Marketing: analysis of the relationship between coating manufacturers: dealer or gold distributor

Core tip: Nowadays, the relationship between manufacturers is less and less smooth, and there are always various problems For example, paint dealers are reluctant to sell new products due to their resistance to the new products of paint manufacturers; paint dealers are satisfied with the current situation, and they are ready to live a small life, do not expand the market, and do not form a team; paint dealers are constantly asking for fees or making false statements; paint dealers have too low education, are not easy to communicate, and there are some problems in the competition: paint dealers are only attached The angle sells the product, does not advocate to push; the cooperation relationship is more loose; the competitor snatches the coating dealer &hell Which is the price of Dajin diatom mud Recommended brief introduction: which is the price of Dajin diatom mud? How to buy genuine diatom mud? Guangdong diatom mud agent suggests placing a basin of cold water in the air conditioning room, so that the diatom mud wall can breathe effectively The feature of the breathing wall is obvious When the indoor air is dry, the diatom mud wall will release the absorbed water quickly Put it out to help regulate the indoor dry humidity It is suggested to place a basin of cold water in the air conditioning room, so that the wall of diatom mud can breathe effectively The feature of the wall that can breathe is obvious When the indoor air is relatively dry, the wall of diatom mud will absorb the water Paint Home News: today's relationship between manufacturers, less and less smooth sailing, there will always be a variety of problems For example, paint dealers are reluctant to sell new products due to their resistance to the new products of paint manufacturers; paint dealers are satisfied with the current situation, and they are ready to live a small life, do not expand the market, and do not form a team; paint dealers are constantly asking for fees or making false statements; paint dealers have too low education, are not easy to communicate, and there are some problems in the competition: paint dealers are only attached From the perspective of product distribution, it is not the main push; the relationship of cooperation is relatively loose; competitors snatch paint dealers We often say that manufacturers win, there are so many problems in the management of paint dealers, or that paint dealers do not cooperate with manufacturers, what are the reasons? Before we solve the problem, we must first analyze the problem Why is the dealer not easy to manage? Why is the dealer not easy to manage? We analyze it from three basic premises 1、 Angle Only by changing the angle can we analyze the problem effectively Many problems are different from different perspectives Things are constantly changing There are no absolute good things or bad things in the world, just different perspectives So what is wisdom? It doesn't mean that you have wisdom as long as you are old or experienced The so-called wisdom is to change the angle It has nothing to do with education or age 2、 Understand The asymmetry of understanding is the root of all contradictions The same question, you think so, I think so We don't think the manufacturer can understand me The manufacturer thinks you can't understand him Why? Very simple, understanding has a premise, is to understand, only understanding will understand But do you dare to say that you know your dealer 100%? Dare not say Why can't we really understand, because each of us has different background and education So if we want to know someone, we have to do enough homework To test a manufacturer's salesperson's understanding of dealers, only three questions need to be asked The first is the date of the boss's birthday; the second is what ails the boss In China, bosses over 35 are basically ill; the third is the date of the salary If even understanding the work is not in place, then the later stage is certainly not good 3、 Management What is management? On this issue, there are different understandings between the East and the West Western management believes that the core of management is four words: create trust The manager and the managed trust each other China's understanding of management is to control, obey and order According to the Bible, animals and tools need to be managed People are equal to each other There is no management but communication and consultation But the vast majority of China's manufacturer relations are regarded as management relations rather than cooperative relations Let's distinguish between management thought and cooperation thought Management idea: put forward a lot of requirements, emphasize the cooperation of dealers, seek better alternative objects, etc Cooperation idea: deeply understand the dealers, respect the differences between the two sides, seek for docking, pay attention to the foreshadowing, help the other side to reduce costs, help the other side to find problems, and care about all the people of the other side These are two completely different guiding ideas The guiding ideology directly determines how you do it, and how you do it directly determines the result After analyzing the three basic premises of why dealers are not good at management, we will analyze the differences between manufacturers and dealers 1、 The development concept of manufacturers and distributors is different Ninety nine percent of China's manufacturers are now talking about development first, emphasizing the idea of development They are constantly producing new products, expanding more markets, and engaging in various marketing strategies And what dealers want is safety first After all, the era of making money with eyes closed does not exist It's more and more difficult to earn money