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    Home > Coatings News > Paints and Coatings Market > Marketing: how to improve the market effect of paint dealer team

    Marketing: how to improve the market effect of paint dealer team

    • Last Update: 2020-04-03
    • Source: Internet
    • Author: User
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    Core tip: when the manufacturer cooperates with the distributor company, the marketing work of new product listing is particularly important Dealer companies generally sell multiple brands If the promotion of new product listing is not effective, it is likely to cause dealers' personnel not to catch a cold to new products, so that they do not try their best to complete the market and affect the progress of new product listing Therefore, how to mobilize the sales passion and rhythm of the dealer sales team is particularly important In a certain market, general manager Lu Gang, the dealer owner, took over a medium-sized paper enterprise and became a regional dealer in the local market Xiao Zhang, the business representative of the paper manufacturer, is responsible for the management and maintenance of the customer First chapter Paint knowledge how about Akzo Nobel Powder Coating Recommended introduction: powder coating is a kind of coating with different form from general coating, which is in powder form It is a new type of coating, because of its own advantages and more and more known by people Let's introduce Akzo Nobel Powder coating Akzo Nobel Powder coating is a cost-effective coating solution, which can be applied to different kinds of products After the treatment of static electricity and fire baking, a tough and durable coating surface will be formed, with the least impact on the environment Since the introduction of this technology, powder coating has been able to continue to maintain the Paint Home News: when the manufacturer and the dealer company cooperate, the new product market work is particularly important Dealer companies generally sell multiple brands If the promotion of new product listing is not effective, it is likely to cause dealers' personnel not to catch a cold to new products, so that they do not try their best to complete the market and affect the progress of new product listing Therefore, how to mobilize the sales passion and rhythm of the dealer sales team is particularly important In a certain market, general manager Lu Gang, the dealer owner, took over a medium-sized paper enterprise and became a regional dealer in the local market Xiao Zhang, the business representative of the paper manufacturer, is responsible for the management and maintenance of the customer After the first order arrived, Mr Zhang and Mr Lu worked out a marketing plan together, and then passed it to the dealer team Xiao Zhang comes to the dealer's office every two days and asks how is the shop? The dealer's boss always answers, "it's in the shop." Half a month later, the effect of the market is not ideal The dealers have 1200 sales outlets, but the actual market has only 120, and the demand is very small Xiao Zhang communicates with the dealer again, and the dealer complains that your products are not good In the process of marketing, we say that: the product is low-profile, high price, the product packaging is not up to grade, the store does not need goods for the time being, the policy is not as good as competing products, and the product quality is not good enough The dealer owner also said: you see, I used five cars to shop your new products, but because of the problems of your products, I can't help it As a result, the market failed, resulting in the dealers' lack of confidence, and Xiao Zhang's work fell into a passive position Looking at the above cases carefully, it is not hard to find that Xiao Zhang's work has many serious mistakes: he has only made a simple sales price system, has not been familiar with the market, and the dealer business team has no incentive policies to promote the new product market; They didn't go to the market together with the dealers' salesmen, nor gave guidance and help to the business market, nor systematically summarized the gains and losses of the market laying process and the successful experience of copying In fact, any product in the sales process will encounter various reasons for rejection and temporary rejection of the terminal There must be flexible solutions to find out the deep-seated reasons The most fear is that no one will dig out the real reasons and summarize the implementation solutions Here are some suggestions for new product market After in-depth communication with the dealer, an agreement is reached and transmitted to the sales team The dealer's boss purchases the goods, and the sales team sells the goods With the boss's instruction and the manufacturer's cooperation, the sales staff can cooperate well Through the sales meeting, the importance of selling new products can be publicized together with the dealer's boss From the two aspects of the dealer's significance of selling new products and the manufacturer's market requirements, the "dead order" can be conveyed one by one to improve the attention of the whole staff to the new product market Develop sales standards and requirements together with dealers, and formulate a marketing strategy with competitive advantages based on the actual operation of similar products in the local market Only when there is a standard can it be well implemented The manufacturer's business and the dealer should work out a perfect market plan, including time period, cycle, number of outlets, product requirements, display requirements, etc to make the dealer team "see" how to do it Only when there are standards can good implementation be achieved The unquantifiable requirement is "floating cloud" When investigating and tracking, we will be confused To do these works well before the market is opened will reduce many unhealthy market risks in the follow-up, and will leave the dealer team with the feeling that the manufacturer has requirements, standards, attention and formality, which is conducive to the implementation of the standards Reward and assessment are essential New products should have new patterns to mobilize the sales team with standards and requirements without reward and punishment mechanism It is also difficult to really mobilize the enthusiasm of the team The so-called "no profit, no early start", the manufacturer's representative and the dealer should specially formulate a special assessment and incentive policy for new product market, so as to mobilize the enthusiasm of the team beyond the periodic "high incentive" of other products, for example: the difference of 5 points in a month's Market Commission and 3 points in the future normal maintenance; The first purchase of all items in a single store, the purchase amount of 20 pieces and effective display outstanding, give a 20 yuan incentive to an excellent development shop, etc When the manufacturer's representative and the dealer make the price strategy, they should account for these expenses For manufacturers and dealers, in order to effectively shop in the early stage, they can all come up with some practical stage policies and support Don't waste time, because no successful shop is good for everyone After cooperating with the market development and being on the front line, the process feedback and correction has done the above planning work well, it will enter the stage of market development on the spot The manufacturer's representative must cooperate with the dealer's business personnel to visit and market, conduct on-site guidance and joint sales In this process, you can understand the real information of the market front line, and the professional collaboration will also improve the enthusiasm of the dealer salesperson If they don't go to the front line, it's difficult to distinguish the true and false information reflected by the dealer's personnel, and their work progress and status are also difficult to ponder Keep good customer relationship with the salesmen, have the proper status of the manufacturer as the salesmen of the manufacturer, keep good status in front of the salesmen of the dealers, be neither humble nor arrogant nor impetuous, keep friendly but not lose authority, make clear the difference between work friendship and personal friendship, and simplify the communication mode, with the guidance as the main way It's not easy for these brothers on the front line Don't be stingy with your praise and encouragement If you don't do it well, point it out Don't tell the dealer's boss If you can work hard in the front line, your state will infect them Never just command, but not participate in the battle Communicate business progress with the dealer boss, talk more about the advantages of excellent business, transfer positive energy, go off work at night and tell the dealer boss about the process of collaborative market building, comment more with the dealer boss on the excellent members of his team, and express implicitly to the underperforming personnel Don't ask for credit from the dealer's boss and sales team, and give credit to the dealer's business team They need satisfaction and a sense of honor, so that their motivation will be greater, and the image of the manufacturer's personnel in the dealer company will be higher In this way, we can gather people's hearts and unite them to complete the early stage of market development Business summary meeting, set up ranking, find out the reasons, let outstanding salespeople share their experience, hold a business summary meeting regularly, find out the reasons for the failure of the market, summarize effective methods, evaluate the better routes and areas of the market, let the responsible industry representatives share their experience, and drive the learning and reflection of the whole staff At the same time, set up shop progress ranking to improve everyone's sense of competition and sense of honor and disgrace The relationship between the principal and subordinate of the coating brand management and the marketing management; skillfully using the repeat marketing to create the high-end brand information of the same kind; the model that the coating enterprises can learn from -- Sam's club model; the optimization of the coating after-sales service; how the small and medium-sized coating enterprises can make use of the Spring Festival holiday consumption; o2o or another pit of the coating E-commerce 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,
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