Analysis Of Internal And External Environment And Perplexity Faced By Distributors

< p > recently, Jiang Meng teacher has trained a lot of dealers in various sectors of the country, and has visited many dealers on the spot. He has talked deeply with them. The distributors are very honest and honest, and at the same time they have a restless heart to make their businesses bigger and stronger. Many dealers are suffering from no better ideas and methods. < /p >

< p > JIANG Meng teacher and we will analyze the internal and external environment and perplexity of the dealers now faced with; < /p >

< p > breaking through the limitations of our business, and realizing the way of managing the dealer's boss, 1, the internal problems that the dealer may face: < /p >

< p > management needs to be standardized (system, person, wealth, material, process); staff mobility, overall quality is low; sales ability needs to be improved; operation and recessive, public relations cost is big; market development meets obstacles and difficulties; market and new product information channel is not smooth, sales do not understand; successor's inheritance; < /p >

< p > 2, the external problems that dealers may face: < /p >

< p > lack of change, market management ideas can not keep up with the changes outside; past does not mean that now (past brilliance does not mean current success); efforts are not equal to success (to find direction and method, to follow company and brand); in face of customers' inaccuracy in changing product consumption demand, facing competitors sometimes busy, unable to effectively guide and guide customers' upgrading and sales; not knowing how to segment and cultivate the market; lack of market understanding and acuity; < /p >

These problems are also typical problems encountered by dealers in various fields. The confusion in our daily business process comes from these aspects. We need to clarify our thinking, < /p > P.

< p > to find the key problems and to walk more steadily and longer on the way of distributing products; < /p >

< p > to realize the rapid upgrading and pformation of our dealer friends. < /p >

< p > JIANG Meng teacher summarizes the three directions that dealers urgently need to upgrade: < /p >

< p > 1: management upgrade: benefit from management and effective operation of management; < /p >

< p > 2: product upgrading: upgrading new production line, reasonably dividing factory and product line; < /p >

< p > 3: marketing upgrade: go out and be a guest lover; < /p >

< p > 1: management upgrade: no matter how many people we have in our dealership, we have management, division of labor, and clear objectives for everyone. This is the foundation for us to grow bigger and stronger. We must have the most basic management knowledge, and the management system can be used for our dealers; < /p >

< p > dealer example: the development process of two automotive electrical agents: < /p >

< p > A: has developed to more than 40 people, and the momentum is very strong.

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< p > B: there are only ten people in the company, and morale is somewhat low; it is earlier than the establishment of A company. < /p >

< p > I observed that there was such a big gap between the two families; the reasons are as follows: < /p >

< p > 1: Leaders' overall quality improvement, ideological structure, do not treat themselves as businessmen and businessmen, and upgrade their own thinking pattern to entrepreneurs to run their own businesses. < /p >

< p > 2: team learning and growth: < /p >

< p > the age of planned economy: the development of distributors depends on the allocation mechanism; < /p >

< p > the mixed era of planned economy and market economy depends on opportunism. If we grasp the opportunity and have more courage, we will become rich. < /p >

< p > full market economy: the development of dealers depends on competition consciousness, competition ability and cooperation thought. In the present era, the survival of dealers' friends really needs our real skills, but there are still a small number of industries depending on relationships and opportunities, but that is not a long-term matter.

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< p > 3: the overall quality of managers and the improvement of management system; < /p >

< p > China has the oldest team, three monk Stories: a monk drinking water, two monks carrying water to drink, three monks without water to drink; in the current dealer team, the classics also deduce these cases; how can we get rid of the status of three monks; < /p >

The story of < p > three monks enlightens us: < /p >

< p > 1: rules and regulations are incomplete, obsolete and outdated, < /p >

< p > 2: Division of labor is not clear, eat big mess phenomenon, < /p >

< p > 3: Discipline relaxation, management confusion, < /p >

< p > 4: there is no unified leadership, < /p >

< p > dealer strategy: < /p >

< p > 1: four points: fixed posts, fixed jobs, fixed personnel, set responsibilities; < /p >

P > 2: four aspects: responsibility, authority, work content and requirement, inspection and assessment; < /p >

< p > 3: standardization of behavior, institutionalization of management, goal of work, post responsibility, civilized behavior and clean clothes; < /p >

< p > early meeting and evening party system; < /p >

< p > 4: marketing innovation ability; < /p >

< p > 5: the executive power of the whole staff; < /p >

< p > 6: and manufacturers' cooperation loyalty and understanding ability to manufacturers; < /p >

< p > Two: product upgrading: upgrading new production line, reasonably dividing factory and product line; < /p >

< p > on the product side, dealers think that the more products they sell, the better they will be. The more manufacturers they cooperate, the better they will be.

There is another key point in it. We must grasp that a dealer has three brands before he has the opportunity to expand rapidly: personal brand, product brand and company brand; only when these three have, can you make capital bigger and stronger; < /p >

< p > on the promotion of new products, you have the opportunity to pay close attention to my article and analyze the promotion strategy of new products in detail next time.

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< p > Three: Marketing upgrading: going out and being a guest lover.

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< p > innovation of dealers' deep marketing: < /p >

< p > 1: the future competition pattern is that marketing must sink; < /p >

< p > 2: the market must be intensive and competitive, and the competition is inevitable; < /p >

< p > 3: the need for rapid growth of the company; < /p >

< p > 4: to achieve a high market share, we must achieve "deep marketing"; < /p >

< p > 5: the company concentrates on R & D, production and strategic planning, and dealers should give full play to the important task of market development; < /p >

< p > 6: enhance brand awareness and industry influence; < /p >

< p > dealer marketing should also do nine words: that is, in your distribution area, you can always let consumers to our products: < /p >

< p > hear it, see it, buy it.

How to do this is left to you to think about and share with you.

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