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Dealer Super Management Costs

2008/3/26 14:34:00 11

With the rapid development of modern channels, the sales proportion and status of traditional channels and modern channels have changed dramatically.

Modern channels are thrived in the city.

Many dealers have noticed the importance of modern channels and have made great efforts in the management of modern channels.

Some days ago, they went to a branch of a large chain supermarket in a medium-sized city to check the display and sale of their products. They went to an old friend, the low-temperature purchasing manager of the supermarket.

In the process of chatting with him in the reception hall, he encountered a former client Zhang boss, a local agent with several well-known brands nationwide.

Hello, greeting two sentences.

It was learned that he had come to the supermarket to pay the management fee for the promoters.

I am well aware of the strength of the dealer's work style, dozens of employees, and the supermarket system has 5 employees.

One of the two department managers is responsible for the supermarket system, and dares to delegate power.

As far as I know, it is the business manager or the supervisor who comes to the supermarket to pay the fees.

I half joked: Zhang Zhang, how did you come by yourself?

When the old man goes out, a top two, that money can not be a pair of flowers.

Customers see me happy to say: I have long wanted to talk to you, you always say busy, this time let me catch, what else do you want to say?

I laughed and said, "my fault.

A few days ago, there were more problems and more busy work.

But I have a plan to visit you this time.

"That's right. I really need help from you. Let's talk about it somewhere. Let me invite you to dinner today."

The customer said.

In the evening, at the top restaurant in the city, the dealer told me a confused question for a long time.

After some communication, I finally got to the problem of making it very heavy.

The customer is a brand dealer from the wholesale merchant.

When we first started, all dealers involved in the cost must have their own strength. With the development of the business, the enhancement of their strength and the increase of entertainment, we will gradually improve the management system and introduce advanced management ideas.

Set up sales team.

The dealer has 10 business and introduces a manager system. He hired a business manager to take charge of sales.

I make some important decisions on it and work with the functional departments.

Some supermarket fees, such as pile up fees, maintenance fees, annual renewal fees, and store fees, are all handled by business managers.

One or two years passed.

On this basis, the customer's business is also increasing.

Business is booming.

Dealers are just turning around. Let's see.

Life is pleasant.

Three months ago, the business manager applied to the company for a $5000 supermarket stack charge.

Because the shop is indeed a key customer of the boss.

The cost is also not much higher than before.

He quickly asked the money to finance the business manager.

Later, Zhang boss had to go back to Shijiazhuang. At the station, he saw the current purchase of the supermarket's low-temperature group.

Because for a long time Zhang boss is not responsible for specific sales matters, and dealing with the terminal rarely.

I also know what I call this person, I have met several times, but I have not dealt with it thoroughly.

This time, Mr. Zhang was greeted with a polite greeting. This is a good thing. He was shocked by the cold sweat of Zhang boss.

Because of the reasons of laws and regulations, some supermarkets do not charge for some abnormal expenses.

And some of the costs are not fixed, there are a lot of expenses, there are ingredients in it.

Accordingly, a number of supermarket management staff to take this report private bag.

The boss is skeptical and has no evidence.

In the paper, Zhang boss's business manager applied for 5 thousand yuan in the head of the cost of purchasing managers only received 3000 yuan.

Obviously, the cost of 2000 yuan fell into the pocket of the business manager.

The reality of supply and marketing relationship is that many suppliers bosses are afraid of offending stores and purchasing.

Although it is also a headache for a variety of expenses, but you do not want to give it to others, so much of the size, so many shelves, the location of the display of the pile, suppliers are jealous.

In such an environment, the unequal status of distributors and supermarkets makes communication barriers between distributors and supermarkets.

Many problems can not be found and corrected in time.

After understanding the inside story, Zhang boss kept his face on the surface, and finally collected the evidence of the business manager's corruption.

Recovered some losses.

But in the subsequent work, he was always uneasy to trust anyone. He was bitten by a snake for ten years.

As long as it involves supermarket fees, do we have to go out in person?

I'm crazy about myself.

Finally, Zhang boss asked me deje: Zhang manager, you said I didn't bother so much when I started my business.

How can it be so hard to find someone who is reassuring now?

