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1、如何開發(fā)經(jīng)銷商（Howtodevelopdistributors）Howtosuccessfullydevelopnewchanneldistributors(agents)Generallyspeaking,whenamanufacturerentersanewmarketforthefirsttime,itdoesnothaveacomprehensiveunderstandingofthemarketsituationandwholesalers.Theyusuallysendoneortwobusinessmanagerstothewholes
2、alemarketinthecapitalcityoftheprovincetovisitwholesalersonebyone,distributethegeneralsituationofthemanufacturerandtherelevantpublicitymaterialsoftheproducts,andthennegotiatewiththeinterestedwholesalersafteraroundofrounds.Theyalsogotolargestorestoinvestigatethedistributionofcompe
3、tinggoodsandwholesalers.Oftentenortwentydaysofinvestigation,thefinalharvestisanumberofwholesalerswillingtosell,buttheimageofwholesalerstospendmoneyortospendalotoftime.Inthecaseofweakbrandappeal,andwholesalersbasicallydonotrecognizetheenterprisebrand,howtofindasuitabledealerinthe
4、newmarketsmoothly,soastoquicklyopenthemarket?First,theadvantagesanddisadvantagesofchoosingagentsEnterprisemarketingwell,certainlycannotdowithoutastrongchannelcapacity,terminaloperationofasoliddealerteam.Sowhatisthepurposeofchoosingagents?1:letmanufacturingandmarketingshuntTheent
5、erpriseisresponsibleforbuildingagoodbrandcarrier.Givetheagentareasonablesalespolicy.Andagentsintheoverallbrandstrategyofenterprisesunderthepremiseofregionalbrandoperation,doagoodjobofproductdistribution,brandpromotion,after-salesserviceandsoon,thecommonoperationofthemarket.2:red
6、uceenterpriserisk,reducemarketdevelopmentcostsChoosingagentstooperatethemarketcanreducetheduplicationofinstitutions,andusethesalesnetworkofagentstoreducethecostofchannelconstruction.Manufacturersandagentsisacommunityofinterests,fees,terminalconstructionfees,promotionalfees,wages
7、andothersalescostofsalesagentsandcancostsharing,reducethecostofmarketdevelopment.3:strategicsynergyisdifficult.Themanufacturershopethatagentsplaymoneypurchase,strengthenchannelconstruction,willcostlesstothemanufacturersandagents;productquality,thebesthopetosupplypricetothelowest
8、,theprofitishigher,tosupportlarge,theriskislow.
