Thomas Furniture takes you to know what the manufacturers are doing! A well-known marketing expert has said: "The merchandisers are shameless, and the thieves are incompetent." No matter how magnificent the outerwear is, the problem of channeling goods is the cause of the failure of the healthy development of corporate sales. The difference is whether it plays a "benign role" or a "malignant role." But whether it is benign or malignant needs to be resolved as soon as possible, otherwise it will endanger health and even life. This is a little troublesome but to deal with. Benign goods Benign channeling is the normal circulation of the market, the price fluctuations are not very different, and the solution is relatively simple: a little bit of problems, indicating that the position is considered, but it is not necessary to adopt coercive measures. There are mainly the following categories: 1. Channeling goods . Usually there are many types of dealers, and customers need to try their best to serve the terminal, but not for the purpose of bargaining, but for incidental goods, such as 500 pieces per car, 30-50 pieces of goods are of the nature of bringing goods, generally will not bring to the market Malicious influence. 2. Blank market channeling goods. The market is blank to be developed or to be developed, the general supply of goods is flowing, customers are pursuing new products with high gross profit, and they will not maliciously smash the price. Similar channeling goods also have a spur effect on the dealers in their place, but this situation is not advocated for passive occurrence . 3. Circulate on the border . The markets in the two places are close to each other, with normal commodity circulation and prices a little different but within the scope of normal gross profit. 4. The short-term distributor inventory is large and channeling goods. Inventory overwhelms funds, and distributors are withdrawing funds, but it is not a habitual vicious act. The product price is slightly lower but the price is not hit, which is not a long-term act. The above problems have little impact on the market. Depending on the fierce reaction of the distributors in the affected area, they can generally have a clear attitude, slow actions, and be properly controlled. Depending on the manufacturer ’s control capabilities, it is like there is basically no trouble after bumping and solving. At most leave a scar, if it is not resolved, it may worsen, or it may be healthy for life. Vicious channeling Where there are hot items, there are diversions; there are vicious diversions among diversions. If the vicious goods are not treated, it will eventually become the "cancer" of the market. There are the following types of vicious channeling: 1. Rebate sales volume. The price of one's own site is normal, regardless of the life and death of others' sites, with direct channeling and indirect through two batches of channeling goods, especially through two batches of stealth channeling goods, special policies and rebates for sales. 2. Chou's channeling goods. The two dealers of Party A and Party B have "historical grievances and grievances" and want to put the other party in a "dead place". This kind of serious vicious channeling of goods is to treat the manufacturer's products as "cannon fodder". Typical performances are: local prices are normal, and the price rushed out of the other party's market is lower than the market price; or malicious quotation, providing a small amount of sources that are much lower than the distribution bare price, between the manufacturer and the dealer, and some of the manufacturer's products. Distributors of other brands bring goods to channel goods. This type is quite special. The management needs to come from the top and be linked in many places. 3. Channeling goods in a vicious way . In sites that do not belong to oneself, open the way with manufacturers' hot brands below the market price, mix and match with other miscellaneous brand products to enter other people's markets, and finally introduce high-margin miscellaneous brand products at the expense of the hot brand's price plate and gradually replace them. 4. "Death" hot selling goods channeling goods. For hot products occupying the majority of the market, leading to the distribution of other brands in the market is hindered, and the situation cannot be opened. Dealers disturb and disrupt the channel price distribution of hot products, with the purpose of "doing death" to achieve promotion The goal of other brands. The above channeling goods will hit dealers who really want to do a good job of products and intensive cultivation. For the healthy development of the market, these vicious channeling goods need to be resolved. Why do you channel goods? 1. Historical issues, especially the historical ownership of the region. The market ownership before the manufacturers subdivided the market. Some "old fritters" dealers refused to obey the division of the area, indicating that "the certain area has always been mine." 2. Geographical issues, the goods-trafficking area is too close to the goods-trafficking dealers, and the peripheral terminals have close business cooperation with them. 3. The price difference problem, the general price of the channeled goods is too high. 4. Poor policy, there is no discount in the surrounding area on the price, policy, rebate and hidden deduction of the channeled goods. 