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            如何觀察和驗證優秀經銷商

            易創培訓網 2019年5月16日 作者:孟森


            一、通過外在形象進行觀察

            在孟森看來,通過店面形象、老板的狀態、產品陳列等外在狀態,再輔以三類門店的“核心三問”——你是誰、從哪里來、到哪里去,基本可以圈定優質經銷商的篩選范圍。

            第一種門店,稱為“百年老店”。

            有些小五金門店的形象非常好,一定是某個大品牌的門頭,而且一定是最新版的VI識別系統。最有特色的是門柱,有無數品牌的海報在爭搶它的包柱。

            在店門口站10分鐘15分鐘。你會發現店內的人流基本不斷,主要品牌的爆款產品基本都有。

            “核心三問”的第一問:“老板,您的店開了多長時間?”(你是誰?)

            第二種門店,稱為“水電工型”門店。

            黃金店的店面形象大幅下降,除了門頭可能是某個品牌的門頭外,基本沒有大品牌的海報,即使有也很少。

            店內基本沒有規范的陳列,更不要說裝修標準了。

            店內的產品主要是水電相關的產品,比如,電線、開關、光源、下水管、乳白膠帶、五金龍頭等。

            “核心三問”的第二個問題:“咱們店里的老板,以前是干什么的?”(從哪里來?)老板娘會告訴你:“我老公以前是水電工,平時就幫別人安電線、換水管。以前都去別人那兒買五金配件,又貴又麻煩,后來干脆開了一家店,圖個方便。

            “水電工型”的門店依靠水電工自身的安裝資源進行銷售,客源穩定、技術背書,因此能賣高價產品

            第三種門店,稱為“門背后的生意”。

            門店的形象更差,站在店門外,你可能連店招和包柱都找不到。

            產品品類非常多,也非常全,遠遠超出水電工程的范疇,有些鄉鎮的門店甚至堆著磚塊和水泥。

            “核心三問”的第三個問題:“老板,咱們店里的貨主要賣到哪里?”(到哪里去?)這時,店老板才有了話題:“我大舅是鎮政府的書記……店里的生意主要靠他們做中小工程。”

            這種門店顯然是靠自身的關系資源做生意。

            二、如何驗證優質經銷商

            多數人都希望找一個找一個積極主動、四處出擊的行商。

            1、問

            一問小區、團購、裝修公司的相關信息。

            市場推廣,講究的是最后一公里戰斗,沒有在小區、團購網站、裝修公司打拼過的經銷商算不上真正的行商。招聘員的時候,要了解他們過去的經歷有沒有造假,在一個問題上層層追問,直至問到細節。

            二問銷售隊伍的構成。

            銷售隊伍能不能打硬仗主要看兩點:一是銷售人員的出處,都是從哪里來的哪些人。二是這些人供職的穩定性,如果都是剛入職兩三個月的人,這樣的隊伍要做出業績還需要時間。

            “核心三問”經銷商對廠家的要求。

            坐商對廠家最大的要求是什么?是價格。行商要價格,但是他不盯著價格,他會用政策換價格。 行商更關注的是能不能通過投入把市場撬動起來。

            2、看

            一看經銷商的倉庫。

            要在充分鋪墊后,以虛心請教的姿態試探道:“趙總,不知道有沒有機會去您的倉庫看看,也讓我學習一下。”

            第一,庫存總額和近效期產品。庫存總額怎么看?每個行業、每個企業每立方米的貨值可能有差異,但是自己公司每立方米的貨值是知道的。近效期產品怎么看?走進倉庫就要留心看產品的生產日期,問經銷商:“其他廠家的呆滯品多不多,都是怎么處理的?”如果呆滯品存放有序、數量偏少,說明他是一個庫存管理比較得當的行商。

            二看經銷商員工的狀態。員工是經銷商的一面鏡子,他們的狀態直接反映經銷商的狀態,也說明了經銷商的管理水平。看訂單人員的催單習慣是用電話催單還是用社交軟件催單?看銷售人員開完早會,幾點出門。

            三看經銷商的車輛后備廂。一般來說,經銷商的送貨車子都應該放各類物料、海報、宣傳圖冊。經銷商自己開的車子,如果后備廂里活動物料、海報、宣傳圖冊扎堆,說明這個經是一個能夠奮斗在一線的“大業務員”;如果后備廂里有很多好酒,這個經銷商有可能是一個拉關系的好手;如果后備廂里只有一副高爾夫球桿,你就得看看這個經銷商到底有多大體量。

             



            【作者:孟森

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