The "Direct Selling Mode" Of Clothing Enterprises

" Direct selling mode In essence, by simplifying and eliminating middlemen, we can reduce the circulation cost of products and meet the needs of maximizing the interests of customers. In the non direct marketing mode, there are two sales teams, that is, manufacturers to distributors, and then distributors to customers.

In China, direct selling is defined in this way: manufacturers communicate directly with target customers on the basis of making certain demands to the public, so as to achieve the practical marketing activities of consumption. There are 3 elements in direct selling: the support of public consumption consciousness; the establishment and formation of one to one relationship; the on-the-spot display and the focus promotion.

Because direct selling directly faces customers, it reduces storage area and eliminates bad debts, and has no additional cost brought by dealers and corresponding inventory. Therefore, it can protect the interests of companies and customers and accelerate the pace of growth.

If a company wants to conduct direct selling, it must first study customer needs thoroughly rather than competitors, and cut through the market and provide heterogeneous products to enter the market. Secondly, we should increase the contact of direct selling and maintain interaction with customers, such as online direct selling, e-commerce, DIY order acceptance, telemarketing and so on. Thirdly, we need to manage the direct selling team scientifically and ensure the efficient operation of the sales team. For example, Amway Corp (Amway) shop + sales representative direct sale and "on demand production" DELL (Dell) direct selling are the two most successful direct selling methods at present. The core element of Amway type direct selling is to improve customer satisfaction and staff satisfaction. DELL style must satisfy the heterogeneity of customer demand by continuously developing new products.

Whether Amway mode or DELL mode, it is necessary to make reasonable use of advertising channels to increase communication with customers. Clothing enterprise It is shortsighted and wrong to direct the omission of publicity expenses and reduce the cost of customer demand. Without effective communication with customers, it is difficult to develop products with potential demand, let alone improve customer satisfaction and company performance.

Direct selling will provide the satisfactory products with the aim of reducing circulation, accept orders through DIY, adopt OEM virtual operation, carry out the 6 Sigma principle, and adopt the service mode of CtoP (company to person) or PtoP (personal to individual) to enrich the connotation of direct selling continuously. When we fully understand the state regulations and market characteristics, we will protect the direct selling enterprises by adopting a reasonable direct selling method and not purely modeling.

Identify the exciting points: submit the highest decision-making department to the enterprise, then copy the production, planning, marketing, sales and public relations departments according to the strategy to improve the interest support point.

Do not despise these seemingly simple and deadly concepts, which may be one of the secrets of many of the world's super companies.

Thirdly, we need to manage the direct selling team scientifically and ensure the efficient operation of the sales team. For example, Amway Corp's shop + sales representative direct sale and "order production" DELL style. Direct selling This is the two most successful direct selling method at present. The core element of Amway type direct selling is to improve customer satisfaction and staff satisfaction. DELL style must satisfy the heterogeneity of customer demand by continuously developing new products.