat and take it. Indeed, dinner and dinner have become a fixed mode of commercialization in China. However, agents must be accurate and accurate. {page_break}

When manufacturers need help in front of major events, for example, when the capital chain is broken, or when they need to convene an agent meeting to adjust their thinking, the agent should take the initiative to stand up and solve problems for the manufacturers. The friendship on the battlefield is the most solid friend, and at this time, it is no less than a battle for manufacturers. This is a best opportunity to fight side by side with manufacturers. These real customers are much stronger.

To both retailers and customers

Deliver goods without money, and move to designated places for others; holidays and retailers are on call; the worst is to see other people's faces. Selling your goods is for your face, a living Porter, complaining that this business is not working anymore, but some agents are playing with retailers on top of the stock market, making them comfortable and just contrary to what is said above. It's really called "a few unhappy families."

Find the right people. Finding a right person and living a game of chess! To find a retailer with good reputation, promotion ability and potential for improvement, no matter whether he is big or small, small customers can gradually develop. As the saying goes, "men are afraid of going wrong, women are afraid of marrying the wrong man", and the consequences of doing business with a reputable retailer can be imagined that dancing with wolves will not produce any good results. Those retailers who are not good at credit and lose sight of themselves must take it away.

Making retailers earn money is the core. No permanent friends, no permanent enemies, only permanent interests, the political arena of well-known quotes in the business field is also appropriate. The relationship between many job hopper salesmen and agents is such a feeling of "people walking tea cool". What is the real reason for people walking tea cool? No businessman can't afford to get up early! If you have many quality and marketable products, so that he can earn more money, I believe that the relationship between customers will become better and better. The same is true for retailers, but they are more obvious.

If you work hard at details, you may change a person's idea by a trivial matter. No one can refuse someone who really thinks about him. In modern society, there will be more icing on the cake. If we can help retailers at a critical moment, he will surely sell his products to the heart. A dealer in a market in North Henan, who learned that a retailer after a child had a traffic accident, took the initiative to seek help from others, and successfully solved the retailer's problem. Since then, the position of the agent in the retailer's mind has been very different from before, and the two sides have been very successful in the future cooperation.

A senior manager in the industry said, "to treat retailers is to treat their children as they should." People always have a bit of a temper. Now many agents say retailers are spoiled, refusing to be disciplined, and even a bit of a mischief. Change the retailer's view of agents from his mind and let him understand that we are all alike. It is believed that all pleasant and meaningful cooperation is based on equality and mutual benefit. {page_break}

Refund fee

　　 Agent We have been thinking about how to spanfer operational risks and operating costs to manufacturers, that is, how to maximize their interests and minimize risks. In fact, from the point of view of agents themselves, they do not want to be so upset. This must first consume a lot of manpower and material resources to carry out the distribution. After the peak season, customers will have to accept the returns from the lower level customers. Then they will have to work hard to return the goods to the manufacturers. This way, the agents themselves will also lose a lot of operating costs. From the perspective of business operation, no one is willing to toss so much. The key reason is that the agents themselves have no way, or there is no good way to avoid the return of the subordinate customers.

From the two aspects of internal and external causes, we should reduce the cost of refund.

Everything happens with external causes and internal causes.

Internal factors. Apart from the factors of distributors, there are also factors of agents' own business personnel. At present, most agents are heroes based on sales volume, forcing many business people to try their best to pressure distributors, but rarely have the energy to study the local market and study how to do channel dredging. In short, to ensure that their sales bonuses are available, on this issue, agents must consider the issue of bonus payment for the business people, incorporate the planning and scientific nature of the purchase and delivery into the assessment part of the bonus, or adopt the method of postponed issuance of the sales bonus, so as to facilitate the business personnel to communicate scientifically and rationally with the distributors. Ensure that real sales are achieved, rather than moving away from the store.

Similarly, manufacturers should be able to help agents do overall market sales forecasts and analysis of sales situation of subordinates, so that they know what they want, and guide agents to distribute their subordinates' customers in a targeted way.

External factors. You can account for the distributors, and return the goods to the lower level customers, so that they can understand that they will also have to pay a lot of money to go back and forth. Because distributors' cost consciousness is generally poor, accounts can only be regarded as the cost that can be seen before. It is difficult to calculate the background cost and invisible cost. Therefore, we should remind them of their vigilance and vigilance.

Analysis of the trend of development to distributors, each year for the inferior customers so shop and return, a long time, the lower class customers will inevitably form a habit, will gradually develop to no matter what goods have to fight for returns, and even have to return at any time, this kind of return habit once formed, it is difficult to change, and ultimately the loss of agents.

Business people need to spend energy, in-depth study of the underlying customers' storage capacity, capital status, business attitude, sales ability and other factors, lay a good foundation for the sales in the peak season, have a clear idea of what the lower level customers should do, and how much they need to shop. At present, the distribution of funds, business attitude and sales ability of distributors is often the ability to estimate the ability of customers to buy goods.

It is also a time-consuming and arduous task for the manufacturer to deal with the return of the agent. It is also very difficult for an agent to deal with the return of the distributor. Since both sides should reduce this part of the cost, they should work together.