Is there any good way to solve the problem of corruption?

I can't help asking, is this really just a question of business managers and executives?

Of course, in recent years, with the massive entry of international stores, domestic supermarkets are influenced by their advanced management mode, and gradually realize how attractive the non business income is.

They are emulated by the charging system of international stores, and even more sophisticated. The dealers of strong brands are better. As distributors of general products, they often make a loss in order to make images.

In this case, if you let the business in the supermarket cost of this piece of skin.

Dealers in the heart of many fires, is also conceivable.

Such a principle problem involved in the cost of work is not limited to the level of the manager in charge. Some front-line supermarket maintenance personnel will also move their minds.

When I was in charge of the KA system in an enterprise, when I went down to the market to check the market, I found too many supermarkets or tally clerks to corrupt the promoters' wages, because promoters usually held meetings only once a week or even a month, and daily management fell on the dealers or supermarket business personnel.

Therefore, it is very practical to hide sales promotions, take off work, and then deduct part of the salary from rest and depart from wages.

Although some enterprises are aiming at these situations, the promotion of wages is directly led by business.

However, under the dealer's title system, we believe that it is still happening.

The above situation is quite serious. I believe that any family responsible for the supermarket has more or less gifts from some companies in supermarkets.

Some of them are brought back directly from the company. That is the problem of storage. Most of them are intercepting from the terminal, and some are "win" in various promotional activities with the method of "inside and outside".

There is a lot of collusion with the head of the Department in order to get the benefits, but not much at all.

This is also a cost headache for dealers.

After finishing his own question, I want to ask, another dealer who has not sold the goods in the supermarket has gone through the damage and made up for the difference.

The contract is not marked, that is, it is marked out according to the actual sales volume settlement, the head of the Department called to you, said: the inventory of goods stored two goods, to fill it?

Do you fill it?

Fill is lost, maybe next time next time.

No subsidy?

Your display is mercilessly squeezed by competing products, and you certainly have no reason to argue.

Now that we know how many supermarkets have lost their expenses, we turn around and look at Mr. Zhang's question. How can we eliminate or reduce unnecessary expenses in the course of operation, including normal and abnormal losses?

The author believes that the possibility of eradicate is almost zero.

As long as the existence of the black box operation in the supermarket, the opacity of the expenses can not be solved, and the policy of clearing unreasonable supermarket charges required by the state regulations shall not be implemented.

Corruption can not be eradicated.

But cost management is still a matter of personnel management in the final analysis.

So effective supervision is the most direct way.

On this basis, I gave Zhang boss the following suggestions:

1, for supermarket system, it is not necessary to hand in hand, nor can we give up.

Irregular communication with the functional departments and operation departments of supermarkets can enhance the understanding of the terminals, and is also a deterrent to those who are derailed.

2, the work of the shopping guide is extremely important in the sales link.

Protecting their interests is to protect sales.

Generally speaking, there are many links between the salesperson and the boss, such as tally clerk, salesperson, supervisor or manager.

There are very few dealers who have deep communication between salesmen and promoters. Therefore, to strengthen the weekly meeting system of promoters, the boss also takes part in the summing up meeting of salesmen, (can not participate in the training part) and communicate with promoters one by one, in addition to the objective understanding of the sale of supermarkets and competing products.

It can also avoid the fraud caused by "three years' missing ministers."

3, as for the loss of products in the process of cooperation with supermarkets, we must eliminate the loss before inspection.

I have seen some delivery drivers who have packed two cars on the other's products.

When the product enters the library and enters the supermarket, the probability of loss is greatly reduced.

Therefore, we should strengthen the prevention consciousness of drivers and promoters. Promoters are responsible for promoters in the shop, and drivers are not responsible for promoters. The products must be 100% into the store.

Today, there is no problem in marketing development. There is no answer. It is only inappropriate. The effect is different.

It may be more effective to carry out some simple management measures than to be garish.

The answer to any question is right and wrong, but in terms of relative management, right or wrong is not too important, and the most important thing is whether it is effective or not.

The boss of Zhang believes that many friends have met, or have not yet found.

It will enable everyone to be vigilant against the devil in detail from now on, and to patch up loopholes from now on.

No matter what the answer is, he is effective.