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    家居建材培訓講師盛斌子:經銷商開發與聯合生意計劃

    家居建材培訓講師盛斌子:經銷商開發與聯合生意計劃
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    家居建材培訓講師盛斌子:經銷商開發與聯合生意計劃

    主講人/盛斌子老師

     

    第一單元:區域市場的規劃(區域市場管理地圖)

    一、你在市場開發上有以下三大難題嗎?

    難題之一:市場開發屢不成功

    難題之二:開發成功沒有銷量

    難題之三:有銷量卻沒有利潤

    國內80%的二三線品牌都存在以上難題,但不知道失敗的KPI因素在哪里?

    二、二三線品牌企業老總的困惑與迷茫:

    1、新產品如何快速打入成熟的目標市場?

    2、面對通街同質化的品牌,如何在競爭中快速突圍?

    3、如何制定適合我的渠道戰略?面向局部市場還是面向全國?獨家代理還是多家代理?

    三、區域市場SWOT分析與規劃

    1、學會SWOT分析

    2、制定區域市場營銷目標與計劃

    3、用“六招組合拳”快速打開你的市場

    四、區域市場開發與管理的“擒龍”八步法

    五、如何制訂一份有競爭力的《區域市場作戰方案》?

    案例分析:××電器只用一年時間在武漢市場由十名之外殺入品牌前三,看看他們的《區域作戰方案》

     

    第二單元:優質經銷商的選擇

    一、優質經銷商的戰略意義

    一流的經銷商+二流的產品=一流的市場

    二、優質經銷商選擇五步驟:

    第一步:明確公司銷售政策

    第二步:調查區域市場特征

    第三步:走訪溝通準經銷商

    第四步:甄選的關鍵要素

    1、優質經銷商的五大標準

    2、學會《經銷商篩選工具》

    第五步:談判簽約經銷商

    三、企業不同發展階段、不同市場對經銷商的不同要求

    案例分析:××品牌衛浴成功打入K市并且銷量月月瓢紅的優秀經銷商選擇之路。

     

    第三單元:吸引經銷商合作的五套談判動作

    一、“一套思路”出發

    1、與優質經銷商“戀愛”四部曲

    2、“只有雄獅才能吃到野牛”

    3、“上對轎子嫁對郎”

    二、“兩項特質”武裝

    1、銷售人員兩個特質:自信心/策略心

    2、空白市場與成熟市場對開拓者的不同技能要求

    3、善用四種銷售人員類型:駝鳥型/玉兔型/雄獅型/野狼型

    三、“三道防線”公關

    人與人打交道都藏有三道防線,依次為:

    1、情感防線—如何建立信任感?

    2、邏輯防線—如何建立利益感?

    3、倫理防線—如何建立品德感?

    四、“四大問題”促成

    1、四大問題:

    問題1:“你們的價格太高,賣不動”

    問題2:“你們的產品單調,沒競爭力”

    問題3:“你們的政策支持沒人家的好”

    問題4:“你們的品牌在這里沒有知名度”

    2、應對策略:一個YES/二張ROI表/三句買斷顧慮的話術

    五、“五面鏡子”返照

    1、哪來“五面鏡子”?

    2、放大看自己手中的銷售政策優勢

    3、引導經銷商制定針對零售終端的游戲規則

    4、不同市場,不同競爭態勢條件下的不同銷售政策差異

    案例分析:××品牌服飾主攻杭州市場還是主攻浙江市場的不同代理商銷售政策制訂之爭

     

    第四單元:經營商聯合生意計劃

    一、    尋找市場機會點

    1.        當地市場行業的存量與增量市場分析與判斷

    2.        區域市場最終用戶的消費特點

    3.        產品的流行趨勢

    l  為什么同質化產品做價格

    l  為什么差異化產品做價值

    l  為什么解決方案營銷是什么?

    4.   區域市場競爭對手(標桿區域市場)的關鍵動作 如何分析?

