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    Home > Coatings News > Paints and Coatings Market > Coating knowledge: annual rebate of coating manufacturers from another perspective

    Coating knowledge: annual rebate of coating manufacturers from another perspective

    • Last Update: 2020-04-03
    • Source: Internet
    • Author: User
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    Core tip: is the annual rebate given by the manufacturer to the dealer given or not? This is a question

    How much? It's a more troublesome question

    In the manufacturer's management system for dealers, the design of year-end rebate is nothing more than to think of mobilizing the enthusiasm of dealers, leaving some leeway for manufacturers themselves, to a certain extent, constraining dealers and other purposes

    However, in the process of implementation, this year-end rebate often brings manufacturers a lot of troubles, such as dealers complain that the annual rebate is not as many as the manufacturer, the cash is not timely, the cash method is rigid, or there are too many additional conditions for the annual rebate, or some dealers are suspected to get more annual rebate, etc Paint knowledge | precautions for wall paint color selection Recommended introduction: when painting the wall, the owner sometimes has difficulty in choosing what color of the wall paint to paint

    In fact, there is no ugly color in the wall paint, only the disharmonious color matching

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    Light color is generally used for the top surface

    Light colors make people feel light, dark colors make people feel heavy

    Usually, the treatment of rooms is from top to bottom, from shallow to deep

    For example, the ceiling and walls of rooms are white and Paint Home News: manufacturer to dealer annual rebate, to or not to? This is a problem

    How much? It's a more troublesome question

    In the manufacturer's management system for dealers, the design of year-end rebate is nothing more than to think of mobilizing the enthusiasm of dealers, leaving some leeway for manufacturers themselves, to a certain extent, constraining dealers and other purposes

    However, in the process of implementation, this year-end rebate often brings manufacturers a lot of troubles, such as dealers complain that the annual rebate is not as many as a certain manufacturer, the cash is not timely, the cash method is rigid, or the annual rebate has too many additional conditions, or some dealers are suspected to get more annual rebate, etc

    It's like the boss giving the employee the year-end bonus at the end of the year

    If you don't give it, it's not good

    If you give it more, it's more difficult

    The year-end rebate given by the manufacturer to the dealers has also been implemented for a long time

    Judging from the actual landing effect, the disadvantages are often greater than the advantages

    It was originally a reward measure given by the manufacturer to the dealer, but in the end it became a dispute point of the manufacturer

    The reason for the dispute is also simple

    In terms of the determination of the year-end rebate, the manufacturer believes that this is an additional reward for the dealers, an affirmation of the dealers' sales behavior by the manufacturers, and a payment from the manufacturers to the dealers

    At the same time, it also shows the management right of the manufacturers to the dealers to a certain extent

    However, the dealers don't think so about the year-end rebate

    Many dealers will think that the so-called year-end rebate is that the wool comes out of the sheep

    The manufacturer has raised the factory price of the products, or withheld the products in a certain link, and then rewarded the dealers in the form of year-end rebate

    In other words, the so-called year-end rebate should have been obtained by the dealers, but only by playing a trick in the hands of the manufacturer

    Dealers are unavoidably aggrieved

    They often criticize or complain about the manufacturer's year-end rebate

    Even some dealers will start in advance, get something stuck in their hands in advance from some aspect, and then exchange the year-end rebate with the manufacturer as a condition to prevent some manufacturers from talking nonsense at that time

    The problem is this problem

    Where can we solve it? The easiest way is to simply cancel the year-end rebate, cut the mess quickly, and let the dealers die completely, so as to avoid wrangling on this issue

    Of course, many manufacturers are reluctant to give up the year-end rebate from various aspects, and still insist on sending the year-end rebate to dealers

    Then, we can try to optimize it

    1

    Clear positioning

    For manufacturers, this year-end rebate is a financial reward for dealers, an incentive for dealers to work more, or a management tool for dealers

    The author believes that the manufacturer should take the year-end rebate as a management tool to position

    If it is regarded as an economic reward, there must be problems of reward standard and reward form

    It is difficult to unify the reward standard and reward form unilaterally formulated by the manufacturer with the standard and accepted form considered by the dealer, and it is easy for the dealer to generate the idea that the wool will come out of the sheep

    It is believed that the manufacturer is playing tricks, raising the factory price and making any rebate

    Moreover, there is a problem of balance

    As the saying goes, a bowl of water is uneven

    There are hundreds of dealers under the manufacturer

    Are the rebate policies of hundreds of dealers the same? It's hard to say that some dealers get higher rebate if they buy right If it is used as a management tool, it is not linked with the performance of dealers

    Only in the manufacturer's cooperative relationship, when the manufacturer unilaterally faces the payment behavior of dealers, it must change the name first, not the year-end rebate, but instead, such as: Manufacturer's cooperative fund, market subsidy, market subsidy, energy-saving performance, cooperative dividend, etc