5. The problem of habitual channeling goods, this part of the dealer started with channeling goods, not down-to-earth, not accepting good. 6. The attitude of manufacturers. Does the manufacturer want to solve the will to control it? Is the diversion of goods so serious that the manufacturer has to deal with it? Has the shamelessness of the diversion and the incompetence of the diversion become intensified to an irreconcilable level? If so, it needs to be resolved. The so-called resolving of contradictions first creates contradictions. The key to resolving contradictions is the attitude of the manufacturers. This is the essential issue, and the rest are false propositions. Which dealers like to channel goods? 1. Hero, the gold owner of the initial stage of the manufacturer's development. Since he has won the honor, the manufacturer is the one who grew up watching him step by step, and there is no fear of channeling goods. 2. Local tyrants. Such customers have a good accumulation of funds. They are well aware of the manufacturer's operating methods and are good at requesting policy resources. These are good things, but once they get to the policy, they become "five-claw golden dragon". They are the nemesis of loyal dealers and terminal dealers, others work hard, after they mature, local tyrants drove the harvester to harvest. 3. Liu Kou . Such customers are in the stage of transition to the regular army, and they are taking the hot selling brand as their banner and gradually developing. 4. Taisui, relatives of the emperor. Enjoy privileges when the system is not sound, do evil, and harm civilians. Where there are hot selling products, there is channeling goods, where there is channeling goods, there is selling price, where there is selling price, there are benefits, and where there are interests, there are conflicts. The channeler is shameless and the channelee is incompetent. When the contradiction between shamelessness and incompetence becomes irreconcilable, the manufacturer's role as a referee is crucial. How do manufacturers deal with channeling goods? When manufacturers develop to a considerable strength, for the healthy development of the market, they can no longer ignore the disorderly development of channeling goods. The solutions are as follows: 1. Clear attitude and strict system. Start with ideological education to promote the manufacturer's determination to manage the channeling of goods. Starting from the internal education of the team, we must first settle inside and form a unified understanding inside, so as to instill in the dealer team through the sales team to create a strict management of channeling goods. Atmosphere Incorporate the system and terms into the hearts of the people, clarify the site, price system, rebate policy fulfillment, from propaganda to action, tell the story of doing a good job in the market and making money, and malicious delinquents who are detained, sentenced, lifeless, suspended, and killed. 2. Team adjustment, position exchange. The internal masters of channeling goods are transferred to the blank market, so that the big players of channeling goods are not pushed. 3. It is forbidden for large households to eat and kidnap manufacturers, and regional benign policy adjustments are made. The goods-trafficking area is dominated by mature markets. In mature markets, the total sales volume of dealers is one of the assessment objectives rather than the hero of sales volume. The product segmentation promotion rewards allow distributors of goods-trafficking to do something. Make money, let dealers earn money for hard product promotion, instead of selling goods to make big money. 4. The strong man broke his wrist. Customers who have long-term vicious channeling of goods have affected the healthy development of the overall market are regarded as tumors. 5. Set up a verification team, take the Tai Sui surgery, let the civilian people see hope, and tell the story widely as a good story. 6. Which step of the manufacturer's strength does it take, such as canceling the quota, cash on hand, paying margin or channeling funds, rebates, deductions, cut-off policies, cut-off items, stock-out, etc., which means are suitable for What to use. 7. In the era of advanced information technology, it is not difficult to collect evidence of channeling goods, the key is qualitative. In the initial stage, gentle treatment found that the goods were diverted, reducing the policy on the single product, then discovering the policy of breaking the single product, then discovering the supply of the single product, then discovering the policy of reducing the overall product, and then discovering the broken Several single items. For those who have been taught repeatedly, when other dealers in the area have a reasonable structure and good development, let the channeled customers enter the "cold palace" and slowly "cold death". Channeling goods is difficult to solve, but it is not impossible to solve. The furniture industry believes that the key depends on the attitude of manufacturers. Dealers do business to make money. They are downstream, and the upstream water is clear and the downstream is not turbid. Condensate Pump,Industrial Condensate Pump,Condensate Transfer Pump,Centrifugal Condensate Pump Shenyang pump products sales co., LTD , https://www.syipsc.com