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1、1Agents incur a victoryRecently sewing equipment manufacturers compete weird frequent, from selling equipment to rent equipment, from equipment rental to all the rebate, a Ponzi scheme with some of a fight. Otherwise how reflect the above mentioned vicious competition evil where. As mentioned articl
2、es, links agents still follow the manufacturers take action, there is no active moves in. It was a strange sight, obviously the industry reshuffle will occur first in the easy exit link agents, agents links but quiet. Agents competition already exists, but not a monopoly level, nor is there a lead t
3、o win. We need to have a lead to win: First, you can see the need for a second trick winning effect; the second is a move after having first-mover advantage, forming a barrier opponent can not follow up with or as effective as a starter. Competition entry point in order to achieve stable, Accurate,
4、we must carefully analyze the characteristics of sales, to determine which is low risk and efficient entry point. Sewing equipment industry sales characteristics are: Order a long time interval, the old 2customer contact does not close, may not be able to get the next single information. A certain l
5、imited number of customers in the region can be formed regional monopoly. Customer development cycle is long, long tracking process. Initial customer transactions big chance, requires a lot of potential customers to do foundation. Installation, sale and Mill package plant technicians and a close rel
6、ationship must handle the relationship with technicians. Large internal client decision makers and more complex relationship, not close to the customer difficult to control. When the account of, dunning process, high costs, also need to nearby relationship support. Intermediate existence fellow cust
7、omers and other circles, introduced the possibility of large flounder. Trust in an important position in the sales process. Factory direct garment factory direct none other promotions Why not work? Why is equipment manufacturers to cut prices, rentals, a full refund and other promotional actions wil
8、l fail? From the above nine feature, the sales must be near the nearest to effectively track and integrate into local circles, in order to obtain customer trust. Any 3promotional measures manufacturers can not do without local agents extremely complex network of people nearby, only to let the end cu
9、stomer like Tiger Hills, not strong so on. It is said that the factory is ready to collect data garment factory direct. In fact, even if the manufacturers through a variety of means to get the customer data, it is difficult to direct the formation of the situation, the truth is that you are not the
10、customer side, it is impossible to generate sustained contact is difficult to establish trust. From the perspective of equipment manufacturers, is a network of agents, the agents directly to the garment factories aside none, in the case of the agent unhelpful difficult to implement in place, because
11、 not open around the need to track sales and service agents. From the characteristics of sewing equipment purchased, the price is important, service and customer confidence is more important, the agents post small, will inevitably affect the relationship of trust and quality of service. Also in the
12、entire process of sales agents, agents also need contacts to nearest contact the customer, agents of the garment factory sales process is as follows: order information acquisition, sales tracking, 4transaction, installation, service, and back section removed introduction. These links can affect peop
13、le, including their own staff and agents who loose cooperation (including technicians and customers can influence the procurement staff). From the order of capital investment point of view, first put a fixed cost: other expenses include their employees, stores and companies. The partners (contacts)
14、aspect is the difference before and after delivery and transaction turnover commission reflects the way, we do not put at risk. Monopoly on contacts monopolize the market In the case of the agents marketing model as manufacturers turn, causes all sales activities around the sale of equipment are tra
15、nsferred, rather than around the agents themselves can have service offerings. Secondly, all the results of the assessment are sold around the turn, only re-sales, does not involve customer data collection, tracking, lead generation, etc. Process Management. Results in the sales encounter a problem,
16、 manufacturers sell only pressure sales. Agents only requires manufacturers to maintain sales by increasing risky lending means of accounts and so on. In just a couple 5of months of the season too busy, busy off-season rest dead. All this is to ignore sewing equipment sales Features: No process management just did not manage the same. In the process of management, based on the most important nearby feature sales
