Zhang Rui Talks About Four Modes Of Developing Enterprises' Channels

< p > many enterprises doing channel are racking their brains for how to expand channels. This article will give you a brief introduction to the four development modes: < /p >
< p > < strong > 1, < a href= "http://www.91se91.com/news/index_c.asp > > traditional channel < /a > intensive cultivation: < /strong > /p >
< p > 1, increasing the length of the channel is to increase new sales outlets, such as developing two batches under the following batch, the sales outlets in the county town, and developing the outlets of villages and towns, and then developing the village level outlets; this mode is especially suitable for some daily consumer goods, such as instant noodles, beer, beverages, cigarettes and other daily necessities; in the north, the sales outlets of general children's products are located at the township level. A town in Qian'an, Tangshan, Hebei is rich in coal, so there are several home appliance outlets in the town. There is an area of 80 square meters of children's products store to improve the storefront quality by running good children's products. In the south, especially in East China, such as the towns in Suzhou, their gross domestic product is not inferior to that of a northern town, and there are more sales outlets in these towns. < /p >
< p > 2, increasing the width of the channel, the simplest means to increase the sales outlets at the same level, such as the original one generation of China, and now add a total Chinese generation. Before 2008, the good boy was the total generation of Nike kids in Greater China. After that, Zhongwei company was added. In the same way, there are more than one generation in the Greater China region. In this case, manufacturers often divide the site for agents, for example, Wenzhou can not do it, and Hangzhou can not do it. Some manufacturers are recruiting different provinces, such as the super channel and the exclusive channel. The channels for children's products are generally different. < /p >
< p > for example, a good child company can sell many children's original competitive brands to sell their children's products through four annual provincial orders. Good kids, every sub company will always get a new high in every provincial order, and it will be too busy to cash in the bank staff. This is a tough move. Many manufacturers have followed up. Ordering by province is a good way to rob competitors and increase the width of channels. < /p >
< p > < strong > two, enter the network distribution or establish flagship store < /strong > /p >
In 2011, the sales capacity of Taobao, excellent, Dangdang, fan Kong, Le Tao, Jingdong, Holle and so on could not be ignored. In 2010, the online shopping market reached a total turnover of 492 billion 640 million yuan in the year. At present, more and more manufacturers are building flagship stores in Taobao. At the same time, more pictures of products are appearing on more and more websites outside Taobao, and a considerable number of manufacturers are already building their own online shopping centers. < /p >
< p > however, some manufacturers still have no action. They worry that online shopping will impact traditional channels and affect the offline system. Some manufacturers have already solved the problem of online sales by developing low price commodities, and some manufacturers are still entangled in it. Some manufacturers also ensure the online and offline sales needs by controlling the time of commodity listing, for example, there are no restrictions on the goods under the line, while online sales are mainly seasonal products, and online new products are listed for half a year or a year below the line. This ensures the independence of offline channels, on the one hand, expands brand influence, and on the other hand, it can digest inventory. < /p >
< p > < strong > three, joint development < /strong > < /p >
< p > the company must adopt a certain degree of thinking in this way, and the owners or senior executives of Chicken Intestines will not take this approach. As we all know, many factories now only produce children's clothing, while others only produce children's shoes. When I was in charge of a children's clothing brand, I invited dozens of children's children's shoes to participate in an order meeting held in Southwest China. Due to a clear understanding of the brand of children's shoes in advance, we believe that children's shoes and our children's wear can be complementation and sharing channels, so that nearly 30% of the customers will sign the order. Some customers are limited to the business area of children's shoes shop, which can not be considered for a while. But they also agree with our train of thought. After that, I contacted the person in charge of the children's shoes factory. They were neither too hot nor too cold, and finally failed to cooperate successfully. < /p >
"P" the year before last, I was responsible for a "a href=" http://www.91se91.com/news/index_c.asp "children's shoes brand < /a >, and organized a group of children who answered children's clothing to attend the order of children's shoes, because the increase of children's shoes did not require much area and input, so the success rate was higher. < /p >
After P, I reached a cooperation agreement with a well-known children's clothing boss in Beijing. First of all, the new customers share, we put the children's shoes to our customers information, they put the new children's clothing information back to us; next is to participate in each other's order meeting; finally, the children's clothing manufacturers help us produce our brand children's clothing, we help them produce their children's shoes brand children's shoes. Of course, the premise of cooperation is that both sides should pay attention to honesty and credit. At present, there are more and more new customers that we are exchanging with this manufacturer, and many customers begin to visit children's shoes or children's clothing in our showrooms. < /p >
< p > < strong > four, developing new < a href= "http://www.91se91.com/news/index_c.asp > > commodity line < /a > /strong > /p >
< p > 1, increase the new commodity line, on the one hand, if the children's shoes factory increases children's clothing or other commodities, as Zhang Ruimin said, the East is bright and the west is bright again. Many manufacturers have succeeded in developing a new commodity line after they have succeeded in making a product. For example, Haier used to make refrigerators only, but now there are thousands of goods. < /p >
< p > 2, and other manufacturers simply divide the products into grades and low-grade brands. For example, a good child company has a good child, a baby carriage, a little dragon, a Harbin child car, a good boy's children's clothing, and a little dragon, ha, Bi's children's clothing. < /p >
< p > of course, the best way of doing this is to advertise, develop the market, and then look for or build factories. Is that what Mengniu does? < /p >