subject: Jie Mi Giant Home Appliance Chain Enterprises And Negotiation [print this page] Marketplace: squads of weakness since the reproducibility
In the past year, although the two giants of the previous home appliance chain, "Happy Valley enclosure, the rapid expansion" strategy has been adjusted and began to slow down, turn the internal optimization of restructuring, closing invalid stores, stores to enhance the effective operating results and quality
States United States Deterioration in the external environment is the case, everything was worse business trend began to change on the appliance manufacturer's attitudes and perceptions. However, for many manufacturers, the strong position of home appliance stores the short term is difficult to change. As
Suning Jin Ming, vice president, said, "will not change the rules of the game."
In this situation, faced with annual annual contract negotiations, home appliance manufacturers to strive for a situation conducive to their own?
"To know ourselves, not battle-Yi", which is Sun Tzu's incisive exposition. The annual contract negotiations are not always limited to a specific period. Therefore, the manufacturers, they must jump out of ordinary
Sell Work and vision at a higher level look at the problem, to understand the background of stores annual contract negotiations?? On these findings, the planning and the annual contract negotiations, is the most important home appliance chain based work, because the annual contract negotiations , is the store a year to achieve the sales volume and profit basis.
One, stores are planning the annual contract
Of the stores, the category involved a lot of home appliances, and large, the distinction between
TV , Refrigerator, washing machine, Air conditioning , Small appliances, kitchen, digital these categories. In terms of different categories, based on historical sales and future sales projections assume the corresponding share of sales (sales), and with the corresponding gross profit. This is a home appliance store annual contract basis for planning. Divided in categories based on the category then the category leader tasks is guided by the brand's history and future sales trends into different brands, and thus construct the entire annual contract basis for planning.
Annual contract plan home appliance stores and appliance stores not only the manufacturers would like to exert unilateral pressure, the greater degree of market and external investors (Gome, Suning, are listed companies) of the compound growth rate of home appliance chain stores , sales tasks, profit, profit margin and other requirements of a comprehensive index transformation. But these indicators, after home appliance chain stores into the tasks and policies of the manufacturers point deduction. This is a relationship between the ecological chain.
Appliance manufacturers must understand the background to understand the store's sales volume of external commitments and the growth rate can understand their advance in the annual contract negotiations may face pressure.
II contract, which is required Home appliance manufacturers in the annual contract negotiations with the store, the last often succumb. Although the store's strong position, but on the other hand, also with a considerable number of manufacturers responsible for the annual contract negotiations appliance chain stakeholders to set a deadline for contract negotiations, and as the assessment system is directly related to the content.
Result of deep-seated reasons for this result is that the attitude of manufacturers of the appliance store, although because the conditions are harsh Heart resentment, but there is no courage burning his boats, firmly and decisively to abandon cooperation. As has been the view is: home appliances store sales in the growing proportion of sales manufacturers, to give up home appliance stores, in the current channel shrinkage severe cases, it means that manufacturers its own sales and image of being hit. The appliance store does not rely on the existence of a factory over the issue, because there is no A factory, as well as B, C, D, and other large companies. In this thinking under the guidance of manufacturers in the contract negotiations, the psychological sense of anxiety on the exposed.
Everyone knows, the appliance stores, the category responsible for the different brands of contract negotiations and who also have rigid time requirements, and, in stores high-pressure work environment, such a rigid time requirement for store-related contract negotiations's pressure even greater. Within the stipulated time of the contract, not signed contracts, responsibility should be removed or punishment.
Jie Mi Giant Home Appliance Chain Enterprises And Negotiation