Safety is the most important thing 2、 The extension of development is different Manufacturers take the industrial chain as the extension direction, such as seed production, which can be extended to fertilizer and agricultural equipment, while dealers take the capital chain as the extension How much money do I have and what business can I invest 3、 Different business ideas Manufacturers are all trying to make money, but they are different The money earned by manufacturers is strategic profit, and the money earned in the later period through early investment is called strategic profit; the money earned by dealers is called tactical profit, which is short and wide All day long, manufacturers have been calling for no fleeing or disorderly selling of prices Why do some dealers have to fleeing or disorderly selling of prices are all caused by tactical thinking 4、 Cost control is different The larger the manufacturer is, the stronger the cost control ability will be Enterprises should also consider cost control while improving performance The incremental cost rate cannot exceed the incremental profit rate Dealers and manufacturers are on the contrary The larger the dealers do, the weaker the cost control ability Let's analyze the individual differences between dealers and factory salesmen? The age is different, the manufacturer's salesperson is generally 25-35 years old, while the average age of the dealer is 35-60 years old; the family life is different, most of the manufacturer's salespersons haven't been married, and the dealer has already been married or even become a grandfather; the educational background is different, and the manufacturer's salesperson's educational background is higher and higher However, the educational background of dealers is generally low What are the problems caused by these individual differences? If a young salesman preaches to the dealer and talks about some marketing theories, the old dealer will feel unacceptable Dealers usually look at who is doing sales, and then talk about how to do sales So first of all, find out who you are The competition among manufacturers at the dealer's boss is actually the competition of personal recognition of the manufacturer's representatives in front of the dealer's boss Some markets are actually supported by the personal ability of the manufacturer's salesperson Behind the advantages is the obstacle After analyzing the manufacturer's problems from the perspective of dealers, manufacturers should also recognize their own reasons The manufacturer's representative is very confident in his products, which seems right But we found that the more confident the sales performance is, the worse Why is that? In the field of economics, there is a saying that the abundance of resources is inversely proportional to the efficiency of work The richer the resources, the less efficient the local people are Japan and Germany are very efficient because there are no local resources Russia is the only country with all resources in the world, but its work efficiency is the worst So once the salesperson has established confidence in the quality of the enterprise's products and thinks that our things are very good anyway, they will not be very attentive in business Just because we have enough resources, our skills and creativity are declining And why don't dealers accept new products? The most important thing for dealers to do business is to make money Products are just tools to make money So dealers choose products strictly speaking, tools Tools are safe, reliable, cheap and easy to use Do our new products meet these characteristics? Manufacturers usually say that this product has good formula, good quality and novel concept The more new things are, the more time it takes to popularize them The first step is advanced, and the third step is the first step Manufacturers like to compare new products to crabs and want dealers to be the first ones to eat crabs Dealers compare the new product to puffer fish, which is delicious but poisonous After analyzing the above problems, we come to three basic premises of managing paint dealers: first, self-management: how to sweep the world without sweeping one room? Dealers are not choosing products, but people After all, Paint dealers are not short of goods at all, and selling themselves to paint dealers is the first thing, not the products; 2 Interpersonal communication: people to people communication is mainly through interpersonal communication, which can not be said together, how to achieve good cooperation; 3 Understanding: the premise of managing paint dealers is to understand dealers, have a full understanding, and then have smooth communication, Only with smooth communication can we cooperate effectively The pursuit of high quality is the driving force for the rapid growth of coating enterprises The owners of coating enterprises keep their knowledge and similar information The mode that coating enterprises can learn from -- Sam's membership store mode After sales service of coating is maximized, and consumers are deeply in love with each other How can small and medium-sized coating enterprises make use of the Spring Festival holiday to consume? O2o or coating e-commerce is another pit Paint industry integrates into the development of the Internet to promote the prosperity of the industry Paint marketing: not all paint products are suitable for holiday marketing Experiential marketing mode ------ you price it Micro marketing opens the era of precision marketing Paint enterprise culture, focusing on thinking The eight strategies for online marketing of paint enterprises are paint home, which focuses on paint, diatom mud and paint paint, Coating technology, fire retardant coating news and coating, diatom mud, paint coating, coating technology, decoration knowledge and decoration effect map of fire retardant coating,