Any successful business model must have a clear division of roles in the industry chain to achieve a win-win result.
Manufacturers and distributors are the most important two links in the industrial chain. Simply put, the core value of manufacturers lies in “battalionâ€, with emphasis on product development and brand promotion; the core value of dealers is “saleâ€, the focus It is a good job in the sales of warehousing, logistics and promotion. The two sides do their part, and each rule can be achieved.
But today's world seems to have changed. Many dealers and manufacturers in the LED display industry have become nervous. Even some of the strong cooperation has encountered problems. In the daily cooperation, the dissatisfaction between the two parties is not mentioned. It’s not uncommon to see the dealer’s blatant “rushing the billâ€. Why is this?
In general, "grab the order" is divided into two situations: one is to purify its own channels, to let the "wrong" people get off the bus, the second is that the manufacturers do not keep the credibility, the dealer system is not perfect.
The industry is in a downturn
I often hear complaints from dealers and friends. Nowadays, it’s getting more and more sad. Yesterday, which manufacturer’s business staff spoke is not a word. Today, who’s put the pigeons, and sometimes even the good customers will be cut off by the manufacturers... ...finally summed up the sentence: the danger of the rivers and lakes, the people are sinister.
Indeed, the LED display industry is currently undergoing a restructuring period, and the market winds are changing rapidly. Some manufacturers have to make frequent adjustments in order to cater to the market, and for those manufacturers whose own channel construction is not mature, in the industry. When the big environment is in a downturn, you will not be able to talk about "industry morality." No matter what means, you can make a single order. It is only a matter of minutes to grab a dealer's order...
The dealer system is not perfect
After all, many dealers paid time, energy, manpower, material resources, and financial resources. They also used their own sales network. As a result, the manufacturer said, "I am sorry, I am the first to get it first," and I left the dealer behind me. No wonder some distribution. The itch of the “hike†manufacturers hate, although sometimes it is not because the factory does not keep its promise, more because of the personal quality of the sales staff or the asymmetric information transmission between the manufacturers, but the final result for the dealer Must have brought a lot of troubles, how to avoid this "misunderstanding"?
Perfecting the dealer system is essential!
In fact, for those manufacturers that have established a relatively complete dealer system, the “malicious rush†event can be completely avoided. For example, potential dealers in the already-divided area can report to the manufacturer in advance. "This way, effectively avoiding the "misunderstanding" of the two sides, there are some very "atmospheric" manufacturers in the LED display industry, they are very caring for their dealers, dealers do not need to "report" and there are no manufacturers The phenomenon of “grab the orderâ€, even if the customer belonging to the dealer in the region finds the door, the performance is still the dealer. Who is such a manufacturer who does not succumb to it? Of course, the threshold for such a manufacturer to choose a dealer is definitely relative. Much higher.
In addition, the rule of law society pays attention to evidence, just like marriage must receive a marriage certificate, the "marriage certificate" between manufacturers is a regional distribution agreement. The agreement must have the rights and obligations of both parties. The two sides must act according to the contract. They should not arbitrarily modify them in the middle. They should not modify the agreement by telephone. Otherwise, they will not be able to protect their rights and interests. In particular, the prices, concessions, funds, regions and other issues must be written. formalities.
Progress with the manufacturers
Changes in status often lead to changes in interpersonal relationships, as well as in vendor relationships. If one side progresses quickly and the other side is regressing, it may cause a crack in the relationship between the manufacturers. Usually, manufacturers will adopt training and salesman guidance for development needs, and expect to make progress together with dealers. Dealers should realize that although they know more about the market and can control their own customers, the human resources that manufacturers have are usually much more than dealers. Manufacturers get new ideas and new methods faster than dealers. Therefore, dealers should continue to learn from the manufacturers in order to make progress together with the manufacturers.
In this way, manufacturers rely on the strength of the "snap" behavior to the manufacturers to optimize their own channels are still beneficial, forcing dealers to continuously strive to progress, otherwise abandoned by the manufacturers is also a normal phenomenon. However, if the manufacturer maliciously and the dealer forcibly robs the bill, it is not advisable, so it is easy to lose your dealer. When your dealers leave you, don’t blame the dealer for lack of loyalty. They grab customers!
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