Marketing: choose the right paint dealer to do half of the paint Market

Core tip: in the process of channel management of paint market, the "selection of merchants" is a very key link, and the quality of merchants directly affects the operation and growth of later paint market In general, the more the brand is, the greater the chance of electing a business, and the smaller the brand is, the more thankful it is that it has the right to choose its customers It's more about being chosen Many friends in the market must agree with the view that 80% of the growth of a market is attributed to dealers, and less than 20% to manufacturers Believe it or not, I believe it anyway! 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Take the promotion as an example Do you often hear some salesmen complain that the promotion fails again and the dealers don't cooperate with yunyun In the author's opinion, many coating salesmen's sales promotion operation level is not as good as that of coating dealers Coating dealers are located in the front line of the market, experienced in all kinds of battles, and know how to do it Compared with young salesmen with less experience, they have rich natural experience Therefore, it is particularly important for the selected dealers to have ideas, ideas and determination to do well in the activities As long as the quality of the selected business is good, the business is willing to do it with heart, and the manufacturers and businesses cooperate well, even if an activity is poor, it will lose money The same thing, a positive mentality, a negative mentality, mentality determines the state, mentality is different, in the paint market channel management work, we should pay attention to the selection plate, especially in the selection stage, it's better to have the sales personnel on the next level of the supervisor With regard to the criteria for selecting suppliers, the criteria for each brand are different, but the objectives are the same The paint manufacturers hope that the future suppliers can make the responsible market, and the sales volume will continue to grow From the four levels of big money, elite, potential and junk: 1 Big money In general, this kind of customer is not poor in money There are many brands that they represent They also have business ideas They do a lot of business, or they are very rich They want to help their families (wives, children, etc.) find a job to do or not to do your brand If they don't do it well, it will have little impact on their current life In general, such customers can hardly do it with their heart, because the agent of your brand occupies too little weight in his mind Just like the emperor's seventy-two concubines, you happen to be one of them How much weight do you think you can occupy? 2 Elite customers generally have certain capital to do some hot business or some hot business Their business ideas are very good They need to find new projects as new profit growth points This kind of customers are blue chip stocks, so it's no surprise to make money or open a shop They need funds, ideas and strong intentions They are generally the first choice for sales personnel 3 The business of potential stock customers themselves is not very big It may be that the original agency's brand is not very good, but they do it with great heart In the case of not occupying the brand advantage, the business of a certain category is also very good, which shows that such customers do it with real heart In addition, the strength of such customers is not strong Acting for a brand almost takes up most of the capital and resources The weight of the brand in his mind is very heavy If the business fails, it will seriously affect his family life If there is only one business, the business will almost become all of him This kind of customers may not receive much money back for the first time, but the growth in the later period is unlimited, and there are risks, unlike elite customers, which need a cultivation period 4 Customers such as garbage stocks generally do not do much business, have poor strength and are not very successful They are small and rich, and have poor business thinking They are used to "waiting, relying, and demanding" Before they formally cooperate with them, they start to ask for a lot of support from you and put forward various unreasonable requirements This kind of customer makes him do the market in time, which is half dead and half dead The market has little hope of growing up Paint manufacturers in the selection process or grasp the elite and potential stocks Elite type is the first choice, but it's not necessary to be rare Potential stocks are more likely than elite type The key is the accuracy of selection, which also requires us to consider The era of systematic marketing of building materials and home furnishing industry has come Coating enterprises should learn from samurai's strategic defense of the same kind of information Coating enterprises should learn from Sam's club mode Coating after-sales service is extreme Consumers or "buy" and love deeply How can small and medium-sized coating enterprises make use of Spring Festival holiday consumption? 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,