As the saying goes, choose a good dealer to cooperate, and you are one step closer to success. That's because good distributors will look for potential development messages from their business technologies, design strategies, and price tactics. This is priceless for the manufacturer. Then, how do coating companies and sales personnel choose the distributors with advantageous conditions? A business partner who has engaged in the paint industry for many years has come to the following conclusions:
Each company has different views on the choice of dealers, and also put forward many opinions, such as first-class products + first-class dealers = super-class market and so on. As a member of the paint industry, everyone feels the same. The distributors play an absolutely decisive role in the sales process of the coated enterprises. Although the distributors may have their own standards for their choice, one thing is the same. Is a first-rate distributor!
What is a first-class dealer, many people's views are justified, such as strong strength, broad relationship, business philosophy can be consistent with the concept of painted companies, there must be service awareness, brand awareness, etc., with the above points or Some of them can be treated as first-class distributors, and the number is used to indicate that the sales volume is greater. Such distributors can not only promote their own products more effectively, but also can ensure their quantity in the first place. If a company has such a few first-rate distributors, the benefits can be guaranteed at least. But if you let me say, it may be a bit different. I think of the first-rate distributors as such: the basic conditions for agency (distribution), and the dealers who have the awareness of mutual growth and development, can be described as first-class distributors.
Regardless of the definition of the top dealer, our thinking is to consider the criteria for selecting a dealer. Throughout the sales cycle, leaders often give orders to business people or sales training, conveying the importance of choosing a top-notch distributor, and how to find a top-notch dealer, so the business people will be in the process of work, the main energy Used in the selection of dealers, at the same time, for the small customers and small dealers developed by some business personnel, they not only feel that their faces are dull, but even include the attitude of the company level in treating customers is also worse than those of so-called first-class customers. A lot, this seems to be commonplace, and it has also become a capital for some people to show off or grieve. It can be forgiven that, as a business working group, performance is a hard indicator, and those who can bring direct benefits and maximum benefits to the business are indeed those first-class distributors.
Therefore, we must choose a first-rate dealer, at least a good dealer!
We have to choose, initiative is in our hands, and subjective awareness of objective things tends to backfire. I think this should be clear to everyone. Why do we say that we only emphasize how to choose a distributor but forget about it? The objective thing is that dealers will choose us? From the perspective of the other party, do they have the criteria for choosing a company? Certainly, in the process of business development, the various problems and requirements put forward by dealers met by the salesman are actually their standards. It is nothing more than that they did not sort out a set of data like us, one by one. They are based on their own conditions and the most direct terms of the local market. Can we meet their selection criteria? When the dealer chooses us, we are passive. Since it is passive, we will certainly lose something!
Therefore, the dealer must choose a first-class coating company, at least it is a good company!
With regard to this, contradictions have emerged. We must choose a good dealer, may not be good enough for us; dealers should choose a good paint company, they may not be good enough, how to do? At the same time, the relative problems are also emerging. There are more than one good distributors. There are not only one good coating company. Who is the best choice?
We can set general standards for our salesmen. However, in reality, this standard is too absolute, too digital, and too short-term. Selecting a good dealer, we need to choose what kind of distributor, but there is no specific Standards, at the same time, what can we do, and what things are worth others to choose from, is it clear? In today's business development, negotiation can help avoid weaknesses, but it is impossible to set targets but to clarify oneself and find matching elements. For example, if its own brand is not high and its scale is not large, it can only be regarded as a medium-sized enterprise or a small-scale enterprise. However, it is characterized by the fact that no initial fee is required and the mechanism is flexible. Since the sales volume is not large, the rapid production of goods can be guaranteed. Delivery, the market is not very wide but it can guarantee the timeliness of services, etc., then the matching dealer type may not be the store operator based on store sales, but the type of project or a wide range of wholesale distribution activities For those brands with high brand and relatively active retail market, they may choose those with brand awareness, strong financial strength, and propaganda awareness and planning ability. In this way, the matching of the blood type of the two parties will not appear to be repelled, or they will not be dispersed.
Naturally, the situation of each coated company is different, so there is more room for dealers to choose from, and there is also great room for dealers to choose to paint companies. In addition to simple standards of unity, there are regional advantages, product differentiation advantages, brand advantages, and even the obvious advantages of several performances. Well, I think that, apart from our dialectical analysis of choices and the relationship we have chosen, there is also a question of the concept of development. This means that I have defined the first-rate distributors. No matter how good this dealer is, can he develop with us? There is a phenomenon that we often meet, that is, "shop bullying factory"! Those dealers who only talk about meeting their own conditions, rely on their own advantages, and continue to create problems for the coated enterprises. They never consider the development of the enterprise and only consider their own interests. Such “excellent†distributors are also many Where we feel depressed, this kind of relationship with ambiguity exists, which is a burden for business personnel and enterprises. The other phenomenon is that some medium-sized or only qualified distributors (graded by the standard of the coated enterprise company) are conscientious and hard-working, constantly giving feedback to the coated enterprises on some good information and providing some good suggestions. What is rare is that the improvement of performance is gradual and obvious at the same time. Actively implement the policies formulated by the company and actively promote the brand to increase brand awareness. Such distributors will not bring obvious benefits in the short term or even make the company's investment. The increase in the cost of services will, in the long run, be an effective supporter of the stable development and brand promotion of the company.
