Business not for the purpose of making money is to play hooligans!
Case: How to make the company small and light? Thomas Furniture tells you the way of entrepreneurship dealers!
Case 1
I have been in contact with a dealer with an annual sales of nearly 100 million years ago. More than a decade ago, the husband and wife relied on diligence and advanced business consciousness. They started from scratch and sold about 100 million years ago. In terms of the size of the local dealer industry, it is also one of the best. There are more than 15 brands under its agency.
Not long ago, I had the honor and came into contact with this great coffee dealers, asked about the situation, or those brands, basically no major changes, in which dealers and chat in the process, learned that the business is not better than, the cost Increase, not only did not increase sales, but profits fell.
It has reached an unsupportable point! Not only makes the author think about a problem, the business idea of ​​seeking the big and complete, in the current market environment, is the dealer suitable?
Greediness is the most common phenomenon among all dealers in China. The reason is that they are looking for various opportunities and can do what they can, whichever brand can make money, the east is not bright and the west is bright.
As everyone knows, as market competition intensifies, growth space and first-mover advantage are exhausted, companies will start to decline. This is the dilemma faced by many dealers.
In the current market environment, dealers must learn to make the enterprise small and refined, and only occupy the core competitiveness for a long time on their own advantageous channels and products.
Case 2
The word "focus" has been hotter recently, and many people have recognized it, but when the word focus is brought into the actual operation of dealers, not much has been done.
A good friend of distributors for many years, mainly engaged in bulk products, in this field, it can be said to be the leader in the local area. Suddenly I received a call from this friend last year and asked me if a big brand can do it. The factory salesperson came several times and the agency conditions given were also quite favorable.
The advice I gave at the time was: Let me not let go of the cause and effect of the brand in the local area. As far as the actual situation of the dealer itself is concerned, the channel and operating experience, sales team, and other factors are not very consistent. It is better to concentrate on it.
If so, the item is not expanding but contracting. The end result is that there are fewer items, but sales and profits have increased. At the same time, the distributor's energy has also been reduced a lot, and he can focus on a certain product field.
But my dealer friend did not endure the temptation of a big brand. In the end, he also said, "Let's start with the words of wine, turn your eyes to end with hatred! "
In view of the above two cases, let's look at how the business in 2019 will make the company small and the profit large!
No matter what type of enterprise, the cultivation and use of excellent talents should indeed be a major issue.
For the group of distributors, due to their own corporate attributes and scale, it is often difficult to pay attention to a series of issues such as the regular management, training, and promotion of sales teams and sales personnel.
Some dealers would rather change another high-end car, rather than ask a professional manager to create a formal training opportunity for employees. In fact, excellent talents are the soul of the team.
If you want to win on a small scale, you must be more efficient than competitors who are bigger than you, otherwise you will be eliminated. For example, you do a little better than the big competitors in service, and the distribution (after-sales) speed is faster than the competition. Opponents are faster, and the counterattacks of the information they master are faster than competitors. Only in this way can your small company survive better.
Today ’s furniture business is not a seller ’s market in the past few years. The production capacity is seriously surplus, and dealers and consumers are not short of product choices. Homogeneous products are now in the hands of terminal manufacturers. The marketing routines and tactics of the current terminal business are already terrible.
Now we have stepped out of an era where products are in the world. Therefore, what is the core competitiveness of distributors and downstream customers-service.
In fact, that is to say, the distributors do not pass the product, but to establish the stickiness with the terminal through the service to be stronger!
In today's furniture industry, gross profit is low. To earn more money often depends on the amount of sales. At the same time as sales increase, various expenses will rise. If you don't pay attention to expenses and expenses, you will eat up most of the profits, and sometimes even appear. The phenomenon of getting busier and losing money;
At this time, it is necessary to pay attention to reducing expenses. Generally, the expenses that can be reduced are mainly labor and logistics. Manually, we must fully mobilize the enthusiasm of all employees, dismiss employees who are redundant and procrastinating, and rationally arrange shifts. Labor and business are combined.
The logistics is mainly to control the vehicle expenses, and the reasonable planning of the logistics line will also greatly reduce the fuel cost. Let's start with these two aspects to see if there are any improvements.
To make the company small and light can focus on a certain good channel and category for long-term development and breakthrough;
Oriented by customers and channels, dealers can get rid of the difficulties of cost management and price competition, and establish a true core long-term competitiveness.
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