    二、    確定經銷商的現狀

    1.        分析區域市場1-3年3-8項關鍵績效指標的完成情況

    l  產品、區域、人員、渠道、時間五個維度(座標)

    l  完成率、增長率、周轉率、利潤率、產品銷售占比、人均產出、人均投入、應收帳款、新品占比、客戶開發、網點建設、推廣、促銷等指標的執行情況;

    l  直接下級主要關心,間接下級次要關心

    2.        描述區域市場營銷層面的現狀與問題:一般可總結過去一年里面臨的3-8個主要問題。(產品、渠道、價格、政策、網點、推廣、團隊等)

    l  產品的組合分析

    l  全網營銷及碎片化渠道的分析

    l  線下實體店促銷政策

    l  廣告及推廣行為分析與判斷

    3.        總結去年的重點工作執行情況。

    l  產品

    l  全網渠道

    l  推廣

    l  團隊

    l  管理

    l  營銷

    4.        分析營銷層面的機會與威脅。

    三、確定區域市場聯合目標與核心策略

    1.        描述區域市場1-3年的發展方向,這個指標應當是量化的。主要包括兩個層面目標:

    l  一為結果目標,銷售額、增長率、周轉率、利潤率、完成率、占有率等。

    l  二為過程目標,的渠道開發指標、網點建設數量、人數規模、費用比率等。

    2.        區域市場年度銷售目標還要進行人員-區域-產品-渠道-時間五維度的分解。

    四、    明確2019及未來三年的營銷與管理動作

    1.        區域市場產品與渠道規劃的政策與動作分解

    2.        區域市場網點建設規劃的政策與動作分解

    3.        區域市場市場推廣規劃的政策與動作分解

    4.        核心分銷客戶的政策與動作分解

    5.        導購管理的政策與動作分解

    6.        廣告公關政策與動作分解

    7.        培訓體系的動作分解等。

    8.        模式創新動作分解

    五、保障體系

    1.        組織架構

    2.        人員編制

    3.        重點工作的時間進度與任務分解

    4.        預算明細等。

    六、聯合生意的執行與督導

    1.   說給經銷商聽:培訓體系與日常溝通體系

    2.   示范給經銷商看:區域經理沖鋒再前,做樣板及樣板市場

    3.   過程輔導:重點工人的關系節點進行糾紛與常態化的溝通

    4.   監督執行:重點工作的關鍵節點進行報表、電話、會議、一線親臨

    5.   效果驗收:對結果進行匯報、排名、PK、獎罰、通報

     

    第五單元:有效管控經銷商的五大系統

    一、經銷商有效管理五大系統:

    ①選擇 ②培育 ③激勵 ④協調 ⑤評估

    二、經銷商的培訓與輔導

    1、“教經銷商銷售”的時代到來了!

    2、如何成為經銷商生意發展的貼心伙伴?

    3、用培訓取代喝酒:培訓傳播品牌、培訓提升技能、培訓創造忠誠

    三、激勵經銷商的積極性

    1、明白經銷商跟定你的三條件:

    2、經銷商積極性激勵的六個策略

    3、“老油條”、“鱷魚型”經銷商的三大“死穴”及有效管控的五大法寶

    案例分析:王老板跟某涂料廠家同甘共苦合作六年,有房有車發了財,可如今常常獅子大開口,難配合?

    四、做好經銷商的動態評估

    1、不評估就沒有渠道持續增長

    2、照搬大企業的KPI指標害慘人

    3、實施經銷商年/季考核與評估管理

    4、經常要去查看店面陳列與庫存狀況

    5、用PDCA法與5W1H工具改善渠道中的常見問題

    五、慎重調整你的經銷商

    1、不要把“砍”字掛在嘴邊

    2、經銷商淘汰溝通與調整的三個“秘笈”

    4、記住古訓:“做人留一線,日后好相見”

    案例分析:杭州××大經銷商不滿品牌廠家辦事處人員調整,令品牌廠家損失一千萬

     


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