The tile brand is not big enough, how to attract excellent distributors?

by:LONGFAVOR     2021-05-03
In most cases, the product advantages of many ceramic tile manufacturers are not so obvious, and the owner of the manufacturer cannot spend a large sum of money on the initial market investment at once, and there is not enough time to slowly do the work. So, in this context, what else can manufacturers rely on to attract excellent tile dealers?     Analyze the people who can sell the products are the most important factor. The core of all business is profit, and the core of operation is naturally people. What kind of business , Also have to rely on people to operate. The ceramic tile owner does not sell the goods himself, but actually works on the front line of the market. It is naturally the business personnel of the manufacturer who face the dealers and consumers every day. In other words, the manufacturer’s business team is the real representative of the manufacturer in operating the business. If the manufacturer's products cannot attract customers quickly, and the initial market investment is not so large, then you can consider this direction-to make a breakthrough from the quality of the manufacturer's business personnel. It means selling people to dealers first, and then selling products. The advantages of the people mentioned here are not only the quality of the business personnel themselves, specifically the quality of the business personnel themselves, their appearance, excellent communication level, good education and professional foundation, excellent professionalism, The understanding of the market and distributors, etc., to build these high-quality business personnel as a new brand of the manufacturer, and to promote it to the market to the distributors, so that when the distributor mentions a certain manufacturer, he first think of the high-quality sales team of the manufacturer . The product has no advantages, the brand is not big and the customer is unfamiliar, how to impress the dealer?    From the dealer's point of view, there is no unsold ceramic tile. The key is how to sell it and who will sell it. The core of business operation lies in people. The most important thing for current dealers is products. There are too many new manufacturers and too many new products. The key is the lack of methods and people who can sell the products. Now, more and more dealers are starting to take the manufacturer’s people as the first choice. The second step is the specific ceramic tile cooperation policy issue, that is, dealers are more choosing people rather than simply choosing products. .   On the surface, it seems that business people who bring some quagmire are more able to get along with the dealer boss. In fact, this is only on the surface, or it is the entertainment of the dealer boss. From the perspective of the dealer’s own development, of course, I hope that my company can move in the direction of normalization and standardization. Even the bosses can make themselves feel like a quagmire, but they don’t want to see so much in their employees. It's a quagmire, but hope that employees can have a certain degree of personal and professionalism, and also hope that the business personnel of the manufacturer can play an exemplary role.  From this perspective, dealer bosses welcome those manufacturers and business personnel with high self-quality and professionalism to often appear in their company. Countermeasures For manufacturers, in order to truly impress distributors and achieve cooperation, there are several issues to consider:    Sell 'people' first, and then sell goods. Most of the sales work can be simplified into a trilogy: relationship-discovery Demand-to make a sale. The first task is to establish a relationship with the dealer, that is, to establish a communication system between people. Only the smooth and effective personal communication between the manufacturer’s business and the dealer’s boss can lay a good foundation for the subsequent cooperation. Highlighting differentiation  In theory, there must be differentiation in the market now. For example, there must be a certain differentiation in ceramic tile products and marketing models. From the product point of view, even if the product itself has a certain degree of differentiation, the best-selling tiles and the most differentiated products need to be disseminated. Communication is costly, especially for the communication behaviors established on traditional communication platforms (media, events, etc.). If the communication platform is built on business personnel? If the quality of the business personnel is good, communicate with the dealers The effect is remarkable. With this as a prerequisite, when it comes to disseminating products to distributors, first recognize people, and then the degree of recognition and effectiveness of ceramic tile products are naturally much better. The most important thing is that the cost of using the business team as a communication vehicle is much lower than the traditional product promotion model.
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