Keyword: supplier dealer stores hypermarket fighter contract contract
I believe many dealers in cooperation with the stores in fighter contract, in this case the majority occurring in the sales conditions good hypermarket. For this kind of fighter contract manifested most dealers are helpless, once this fighter contract established the hypermarket will become dealer business piece "chicken" — food without meat, there is taste a bit of a waste. Do it, does not have any money, don't do it, and lose a piece of the market. Have a love-hate relationship with that State.
Why so? as said before, a fighter contract of sale sale conditions are generally good hypermarket, which sells the field to give dealers create tempting sales performance, at the same time as the hypermarket of flow is large, for the presentation of the goods to the customer of sensory branding effect is also a kind of invisible advertising. Furthermore, the hypermarkets of the delivery time delivery location set, unified procurement, logistics and distribution to the dealer's cost and labor costs are a kind of savings can greatly enhance the sells high profit margins. It can be said, in terms of operational costs and performance brought about by the manufacturer rebate, the Mall has a pivotal position.
Hypermarket is precisely identified the importance of their own for a dealer, distributor clearly does not easily give up this market, so the contract would make provisions of the King of unscrupulous.
The new contract is the Overlord Treaty set and clear exposure points. Contracts in a way, determined the dealers in cooperation with the store's overall income during the period, may decide whether or not the dealer at the end of the accounting losses is one of the contract when it seems insignificant 1% even 0.5% deduction points. But hypermarket of fighter contract more than just the new contract, later cooperation promotion agreement, new protocols, sponsorship agreements may produce fighter Treaty.
Most of the dealers in the face of the fighter contract, the fear of affecting performance, or worried about the impact of late-cooperation, will repeatedly give way, as far as possible to meet marketplace demands. I am afraid I do not know exactly what most vendors of this concession and compromise that sells the field repeatedly by analogy, the more demanding requirements, in cooperation with many times signed fighter contract that ultimately lead to vendor unprofitable.
I have a friend who do dealers, runs a small business corporation, as one of the world's leading marketplace for vendors, the business project is the main business of women's jewelry, hair accessories and clothing gadgets. We all know that this type of product is highly profitable and high Rotary products, press, and in a large considerable marketplace should be very business space. In fact, the dealer friend through half a year after it lost out. When asked why, he gave me a new headquarter: single monthly sales at 3 million, costs of 1.2 million, gross profit 1.8 million. Stores the total deduction points, 34%; because $ 10200 more small objects, loss loss 1.5% of an estimated $ 450; employee salary to salary of $ 450 per person + 1% Commission = $ 750, the two promoters for a total of $ 1500; sells the field sales staff management fee per person per month total, 800, 1600 Yuan; delivery staff salary $ 800; shipping fare cost an estimated $ 200 per month; promotional costs $ 800; Festival fee of $ 1000. Total: $ 1450 of Lee, where the entrance fee is assessed, finance, logistics, wage and merchandise are not included in the backlog of impairment. Figure out the reseller account after a bitter smile, looks good operating conditions, the last are drawing water sieve, Robert: you are to others. Which stores the total amount of fees as high as 45% of total sales.
Many vendors have similar experience, our business areas has an irreplaceable role of hypermarket, and what to do with his fighter contract resistance to protect our interests?
Striking back
Smart vendors and hypermarket procurement deal not eager to express yourself, but be patient. In the process of listening to understand the purpose of sale, understand the marketplace, according to the State of the store purchase, adjust their thinking to rearrange your own plan, and then took out the basis for reasonable results, be targeted.
You do not understand procurement would like to express what time to express themselves, easy to purchase easily understand your attitude. In fact, sometimes the procurement of mental expectations is not very high, is a supplier to declare premature exposure ahead of his own tolerance, but the purchase of mental expectations increase, won him the higher expectations of the accident.
Listen to hear!! dont expression, we must first understand the attitudes and selling market requirements, while not revealing their true bearing bottom line, even if the marketplace purchase requests and your expectations, and do not compromise quickly. In a complete understanding of marketplace really thinks, quickly adjust their bottom line, the analysis of their own advantages and disadvantages, to put forward their views.
Preconceived
Here the preconceived idea is not to say that in dealing with the stores, first declare yourself. Its basic premise is that clearly the purpose of purchasing or procurement needs to understand, to develop a basic categories, will resources constraints of negotiations the two sides in a range. It can unknowingly be purchase of thinking within the boundaries of imprisoned in a greatly reduced selling market expectations of floating space. Just like a glass of water before you drink, fall part and not fall part is differentiated.
AB
A glass of water if you drink a part drained 300ML became B Cup of water, even if we all drink only 200ML, also drank a glass of water, but in fewer 100ML imperceptibly. This is a very common in life is also very simple example, but it is in operation is very practical. Effect of reduction ratio you come to bargain effectively and succinctly. In the battle against hypermarket of fighter contract, in store before made explicit request, an optional scope as possible to narrow, leverage everything works out to be to sell the field of water to drink, to fall
The more the better, the last remaining is he can drink is what you really want to pay and bear.
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