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Agency Dilemma

2008/8/20 17:01:00 41

As usual, Zhang Jun, who arrived at the office on time nine, looked helplessly at the dense schedule that the secretary arranged for him at the desk: seeing clients or customers visiting.

I don't know when Zhang Jun started to see this schedule every day.

Zhang Jun is the owner of Yihai gift company, and is also the senior figure in the gift industry.

He may be a pioneer in this industry, but if he is a leader in the gift industry, he should not be criticized.

In 1996, Zhang Jun, who was able to sniff the great potential of the gift market at SALES, finally entered the gift industry.

Because SALES has accumulated a lot of contacts, and can find the right OEM manufacturers, Zhang Jun's business has been on the rise since its founding.

In 2001, the company's annual sales volume reached four hundred million yuan.

After that, Zhang Jun, who was unwilling to face the situation, began the road of national expansion and looked for agents on a large scale in all parts of the country.

In Zhang Jun's view, due to China's natural population advantages, coupled with the rapid economic development, the demand for gifts, such as employee welfare, promotion and public relations, has risen sharply. Gifts are developing from a marginal industry to a new industry.

Zhang Jun expects that the national demand of the gift industry will also be 100 billion level. If you can get one percent of it, it will be one billion level.

Although the prospect is wonderful, the work before Zhang Jun is very complicated.

At that time, the gift industry could not be regarded as an industry at all. In the whole country, there were few dealers in the professional gift industry, and dealers who had made achievements in other industries were unwilling to turn to such an industry with illusory prospects.

In desperation, Zhang Jun can only greatly relax the requirements of agents: as long as he sincerely wants to do so, he is determined to follow Yi Hai, regardless of the size of the team, whether he has any experience or not, "I can personally train the agents," Zhang Jun thought.

As a result, since 2001, Zhang Jun has been busy giving lectures and tutoring to agents and distributors everywhere.

Since then, Zhang Jun's biological clock has been in a state of extreme disorder, so that it has to be forced to adjust by looking at the calendar.

With the help of Zhang Jun's hands, agents from all over the country have gradually stepped onto the right track, and their performance has gradually become normal.

The improvement of agents' performance directly promoted the expansion of Yihai business.

In 2004, the sales volume of Yihai reached RMB 800 million, and the products span health bedding, healthy home, health dress, sports equipment, massage equipment, foot bath equipment, healthy oil products, healthy food and so on.

Zhang Jun, who wants to be the leader of the industry, says that no matter what kind of gifts the customer needs, they will definitely try to customize them.

In Zhang Jun's view, under the current market economy conditions, products are easy to find and buyers are hard to find.

Although the size of the gift market is bigger every year, Zhang Jun finds that the size of Yihai has been on the March since 2004, but it has not moved one step at all.

Whenever we think about this situation, Zhang Jun wants to scold the ungrateful agents.

Originally, at the beginning, as the agents had no funds, and two did not have the gift industry experience and related human resources, the early market was almost all developed by Yihai company.

Later, in order to express the trust of the agents, Yihai also handed over the clients to the agents according to the principle of territoriality, and the agents were responsible for subsequent management and tracking.

In Zhang Jun's view, Yi Hai can cultivate trust in customers on the one hand and lay a more solid foundation for future cooperation. On the other hand, it allows agents to become familiar with the gift industry more quickly so that they can independently develop the local market in the future.

In this way, Yihai will be able to do more business in the future.

However, Zhang Jun later discovered that the well he had dug had not yet had time to drink a mouthful of water, and the well had become somebody else's.

At the very beginning, agents followed Yi Hai closely.

However, when the agent fully grasped the gift market, the scale of the agent reached 5 million yuan, so their centrifugal movement began.

As the gift industry generally does not produce their own products, mainly through factories to make OEM, the product itself is not big difference, mainly from the source of sales.

From this perspective, the threshold of the gift industry is very low, and the gift companies are more likely to act as wholesalers and traders. According to the requirements of the demand side, they take the goods from the manufacturer and earn their own price difference.

However, unlike the general traders, the "difference" earned by the gift companies is surprisingly high, usually several times or even dozens of times the cost of the product.

The temptation of the huge profits of the gift industry and the low threshold make the Yihai agent have a certain strength and not Gu Yihai's "knowing the truth".

Coupled with the local advantages of the agents, the original agents became the most powerful competitors in Yihai in the twinkling of an eye.

This result is obviously Zhang Jun's unexpected.

While redeveloping agents, Zhang Jun fully learned the lesson of betrayal by agents.

On the one hand, Zhang Jun asked the local market personnel to strengthen the monthly inspection of the agent business and form a report. Once the abnormal results were found, the report was immediately reported; on the other hand, Zhang Jun played a big family card for the agents, often held a dealer Association, closely with the agents, and sought to become friends with the agent, hoping to weaken the agent's centrifugal pportation through family strategy. Script src=>