What Are Primary Dealers?

A distributor is a unit or individual who owns only sales or services in a certain area and field. This is the dealer. The dealer has an independent operating agency, owns the ownership of the goods (buying out the manufacturer's products / services), obtains operating profits, operates multiple varieties, and is not subject to or is limited by the supplier during the course of business activities. Equivalence of rights.

Dealer

A distributor is a unit or individual who owns only sales or services in a certain area and field. This is the dealer. Distributors have independent operating agencies.

Dealer: As the name implies, it refers to the goods purchased from the enterprise

1. Agents can represent a single brand or multiple brands, generally a single brand; distributors must represent many brands, such as World Distribution, Longlin Distribution; distributors are a more general term, and distributors include

Many companies have written about the responsibilities of factory representatives: effective management of dealers. With that said, many salespeople are like getting a Shangfang sword, and they are managing like a decent figure. In fact, the use of the word "management" by dealers cannot actually express our responsibilities. It should be said that the representatives of the factory should work on the four aspects of guidance, assistance, communication and control.

The Taiwanese understand this with "

When developing new markets, especially in some markets without sales offices, when it is necessary to develop suitable dealers, how to evaluate the level of operation ability of these potential dealers is a more test level, because manufacturers understand them Very superficial and shallow, with little information on hand. At this time, you can use the following methods to learn more about the potential dealers

Business ideas and ideas determine the way out; the thinking of a dealer plays a decisive role in the development of a dealer, even more than his financial strength.

Example: Some distributors respond that your manufacturer should advertise in our local area so that it can be sold well. If you look at a certain brand, their local influence is stronger than ours. The manufacturers do not have advertising support, and it is difficult for us to do it!

What are the business ideas?

1. Management status of the company

Judging the status of a dealer's operation and management from two aspects,

(1) Ask him how well each product item sold? What is the profit status of each month? See how he responds to know how his marketing is going?

(2) Management status can be treated equally from the mental state of employees, whether to appoint relatives and friends, and the attitude towards relatives and friends. You can see his management status.

2.Cooperation willingness

This is also a very critical quality. The dealer's willingness and attitude towards the manufacturer is also the ideological basis for our long-term cooperation. Without it, everything is difficult to accomplish;

Willingness to cooperate from three aspects,

(1) Whether they agree with the company's corporate culture, including the company's cultural connotation, some of the company's systems, the company's work style, and its future development strategy;

(2) The enthusiasm of the dealers for doing things. Some dealers have a good attitude in doing things. They are very enthusiastic and hospitable. Some are different. They are indifferent to everything, indifferent, indifferent and resistant.

(3) Confidence and ambition of dealers, and outlook for the future.

3. Operating reputation

1. What is the word of mouth in the industry?

What is the word of mouth in the minds of customers?

Talk to his staff and talk to his downstream customers to know how credible this is!

If they complain, keep complaining, choose carefully and cooperate.

For example, there is an electrical appliance dealer, and his customer gave him the evaluation that he sold more parallel imports, that is, there were many copycat products, so we gave him our products, and the customers thought our products were copycat products. Not sure.

A dealer should have three brands: 1. Personal brand and personal reputation; 2. Company brand, company name; 3. Brand of distribution agency products.

4. Management strength

The business strength of a good dealer reflects two aspects

The first is: his financial strength; the financial strength is related to his later development scale and purchase level; the lack of funds will affect his later development.

The second is: his distribution capabilities, vehicles and personnel corresponding to the distribution capabilities. When new products begin to be promoted, can they increase the distribution of goods and can personnel keep up?

Case, a clothing brand, the nationwide use of specialty stores to open up the market; after the regional distributors, after winning the local distribution rights, opened two specialty stores in the past two years, sales are very limited, there has been no financial and manpower to open new stores. This affects the local sales of manufacturers, and is ready to change dealers.

5. Distribution product line

See how this dealer's product conflicts with ours. If we operate a product of our strong rival and the sales are good, we carefully consider that he will not promote our product.

6. Career succession

Some dealers are older and are ready to be passed on to their next generation; you have to see if he can pass on this; some dealers are difficult to pass on and can only make other plans;

The dealer we choose should be like the sky, not the one I loved yesterday, and the kind of yellow flower yesterday, not to mention the dealer in the sunset. Choice is greater than effort, regional manager, marketing director. We combine the actual situation of the enterprise and choose our most appropriate dealer to develop our business.