LED lighting brands have entered the deep-rooted period of the channel, and the existing high-quality resources in the market have been almost completely eliminated. However, it is never too late to enter the market, and some rising stars are also rushing to join the competition.
The current LED brand is numerous, which means that the choice is broad, and the company seeks dealers to be full of contingency, but the inherent “gene†of culture, philosophy, policy, etc. determines whether the “honeymoon period†is long or short, or “holding the hand, Old with the child."
So, what kind of company deserves long-term cooperation? The reporter conducted in-depth exchanges with dealers in Hangzhou, Huzhou and Jiaxing.
The rules say, more to talk about friendship <br> <br> in performance, results-oriented social market economy, enterprises of lighting agents assessment targets mainly the completion of sales tasks.
In the actual implementation, it is necessary to have a system, but also to give the dealer a certain period of market incubation period, so that they have a buffer, which is also a good time to establish brand awareness among consumers.
Ms. Hu, a Hongyan dealer in Jiaxing, has been operating for 19 years. She recalled: “When the store opened, it was a swan geese. At that time, the new store had no visibility. The sales in the first year were far from the target, until the third year of business. Only gradually improved. If the company acts according to the rules, my agent qualification will be withdrawn in the first year. Where will it last for 19 years?"
The enthusiasm of Hongyan makes the agent very grateful. The longer the time is spent, the higher the loyalty to the brand. The 19-year brand is not a profit tool in the general sense, but also a partner that cannot be separated.
Another Jiaxing dealer admits that since the start of the business, he has dealt with lighting companies in various places. In general, Guangdong lighting companies are more realistic. If they are not satisfied with sales tasks, they will find another dealer. In cooperation, I feel that there is less human touch. The local enterprises in Zhejiang are better in this regard. Once the sales target is not set too high, the second is more acquainted.
Just as a corporate CEO lamented, "There is nothing wrong with doing things according to the rules. But in a human society like China, it is difficult to do it without losing the human condition. It is not easy to take advantage of this measure."
To support, but also to guide <br> <br> dealers will make full use of influence in the local open up sales channels, and enterprises to provide products and technical support. In cooperation with dealers, companies play the role of supporters.
Products are the main factor that impresses dealers. If you don't have a hard product, it is useless to let you fall. The company's development of competitive products with market potential is the greatest support for dealers.
Doing a good job is not a one-time process, it takes time to accumulate and study lighting. Chen Jizhou, manager of Ningbo Hengji Lighting Appliance Co., Ltd., deeply felt: "Only by understanding the product thoroughly, can we make good products. For example, business photos, we must consider the light distribution effect of its application place, like Osram, Some big brands such as Philips and Sanxiong Aurora have accumulated lighting technology for decades, which is beyond the reach of ordinary companies."
Chen Jizhou believes that lighting companies should cooperate with dealers to promote products, such as appropriate advertising, so that dealers do not have to bother to push the brand; such as arranging salesmen to maintain and develop channels. I am most afraid of encountering some of the company's dealers' money, and then I will be the treasurer, and I will not even know how to expand the market.
The sea sails by the helmsman. The enterprise is the helmsman on the ship. It is undoubtedly the role of the guide. It is far-sighted, grasps the current needs and potential needs of the market, and leads the dealers to ride the wind and waves.
To the healthy development, but also to continue to survive <br> <br> dominate the mobile phone industry Nokia brand will be acquired by Microsoft, traditional banks will be impregnable making their future is full of variables and suspense development of innovative technology balance of treasure spoiler ...... . The premise of long-term cooperation is of course that the company can develop steadily, and the dealers hope to see the company's detailed and feasible detailed planning for the future, so that they can be confident and consistent.
The healthy development of a company is a systematic project involving all aspects of product competitiveness, sincere service, and innovative sales model. At present, the development of LED has entered an unprecedented stage of intense competition. During the conversation, the dealers said in unison, I hope that the company will focus on the place where it is best at, the focus of the light source, the focus of the home, if there is no big enterprise strength in the product Don't be greedy on the line.
The opinions from the dealers are valuable assets for the development of the enterprise. The enterprises should also be good at listening, which can collect the market from the front line and also show the measurement of the enterprise.
Mr. Mao, Manager of Hangzhou Guangyu Lighting: “I often give advice to companies because I think we are on the same boat, the interests are the same, and the opinions are to help the company develop better.â€
No one is perfect, and the company is not perfect. As long as there is cooperation, it is inseparable from tolerance and compromise, so that it can go long-term.
Introduction
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