There is a saying that the best is the best. So this simple guideline is also very suitable for painting companies and dealers, both parties must feel appropriate. Regardless of the standard, it is the choice between the two parties. What you want is for you to love me. The "tough twisted melon" won by means or lies will not be sweet.
Each company has different views on the choice of dealers, and also put forward many opinions, such as first-class products + first-class dealers = super-class market and so on. As a member of the paint industry, everyone feels the same. The distributors play an absolutely decisive role in the sales process of the coated enterprises. Although the distributors may have their own standards for their choice, one thing is the same. Is a first-rate distributor!
What is a first-class dealer, many people's views are justified, such as strong strength, broad relationship, business philosophy can be consistent with the concept of painted companies, there must be service awareness, brand awareness, etc., with the above points or Some of them can be treated as first-class distributors, and the number is used to indicate that the sales volume is greater. Such distributors can not only promote their own products more effectively, but also can ensure their quantity in the first place. If a company has such a few first-rate distributors, the benefits can be guaranteed at least. But if you let me say, it may be a bit different. I think of the first-rate distributors as such: the basic conditions for agency (distribution), and the dealers who have the awareness of mutual growth and development, can be described as first-class distributors.
Regardless of the definition of the top dealer, our thinking is to consider the criteria for selecting a dealer. Throughout the sales cycle, leaders often give orders to business people or sales training, conveying the importance of choosing a top-notch distributor, and how to find a top-notch dealer, so the business people will be in the process of work, the main energy Used in the selection of dealers, at the same time, for the small customers and small dealers developed by some business personnel, they not only feel that their faces are dull, but even include the attitude of the company level in treating customers is also worse than those of so-called first-class customers. A lot, this seems to be commonplace, and it has also become a capital for some people to show off or grieve. It can be forgiven that, as a business working group, performance is a hard indicator, and those who can bring direct benefits and maximum benefits to the business are indeed those first-class distributors.
Therefore, we must choose a first-rate dealer, at least a good dealer!
We have to choose, initiative is in our hands, and subjective awareness of objective things tends to backfire. I think this should be clear to everyone. Why do we say that we only emphasize how to choose a distributor but forget about it? The objective thing is that dealers will choose us? From the perspective of the other party, do they have the criteria for choosing a company? Certainly, in the process of business development, the various problems and requirements put forward by dealers met by the salesman are actually their standards. It is nothing more than that they did not sort out a set of data like us, one by one. They are based on their own conditions and the most direct terms of the local market. Can we meet their selection criteria? When the dealer chooses us, we are passive. Since it is passive, we will certainly lose something!
Therefore, the dealer must choose a first-class coating company, at least it is a good company!
With regard to this, contradictions have emerged. We must choose a good dealer, may not be good enough for us; dealers should choose a good paint company, they may not be good enough, how to do? At the same time, the relative problems are also emerging. There are more than one good distributors. There are not only one good coating company. Who is the best choice?
We can set general standards for our salesmen. However, in reality, this standard is too absolute, too digital, and too short-term. Selecting a good dealer, we need to choose what kind of distributor, but there is no specific Standards, at the same time, what can we do, and what things are worth others to choose from, is it clear? In today's business development, negotiation can help avoid weaknesses, but it is impossible to set targets but to clarify oneself and find matching elements. For example, if its own brand is not high and its scale is not large, it can only be regarded as a medium-sized enterprise or a small-scale enterprise. However, it is characterized by the fact that no initial fee is required and the mechanism is flexible. Since the sales volume is not large, the rapid production of goods can be guaranteed. Delivery, the market is not very wide but it can guarantee the timeliness of services, etc., then the matching dealer type may not be the store operator based on store sales, but the type of project or a wide range of wholesale distribution activities For those brands with high brand and relatively active retail market, they may choose those with brand awareness, strong financial strength, and propaganda awareness and planning ability. In this way, the matching of the blood type of the two parties will not appear to be repelled, or they will not be dispersed.
Naturally, the situation of each coated company is different, so there is more room for dealers to choose from, and there is also great room for dealers to choose to paint companies. In addition to simple standards of unity, there are regional advantages, product differentiation advantages, brand advantages, and even the obvious advantages of several performances. Well, I think that, apart from our dialectical analysis of choices and the relationship we have chosen, there is also a question of the concept of development. This means that I have defined the first-rate distributors. No matter how good this dealer is, can he develop with us? There is a phenomenon that we often meet, that is, "shop bullying factory"! Those dealers who only talk about meeting their own conditions, rely on their own advantages, and continue to create problems for the coated enterprises. They never consider the development of the enterprise and only consider their own interests. Such “excellent†distributors are also many Where we feel depressed, this kind of relationship with ambiguity exists, which is a burden for business personnel and enterprises. The other phenomenon is that some medium-sized or only qualified distributors (graded by the standard of the coated enterprise company) are conscientious and hard-working, constantly giving feedback to the coated enterprises on some good information and providing some good suggestions. What is rare is that the improvement of performance is gradual and obvious at the same time. Actively implement the policies formulated by the company and actively promote the brand to increase brand awareness. Such distributors will not bring obvious benefits in the short term or even make the company's investment. The increase in the cost of services will, in the long run, be an effective supporter of the stable development and brand promotion of the company.
There is a saying that the best is the best. So this simple guideline is also very suitable for painting companies and dealers, both parties must feel appropriate. Regardless of the standard, it is the choice between the two parties. What you want is for you to love me. The "tough twisted melon" won by means or lies will not be sweet.
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