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[China Glass Network] We contact the supplier to the dealer to include the manager, the salesman, the minister, etc., collectively referred to as the business manager. I often hear business managers complain: In order to promote the application policy to the supplier, the boss or the director thinks that his ass is sitting on the dealer side, doing the best for the dealer, and forgetting where the salary is sent! The dealer boss does not take this situation, accusing the business manager: You think too much for the supplier boss. It is difficult for the business manager to make a difference. It is not a person inside or outside, causing the situation to be unpleasant on both sides. So, what role does the business manager play in the agricultural capital market?
Intricate relationship supplier boss
The dealer owner has four aspects to consider the promotion: the promotion is successful, the market share is increased, the money is earned and there is a sense of accomplishment; the proof to the supplier boss has a strong promotion ability, and choosing his agent is correct. It also means that if there is a good variety, it is also required to find him; the need to compete with the peers, this long-term elimination, his market share has increased, which means that the peers are reduced, the local market "cake" is so big; retailers earn The money will follow closely. At this time, the business manager is particularly important. The expectations of the two bosses in the entire promotion are high, and the common expectation is like a heavy burden on them. At this time, the business manager is more like a venture capitalist or success or failure in a sincere fear.
Balance in the game
The contradiction between the interests of suppliers and distributors is in a dynamic balancing process.
In the previous round, the supplier asked the dealer to strengthen sales, put its varieties in an important position, and the dealer also proposed a promotion policy. Both sides have requirements and the interests are the same. Only by strengthening sales, dealers can increase market share and increase sales. To increase the sales volume, dealers naturally have to propose a promotion policy, and the general policy supplier can also satisfy. At this time, the mentality between the two is relatively peaceful, and the business manager is also relaxed.
In the second round, when the business manager handed over the promotion plan to the dealer, the dealer believed that the promotion of the program was not strong enough, required to increase the investment, and reported the number that the supplier was difficult to accept. At this time, the business manager considered again: "I will give it a try." In order to achieve the promotion activities, when reporting to the supplier leaders, the attitude is as biased as possible to the supplier, but the bones are directed at the dealer. State the meaning and grasp of this activity, the goal is to obtain approval. At this point, the supplier leader, although very unhappy, said the last sentence: "Your ass is sitting in the dealer's seat." The balance of rights and disadvantages is still approved.
In the third round, the promotion can only produce one result for the business manager, namely success or failure. Succeeded, the sales volume was greatly improved, the payback rate was very high, and the sales performance was among the best. At the conclusion meeting at the end of the year, the business manager sighed and walked into the venue to sit down in a conspicuous position. At this time, the supplier boss has already thrown the unhappiness of the approval plan to the public, and strongly praised the business manager for his work and ability, as a typical example of success, to other business managers. And it was inspired by this, and it was widely said: "There is no one in the national dealers who wants to award Mercedes-Benz cars. If there is one, I can get the aircraft carrier." Failure, the investment sales performance did not meet the expected target, and the input and output were not successful. proportion. At this time, the business manager can be sad, and the business manager understands that it is obvious that the supplier has not been able to stay, and he has to find another "dongjia".
How to achieve a win-win situation
We further analyze the relationship between the supplier owner, the dealer boss and the business manager. The business manager is the bridge between the two bosses and the link between the two companies. Through the business manager, the supplier flows the goods to the dealer, and the dealer flows the funds to the supplier, thus forming a cycle. But the cycle is divided into two types: one is benign and the other is malignant.
A virtuous circle. As the business manager performed well in the agricultural capital market, he attracted a large number of dealers to “buy tickets†to enter the market (stocking), and the sales network was built. After careful cultivation by the business manager, the market has matured, so the goods are continuously sent out, the goods are repatriated in time, the dealers have earned money, they are very satisfied, and they are able to make money and make money, and the suppliers are fluent and earn money. Ship. Due to the outstanding performance of the business manager, the supplier issued a “Special Contribution Award†at the end of the year. Both the name and the profit fell to the business manager and were re-used by the regional manager to be the regional manager. The dealer said to the accredited business manager: "It doesn't matter who your boss is. I only look for you." This is the dealer's higher reward for the business manager. From this, we can conclude that the business manager can only create value for the dealer, and then realize the value of the supplier. Only then can the business manager's own value be realized. This is a progressive relationship and cannot be stumped. Only in this way, the supplier owner, the dealer boss, and the business manager can achieve a win-win situation, the cycle is benign, and the business manager is in a balanced state.
Vicious circle. Due to the incompetence of the business manager, the performance ability is very poor, the original audience (dealers) are not willing to watch again, the sales network is in a state of corruption, the old varieties can still sell some, the new varieties can not be promoted, the market is shrinking . Supplier shipments are decreasing year by year, dealers owe a lot of money and dealers and business managers are often very unhappy because the money is not returned. Every time the business manager returns to the company, the performance ranking is counted down. At the end of the year, not only will the company not receive the bonus, but also leave a lot of debts from the supplier (the supplier has various fines). When the dealer boss heard that the business manager was gone, he set off firecrackers to celebrate "this kind of person should have left."
The business manager in the loop is a pin-up person. Because the supplier owner, Seco, is far away, the business manager is the “Chancer†and the supplier policy is implemented by them. This customer is good, that customer is bad, all by mouth. The high quality of business managers can play a good role as a bridge, but there are also low quality, and many "jing" are chanting. The cooperation between the two companies is unpleasant or uncooperative, and many factors are caused by the business manager.
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