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第三掌:经销商买断品种(品牌)怎么办?案例:A市是一个有50万人口左右的中小型城市,距某啤酒厂只有百公里左右的路程,因此是该厂的重点开发市场。通过考察分析,厂家在众多的经销商中将B经销商列为重点合作对象,原因是该经销商主营饮料产品,资金雄厚,网络健全,且流通、餐饮渠道共同经营。通过初次接触,对方也有扩大经营范围的意向,但该经销商把品牌专营权作为第一条件,否则免谈。为尽快获得市场销量起见,厂家同意了该经销商的要求。合作前两年产品上量较快,市场占有率迅速提升至15%左右,但之后却始终无法突破这一瓶颈,每年总在10-15%之间徘徊。后该经销商进行
Third palm: dealer buyout breed (brand) how to do? Case: A city is a small and medium-sized cities with 500,000 population, from a brewery only about 100 kilometers away, so the plant is the focus of the development of the market . Through the inspection and analysis, manufacturers in many dealers in the B dealer as a key cooperation partner, because the dealer's main beverage products, well-funded, sound network, and distribution, catering channels to operate jointly. Through the initial contact, the other party also has the intention to expand the scope of business, but the dealer to the brand franchise as the first condition, otherwise avoid talking about. In order to gain market sales as soon as possible, the manufacturer agreed to the requirements of the dealer. In the first two years of cooperation, the quantity of products went up rapidly, and the market share rapidly increased to about 15%. However, the bottleneck has not been exceeded since then, and the total number of products fluctuated between 10-15% every year. After the dealer