Distributor Is The First Principle Of Channel Management In Garment Industry.

Garment industry

Let dealers follow the thinking of clothing enterprises, is the first principle of channel management, the channel is to communicate with distributors, there is a relationship between guidance and guidance in the process of communication, so as a salesperson, we should constantly improve ourselves, guide distributors, and let distributors follow our way of thinking. If we fail to do so, our work will be very passive, and fate will be handed to others.

First, the development of new business is important to establish dealers' confidence in the company.

One of the abilities that a salesperson needs is empathy. We want dealers to do our products. We have to think from the dealer's point of view why he wants to make our products and understand the problem. We will have something to talk about when we are in touch with distributors.

Dealers choose whether to make a product, mainly considering three factors: 1, short-term profits; 2, long-term development; 3, risk.

So, let's go with

In communication, we should clearly tell each other what advantages we can make in this business in the short term, what kind of development we can get in the long run, what risks we can foresee, what we will do to these risks, and prevent dealers from losing.

When developing new business, the most important thing is to establish a dealer's confidence in the company's products, so that dealers can put more energy into doing so, but they can't become the chicken's ribs of dealers, but they can do nothing.

Two, manage old businessmen from information, tactics and strategy.

Many salesmen may think that managing distributors is to convey the company's policies, and to drink, eat and boast B with distributors. I think this is totally wrong. If business is so simple, anyone can do business. Actually, doing business needs a lot of things, especially for channels.

According to my own experience, I divide salesmen into three categories: the first is to simply convey the company's policies; I call him the pmitter of information; the second one is to train the employees of the distributors, the training of sales skills, to help dealers solve some problems, I call him a tactical salesperson, and the third is to provide suggestions for the development of distributors, and provide guidance to dealers from strategically. I call him a strategic salesperson.

Current

In order to reduce the company's business risk, dealers rarely make single brand, and usually operate multiple brands at the same time.

Dealers' brands can be divided into brands, customers' brands and vacancy brands according to the investment of distributors.

The main brand is the distributor's profit product and the pressure product. The customer brand is generally a product with high brand name, but the profit rate is low. The distributor generally does not push, only run the flow, but the supplement brand is only a supplement to the dealer. It is difficult to get the attention of the distributors.