Break through the new terminal to promote the para
As a material carrier to meet the needs, the product plays a very important role in the marketing activities of enterprises. This function is strengthened with the arrival of the era of personalized needs. There are more companies began to focus on products, this concern is higher than the combination of marketing 4P in several other areas, of course, customers buy is provided by the enterprise products, so that customers are satisfied with the product is the most competitive Of corporate behavior.
We see that more companies are beginning to focus on product development, more capital flows to product development departments. However, the enterprise through full market research, do everything possible to develop a suitable niche market products ultimately have not really into the hands of consumers? Due to channel reasons, the process into the hands of consumers appears to be too long, and because of corporate promotion and promotion is not in place, or even failed to carry the role of new sales-driven sales, and some even become the soft underbelly of sales. We know that the channel is not a physical sense of the water pipe, to keep the flow of unimpeded, due to the existence of the interests of the channel often there will be a variety of problems. New products can not quickly reach the hands of consumers, the company propaganda is not in place, business people do not have confidence in the product, the dealer is not the main push of the product, all aspects may cause channel blockage, new products can not reach the front of the channel smoothly. Today we have to explore, it is precisely because dealers do not act as a result of new sales difficulties, in this case how to do?
First, the dealer does not enter the excuse of new products
(1) store is too small, no position display
This excuse dealers say high-sounding, you see this is your company's problems, when I do store, how much area to install your company, but now the small size can not me what you come in things No place to put ah, you can not let me put the goods on the ground to sell it, so much affect the company's image ah. Sounds like the dealer said very reasonable, but he also pretended to be a pathetic look, meaning strange business people do not mind, when doing the store should take into account the future position on the new, and now he wants to get rich No chance.
(2) the product has no selling point,
Say such a dealer, not even the company's product single-page publicity did not look at a glance, "product is not good," "corporate policy is not good" has always been his mantra. In dealing with the manufacturers business staff for many years after dealing, the dealer also has some negotiation skills, every day with the manufacturers to grievances, business people to give their own sales tasks when it may be slightly lower. So the new products are the same, the new business into the store manufacturers will give their own set of tasks, so simply said that the product did not want to sell into their own (not into), so they have to add indicators. Since it is a new thing, how much to sell how much to sell, first out of a sample to try to sell more into the point of goods, not even sell, as long as no task, more than one or two samples are not too far off the mark.
(3) the price is too high, no one will buy
"Anyway, your company's stuff is expensive, especially the new out of the product," many dealers in the grumble when the heart actually long in the name of the small abacus, how much the retail price of the purchase price, the company's new channel to the number of rebates , Converted down to earn their own how much profit. He said the purpose of this sentence, the surface seems to be expensive to sell, I will not purchase, even if not into the number. In fact, it is hoped that the company can give more rebates, more to the point of new product support policies.
Most of the dealers do not ignore the selling price is how much, because then expensive things are sold to customers, dealers more attention is how much money they can earn. Since the company can spend so much effort to develop products, then the company will spend a great deal of money to do everything possible to sell her promotional activities and advertising certainly indispensable, specifically how to do it is the company thing, as a dealer, I want is to make money from two manufacturers customers.
(4) funds tight, no money to purchase
If the dealer with the above three reasons, to refuse new products into the store, then the dealer or spent a lot of brains. Some dealers even bluntly tell you, "Xiao Li ah, this month I would have been so high on the task, not to mention the new task is not finished yet have to see it?", Having finished his hands to talk, do I have no money to purchase, and I do not care what new products are not new, if you are free distribution, then go to my store to send it, I am willing to help you sell the , If the first payment after delivery, then talk about it.
In addition to the above four common excuses, the dealer will throw a lot of high-sounding excuses to refuse your new products into the store. Why most dealers face manufacturers confident and look forward to when the new product will shook his head, of course, sometimes the dealer may be said that the objective situation. Most of the situation is that dealers do not want to take risks, we are on the sidelines of the sidelines, to see that the first person to sell new products in the end can not make money.