How To Solve The Worries Of Distributors In The Busy Season?

As the Mid Autumn Festival is over, the weather is getting cold. For many food enterprises, especially candy food enterprises, the annual traditional sales season is coming. Most of the sales tasks of the rest of the year must be completed in the last few months. How to successfully complete the annual sales task has become the core issue every day front-line salesperson must face and ponder. "Pressure warehouse" means that dealers have to bear the inventory burden that exceeds the actual market demand or even the safety stock. For dealers, they must bear the pressure of funds and the risks of products being on time or even expired. Dealers are inconsistent with their psychological and practical actions. Market sales In the process, how can we achieve "smooth warehouse" and then successfully complete the sales task?

　　 Selecting core "warehouse" products

But once the product is completed, it means that the dealer has exceeded the regular stock. It is very important for the product to achieve rapid distribution. In other words, the most important condition is to achieve rapid distribution of products. In a sense, the product determines the sales channel, and the sales channels of different products are different. The key to choose which product to undertake the main "pressing warehouse" task is to consider the maturity of the product and the sales channels behind it. From this perspective, the core "pressure warehouse" products in principle preferred mature products and large circulation products.

　　 Emphasis on "pressing warehouse" products Item combination

In the actual market sales process, a mature product with a faster rotation is often unable to meet the requirement of completing the task quantity. It is necessary to "press" more products to complete the task. How to determine the "pressure warehouse" product item combination becomes very important. If the product mix is not properly selected, it will cause a lot of products to go to the dealer warehouse and cause the product to be on time or expired because of slow rotation, resulting in more legacy problems. In addition to the mature products, the selection of products should be based on the following elements: whether the products belong to the circulation product series, whether the products are showing growth trend based on historical data, whether the products are focused on the main products of the company, whether the products have advertising support, and the future market prospects of the products.

　　 Chain promotion and initiative "pressure warehouse"

　　 Distributor It is a businessman, an interest group, and the only way to entice a dealer to take the initiative is to make the dealer feel profitable. Direct sales promotion is most obvious for distributors, such as "sales promotion" and so on. This is also the most commonly used method in our actual sales process. Using this method, we should pay attention to the following points: the design of sales promotion should be continuous, and we should pay attention to one link and one ring, which we call chain promotion. For example, if we want to achieve the "a", "B" and "C" three products, we should pay attention to the phased and sub product promotion in the promotion design, such as the promotion of a products only in September, in October only for the promotion of B products, and by analogy, instead of promoting a, B and C at the same time, so that the actual volume of the three kinds of products such as a, B and C can be maximized.

　　 Finding the right time to take the lead in "pressing the warehouse"

Dealers generally act as agents of multiple companies. In the peak season of sales, funds are often dispersed. Other manufacturers will also do the selling action of "storehouse" in the busy season. Therefore, it is very important to maximize the attraction of the limited funds of dealers. In addition to focusing on the promotion policy, the timing of "pressing the warehouse" is also very important, and we should try to finish the "pressing position" in front of our competitors as much as possible.

　　 "Pressure warehouse"

Although dealers are an interest group, the main point of thinking is to consider interests, but China is after all an individual society, especially in the north. Therefore, many times, "emotion" has become an effective weapon for sale. Many front-line business personnel have made use of this point to complete the sales task, which we call "customer sentiment". The most important thing to use this method is to pay attention to the number of times it can not be used frequently, but not too often. "The essence of" pressure "is the pressure of dealers to face" face ", but it is impossible to always give you" face ". Therefore," customer sentiment "should be used at the most critical time.

　　 Formulating distribution policy and relieving dealers' worries

In view of the factory's "pressure warehouse" action, the dealer's biggest concern is actually not capital, but more worried that the goods can't be sold in time, resulting in product expiration or expiration. Therefore, manufacturers should work out a practicable distribution policy before they press the warehouse, and predict possible problems and give specific policy options. After the action of "pressing the warehouse" is completed, the business personnel of the factory should actively assist dealers in distribution and promotion. After finishing the dealer's warehouse, it is more important to reload the goods to the two batches or distributors' storehouses, to the terminal stores, and to help the dealers to complete the product shift.

Generally speaking, "pressing the warehouse" is a double-edged sword. Good operation can ensure the completion of sales volume, and complete the market competition for competitors. Poor operation may result in a large number of legacy problems. In the actual market sales process, it is necessary for the first line salesmen to attach great importance to it.