How to do things: Paint dealers really make money

China Paint Network
News:
so-called "no profit can not afford to be early", in the various ways of business dealers, in today's trade and circulation channels, in the end can rely on which way to make more money? As we all know, the dealer's main profit comes from the difference between the purchase and sale price, and buying expensively is the main mode of profit. The information age is making the living space of cheap buy expensive selling shrinking, so sooner or later dealers will return to the reality that "profiteering is perverted, micro-profit is the norm". In the product spread is getting thinner and thinner today, dealers as an independent group, to ensure that there is sufficient profit margins, where to reach for money, in order to live as moist as before? Of course, before entering this topic, first identify two concepts.
I is the profit margin discussed today, mainly from reducing the loss of funds and improving the return of funds, in order to ensure that the dealer's capital chain is more generous, more efficient capital to discuss feasible methods.
is the distributor we are talking about, mainly for channels with wholesale functions. Retail-oriented stores, most of which do not involve the flow of large amounts of money, the main revenue should come from the efficiency management of the stores, of course, interested retailers can learn from the methods we discussed.
, money never seems to be enough, as a dealer, how can you make your money use a little more than the actual?
the use of factory credit lines. Based on the current annual interest rate of 5.6% on bank loans, it would be a potential gain if a certain amount of credit from the manufacturer could be obtained. Although more and more companies will reduce or even close credit lines in the face of a depressed market, some businesses never even seem to have a credit line. In fact, for strategic customers, special times, key channels, enterprises will always have some special market support policies, including special customer credit lines. Although these provisions are sometimes not written in the policy proposal, whether you can apply or not, the key is whether you are the strategic customer, is not a special period, and you are ready to enter is not the enterprise's current focus channels. Therefore, some dealers because of the application for credit lines, and think that the business focus of the enterprise, not in their own will take over this piece of business, and finally give up cooperation, there is half the truth. Why is it only half the truth? Because it's possible that the business you're about to take over is the focus of your business, but you're not an irreplaceable strategic customer.
to play with acceptance bills. Some grass-roots business because they do not have basic financial knowledge, and do not carefully study the sales policies of enterprises, many manufacturers of business personnel, especially large brand manufacturers of business personnel, will tell dealers, enterprises only accept cash payments, transfers. In fact, not all acceptance draft manufacturers are rejected, including large brands, bank acceptance drafts are more popular with enterprises, although commercial acceptance drafts are not so reassuring. Once upon a time there was a provincial customer in Anhui, with a deposit margin of 2.5 million per year, to issue 5 million half-year bank acceptance bills, as the distribution of our brand 60 million business operations a year, more than enough.
learn to pull people into the party. Do promotion, development of market costs, now more and more manufacturers and merchants share the form, many dealers in the market input costs, the fundamental reason is worried about input and output is not proportional. In fact, in the cost-sharing, dealers can also consider the form of "joint development of the industry", that is, matching the hands of other complementary brand manufacturers, or looking for the same regional market, with their own distribution of products more complementary to other industry dealers, together with the development of the market, cost-sharing. In the early years, when I was developing a new lighting brand in the regional market, Shenzhen dealers always felt that the cost of the designer promotion meeting was too high, although the company would also give some subsidies. We therefore assisted the dealer to contact the Philips manufacturer and persuaded Philips to launch a joint designer promotion, a three-way cost-sharing programme. With lighting design as the platform, we sell lamps, Philips promote light sources, dealers through the agent of our lamps and Philips light sources to earn the difference, to achieve the three-way benefit, the purpose of a large platform.
to build a cash-in financing platform. Dealers for manufacturers, one of the key roles is financing, advance platform. As a wholesale function of the dealer, to some extent, also want to take off-line customers as a platform for financing and advance capital. Regularly hold product or new product order meeting, in advance to collect the downline customer deposit or payment, is one of the ways to reduce the pressure on funds. Second, all promotions and policies must be for the basic purpose of receiving cash: if the full amount cannot be collected, can some cash concessions and discounts be given? The discount is not good, can you pay a deposit first? Believe that only a dealer who receives cash will be a dignified dealer. Of course, there are dealers will say that our industry, paving and monthly knots have become the industry practice, do not shop, do not month-end, simply can not do. Then I also have a way to receive cash, that is, through negotiations, to mature offline customers, to do a customer-owned card, their own company to do security. Card to stay in their own company's financial room, each month the customer's payment direct card swipe out, their own finance as long as the regular reminder of customers next month on time repayment on the line. This solves the problem that offline customers need a monthly close and they need to receive cash. I once had a provincial dealer in Hunan, annual sales of more than 100 million, and gradually implement this approach has been more than three years, the current basic offline no arrears.
value corporate punch rebates. Directly obtained from the enterprise, in addition to market fees, there are various stages of rebates. Some dealers do not pay much attention to the critical moment without a sense of rush, resulting in the task, can not get rebates, or even think it doesn't matter. In fact, the rebate of the promotion node is the big part of the enterprise expense expenditure, and it is also the part of the enterprise expenditure which is more standardized. Dealers as long as the ability is appropriate, should try to find a way to get this part of the cost. Some dealers said that if the simple rush rebate, my warehouse will form a large backlog of sluggish goods, the money earned is in the warehouse. In fact, the amount of rebate is also skilled, I tell you the way is: 1, we must ensure that the company's account on the payment is sufficient; 2, must be by their own personal orders, do not fake the hands of factory business personnel, especially the distribution of well-known brands of dealers. And must only order their own best-selling products, in accordance with the sales rebate target under sufficient amount, rather than looking at the enterprise warehouse what into what; 3, in general, your best-selling products are also best-selling products in other regions, enterprises generally in short supply, in this case, if because the enterprise is out of stock, you did not achieve sales goals, you can let regional sales staff to help you make special applications for rebates. It's reasonable that the business will approve you for a normal rebate. Even if the enterprise eventually gives you the full shipment, you still get the region's best-selling products, product digestion is not too big a problem.
once had a dealer said to me: "Mr. Huang, in fact, to do today, my enterprise, the purchase cost of products, do not need me to invest money." At the beginning of the enterprise I insist on the line customers first money after goods, manufacturers look at the order, try not to let the purchase price in the factory account stay more than three days. Although it was difficult at first, but I spent a lot of time on the product portfolio and brand choice, which is the fundamental business, I dare to take responsibility for my offline customers, for a long time, we will still recognize me. Today, my company account, lying on the floor of not less than 1 million to be shipped every day!"
In fact, what I want to say is that if dealers want to really make more money, in the five methods I mentioned, to do a little bit, to the extreme, will be an amazing result.