    2

    To explain the source of the year-end rebate from another perspective, the teacher should explain the source of the course knowledge in advance

    Then, how can the manufacturer explain the source of the money when sending the year-end rebate to dealers? If the source of the money is combined with the dealer's own performance, the manufacturer will make trouble for itself, but it should be completely separated from the dealer's performance on the surface

    Among many statements, there are several that are easier to be accepted by the dealer: 1) Based on the valuable suggestions given by the dealer to the manufacturer, the manufacturer will benefit from energy saving and consumption reduction or work efficiency improvement

    For this reason, the dealer will be rewarded

    In fact, almost every dealer is constantly giving suggestions to the manufacturer (of course, most of the suggestions are in the form of complaints)

    2) Thanks to the efforts of many distributors, the overall output of the manufacturer has increased this year

    The increase of production capacity has made full use of the production capacity and increased the utilization rate of production capacity

    The direct benefit is the reduction of production cost

    The money to be paid to dealers this time is the money saved after the capacity utilization rate is improved

    I hope you can make further efforts next year to steadily improve the sales volume, and manufacturers can further improve the capacity utilization rate and save more money to send to you

    3) This year's market competition is particularly fierce, there are many unexpected events, and the operating cost of each dealer has increased a lot compared with last year, which to some extent affects the actual net profit of dealers

    After the company's high-level research and decision, in the profits of the manufacturer itself, some of them are allocated and subsidized to all dealers to subsidize the rising operating costs of dealers 3

    Public opinion cleaning is relative to any feeling of the foreshadowing person

    There is no absolute more or less, only relative

    This manufacturer sends year-end rebate to dealers

    Nine out of ten dealers are not satisfied

    The reason is very simple

    The expectation value of dealers is too high, which is several times higher than the actual value given by the manufacturer

    Naturally, there is a lot of resentment

    Then, where are the dealers' expectations? Generally speaking, there are four channels to deliver these high expectations to dealers: 1) the heroic words of the manufacturer's boss at the dealer Conference (mostly in the official big report and dinner party after drinking); 2) the irresponsible mutual blowing of the manufacturer's business personnel (perhaps to promote the dealers to make money to set off the atmosphere); 3) Information transfer among dealers; 4) year end rebate of other manufacturers As a factory owner, first of all, we must keep our mouths under control

    It's easy to say bold words, but it's hard to cash them in

    Few dealers have lowered the cooperation level due to the careful words of the manufacturer's boss, on the contrary, many dealers have even been scared away by the heroic words of the manufacturer's boss

    Next, you need to ask the salesperson to have a doorman when speaking in front of the dealer, not relying on his own performance

    The author has seen that some manufacturers adopt the method of recording and sampling inspection, which has a good effect

    When they visit dealers, they are required to record the whole conversation and upload it to the business headquarters on a monthly basis

    The headquarters conducts random inspection from time to time

    This method is relatively simple to implement, and to a certain extent, it can restrict the business personnel to write cheques in front of dealers

    As for the annual rebate of dealers' own friends or other manufacturers, although it is beyond the control of manufacturers, it can be alleviated by backflushing

    The so-called kickback method is to release some information about the truth of the manufacturer's rebate, or to collect the reward data of each manufacturer at ordinary times and at the end of the year, and summarize them in a situation comparison analysis table, so that dealers can see their own accounts, and to some extent, eliminate and offset the information received by dealers in other channels

    On the other hand, we should take the initiative to pave the way for public opinion in advance, which naturally means reducing dealers' expectations, reducing dealers' enthusiasm for the year-end rebate, making dealers lose interest in the year-end rebate in advance, or even disappointment

    4

    The most direct form of interest manifestation of diversification is money, which is simple, direct and clear

    Of course, it is only to deal with the outgoing party, but for the receiving party, it cannot follow this starting point

    The form should be rich, and the perceptual color should be highlighted

    In terms of year-end rebate, it is not easy to give money, but to combine goods with money

    It is recommended that manufacturers purchase things that dealers need but they are reluctant to buy, such as more expensive office supplies

    In terms of order, it is better to give things first

    Dealers tend to think that at the end of this year, the manufacturer has given these things, and there is no money to give them, further reducing the dealers' expectation of year-end rebate

    After a certain period of time (usually about a week or two), if you give money again, even if the money is not much, the effect will be much better if the money is given unexpectedly by the dealer

    Pan Wenfu: he has been a private owner and has been operating a family dealer company for more than ten years

    At the same time, he has successively held the positions of sales manager, marketing manager, trainer, etc

    in many famous production enterprises

    He has dual perspectives and experiences of dealer owners and dealer managers in production enterprises

    The research field mainly focuses on the optimization of internal management, the transformation of companies, the innovation of business strategy, the cost saving of operation, and the optimization of the relationship between manufacturers

    It has the largest official account repository in the country, and has a long term collection of materials and solutions for the more than 400 subjects involved in the dealership

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