Channels of building materials distributor in China, where the way out? - Building materials, channe

HC coating Network Information: first, the current situation Dealers
Distributor of enterprise products from entering the market and reached the bridge and the final consumer transactions, whether developed or mainland China, the regional distributor for its unique professional network of distribution capabilities and financial strength, an enterprise had to s Cooperation Channel partners, is a difficult enterprise products to market across the threshold. But the general market situation and vendors to process, we find that the current distributors are facing a lot of market test.

1, upstream manufacturers are gradually reduced dependency on the dealers
Business ideas by individuals as distributors, Marketing Ability, financial strength and market management capacity and cultural values of the differences and limitations, is often difficult to reach a consensus with the business, and some dealers even run counter to corporate strategic objectives, the resulting business-to-dealer is not cold, resulting in both love and hate the complexity of emotions, hate the beginning of the withdrawal of distributors Direct or direct (such as electrical appliances altogether aside Tsann Kuen 3C chain shops dealers do), even around the dealer does not minimize the level of the past, the channel further flat. Love, totally dependent on the dealer to complete the business Sell Task, over time, companies are finding it more and more atmospheric crude dealers, business has been very difficult to control distributor of ... ...

2, intermediate distributors are stepping up to the dealer's exclusion Enterprises produce distributor is a direct relationship with the first layer of intermediaries, businesses can let go and vacate a certain amount of product sales and dealer dealers to operate dare to take cash directly from the company purchased a large quantity of merchandise goods, the largest dependence are due to dealers in the local market has a strong distribution network, ie at all levels, the city, county, and many other of the two, three distributors, but most dealers do not directly sell their products, but only wholesale and distribution functions with the same time, companies who in turn gives the product a certain profit margin increase in the price, then the wholesale line or distribution to the second and third tier distributors, while unable to provide comprehensive services, so-named " skinned business. " Many secondary and tertiary distributors have been hoping to cross the dealers purchase directly from manufacturers ... ...

3, downstream of the strong pressure on the dealer terminal Marketplace
As Wal-Mart, Carrefour, Makro, Trust-Mart, Tesco and other home and abroad, the emergence of supermarkets, distributors, is subject to the survival of the fate of unprecedented challenges, relying on the one hand, these supermarkets our brands and many chains, rather than succumb to the hands of dealers purchase, they are more willing to purchase directly from the company to get the best price, under the guise of a variety of promotions, aggressively cut prices, dealers threat to other channels; the other hand, even from the dealer where the purchase, they will receive a variety of all sorts of pretexts slotting allowance to the dealer, was added to our fees, Dianqing fees, Duitou fees, promotional fees, costs, It also has a very long period of time-off period, so that dealers unbearable financial burden. Dealers finally enter the store, but also worried about sales being up temporary stores do not even clean up mercilessly Withdraw appearance.

According to the writer many years of marketing management experience and channel research, the main reason for this situation, not the dealer's financing, management capacity and management system, nor is their market ambitions, or from the retail end of the exorbitant taxes and levies , but now China itself is still in the natural development of dealer status, dealers are not active in seeking their own development, seeking changes in the changes to adapt to environmental changes, but is passively propelled by the market.

Second, the analysis of the situation on the dealers
1, on what basis distributors to attract business?

As a distributor, we should first clarify the question, what basis to attract business? They have a financial strength it? They have a marketing team you? Own reputation in the industry or have a little operation of the industry experience? Some others are not! Then the dealer what kind of company to attract business or whether the Chinese and the dealer where the advantages of combining with only wish? From the comprehensive point of view, usually a business purpose in addition to favor rapid financing dealers (especially small businesses) is the fancy dealer distribution network in the region, that is, perfect or complete control of its products relative sales network is the dealer's survival and development of the only bright spot.

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