Solar Dealer “defection” What S Too?
So far in 2010, Jiangsu Sun Bao new Energy Co., Ltd. held a meeting last 30 games dealer. Unlike previous years, dealers who attended the meeting this year, the old customer base the same, actually the total number of new customers for more than 6 percent, even more surprising is that these new distributors are the agents before the solar energy, and Solar has more than 5 years sales experience. To this end, Sun Bao sigh: how manufacturers of solar energy now, and how to avoid their dealers, “faithless”, “Pipa also cast it?”
Manufacturers have not formed a strategic alliance
Most manufacturers are quick to pursue the interests of the advertising, promotion, product line pull is very long, so that customers input and output is not proportional to the pressure on business to customers, the principle of co-operation can not unified.
Doing promotional activities, dealer operations and activities unilaterally, without backup, each activity takes thousands of pieces, some manufacturers are just some materials and a small amount of money, which will result in the dealer did not dare to do activities, do not want to do activities. In addition, some manufacturers frequently urged Yahuo, never consider the burden on dealers and the actual capacity, it is the dealer’s heart broken. Thus, the manufacturers on dealers harsh, cold, dealers can only choose “pipa another vote.”
Contractual commitments is equal to a white paper
So-called well-known brands of solar energy companies in the investment meeting, the dealer promised every possible way, using a variety of preferential policies for “Fudge”, once the other side “hooked”, manufacturers immediately “fade”, and some manufacturers detained margin Some manufacturers will not service, what is more, even for the first time, the number of shipments can not be honored. Thus, once the credit problems, dealers can choose to leave.
Attention to large customers, neglect small customers
Pareto “2 / 8 rule” is well known in marketing circles. Many solar companies set up a VIP major customer service center, but was indifferent to small customers, a number of good policy only to VIP customers tilt, resulting in many grievances from small clients. So the 20% of the sales of lost in vain. The importance of the VIP customers of these manufacturers, not all “appreciate” their strength is strong enough, through the OEM, to create their own brand.
Brand is the way to do
2009 solar energy manufacturing companies in China by the sharp drop in the past 5,000 for the 2800, in the next 5 years will be reduced to 300! This will gradually lead to those no-name products out of the market brand competition. Home appliances to the countryside with a series of policy implementation and improvement of rural consumption levels, 34 market consumers gradually broaden the scope of brand awareness, brand awareness and purchasing power is gradually strengthened, consumers want to buy brand-name products, Therefore, only high quality brand name products to give consumers assurance and distinguished brands enjoy. In view of this, some in the past to do a hodge-dealer can only re-enter the next primary. Sun Bao
the dealer is responsible for Now, with the homogenization of solar energy marketing growing, market competition has become fierce, distributors will be key to the success of this war. 2010, Sun Bao enterprises “marketing full butler service system”, “1000 stores to create wealth plan,” “love 1212 project”, “warm family services”, with all the sun to reach strategic partnership Po dealers realize the wealth of win.
(Edit / ZHENG Chun-Ni) Submission Hotline: 010-82297579 QQ: 344 957 636 Email: zhengchunni@hc360.com
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