Until after a certain time or a certain period and then further money accounts, which are mostly just listed a new product or developing new fields, a common practice.
due to market new products, advertising and publicity in any case must ensure that momentum is that customers see the ads can be smoothly buy new products or marketing campaigns will all become a bad deal. The development of the so-called cargo, is to make the various sales channels, the terminal has the goods sold or selling, as is the generation of profits, credit or a specific way into the sales, are based on each company's own sales policy set.
Exhibition goods
editing feature of this paragraph
often, the end); the second is faster (trial, posters, gift and other means to develop the market.) Edit this paragraph
target
1, target is too large, not practical (1) lack of effective market research and stock speculation
development goals does not depend on the development of subjective assumption to make decisions, it needs to create companies in the analysis of market opportunities and gain the upper hand, based on market research and the guess is that the conditions and basis for target setting. Many companies prefer to spend a lot of manpower, financial and material resources to carry out sales, and few are willing to extract part of the funds before the sales target markets, sales and other objects necessary to understand the situation and analyze the results to develop loss of sales targets Wang of the decision-making basis, at the same time causing a waste of money. A well-known furniture companies in the Northeast into the into the Beijing market, the firm did not conduct a market survey that the quality is very good, will certainly be recognized by the market, so work out in the two months into the sales target into the Beijing market. Sales can be found on the market is a popular European style furniture, and their dark red furniture and antiques market is not good in the market, dealers do not want to show the goods, two months later, hastily retire this enterprise . Choose the wrong target market groups, led to the failure of market entry into, this is the lack of business development market research and pre-shipment guess the inevitable result.
exhibition goods (2) neglect of its own strength
blind as to think that some companies target the bigger the better, even shouting product development within one month to the Chinese market, while their own strength, staff Resources such as equipment and failed to reach that condition. A beverage company has developed within the month of March -4 Expand central goal of the market, manipulate the development of goods simply not enough staff, only a few people weighed down with the shuttle in the market, within a month of which Zhang ran Henan, Hebei Province, the two markets. In order to ensure tasks are all superficially like. Show the goods to move on immediately, in order to complete the task and sales, they talk about numbers and not about quality. While two months, sales of enterprise perverting the task completed, but the goods do not show a solid, resulting in the overall market is very unstable. Results in a competitive brand of siege, the beverage market quickly into a pool of mud. The development of goods for sales and business practices to bring great loss, of course, lost to the enterprise to open up the market really means.
can be seen from the cases: ① the staff of their own is not enough, only a few people to start such a large central market, can not do a very detailed;
② task is too large, sales staff to complete the task, the number of easily result in blind pursuit of quality regardless of the situation; ③ not practical. Attack in the competition, its failure is inevitable. 2.
Lack of hierarchy also has its primary and secondary objectives, the first show which market, which market after the sale; is to sell the urban market, or the first development of the surrounding market, should be clearly defined. If a clothing market in the development of Henan Province, Zhengzhou as a leader first, then the influence of the market in Zhengzhou of radiation around the city quickly, then the province has led to the development of urban areas to good effect. Many enterprises are often unclear because the primary and secondary sales targets, resulting in lack of development of the goods shall be rational and ineffective. Development of a dairy company in the development of goals to ignore the goods the subject, spend a lot of expense, enter into in May while Shijiazhuang and its surrounding rural areas, market, market range, need more sales staff, the kinds of capital costs are also high, despite the development of the product to market, to end the rural market is very fragmented and needed money into a lot of manpower, while the demand for dairy products in rural areas is relatively small, a lot of sales staff are back with nothing. Dropped into the rural areas too large to contain the Shijiazhuang market sales,UGGs, resulting in the failure of the entire market. Edit this paragraph
feasible plan
1, plans are too general and not specific
development of many enterprises plan is not specific goods, but generally the words March, all show the goods to the market in Zhengzhou, , Month, every day, what to do specifically? Exhibition goods object? Is the area around the small family retailers, supermarkets? Or distributors, wholesalers? Measure of all goods to market, development of standards? How should I approach? Plan is based on the late, plan a direct result of the failure of the practical implementation of mistakes. The program can not finish, post product promotion, marketing strategies simply can not control the normal operation.
exhibition goods 2. Plan could be implemented
plan when some companies did not, after investigation, they imagine things, did not fully take into account the Fair City, will encounter a variety of topics. If dealers do not want to cooperate, competitors into the market entry barriers to progress, the product was in the early sales of consumer complaints, making the program impossible to implement. Such as Hebei, a cosmetics manufacturer had planned to enter into a regional market, can be due to competitor's products have all been pre-occupied the market,cheap UGG boots, but competitors learned about this after the price cut, the products enter into the market is also a non-profit to be made, the obstacles facing competitors, had to give up, of course, plans can not be implemented. Edit this paragraph
staff selection
1, did not fully familiar with the goods to show the importance of staff development
some companies that dumped goods is a simple process, show the goods staff, as long as the market around it. So. Exhibition goods in the choice of staff, did not consider the essential quality, just for some of the staff recruited from the community, or find a few random from the units recruit their own staff development goods, making the development of the uneven quality of the goods of staff, development of quality goods can not be guaranteed.
2, show the goods are not high quality staff (l) their own cultural quality of the staff itself
exhibition represents the manufacturers of the goods the image and product image. Lower their quality sales staff will not only affect brand image, while the head also affects the image of the brand. If a send a brand new product just opened a show to convince customers cargo staff development in this new product, pick up a phone into a fight around, when a man came in and asked: Exhibition goods manufacturers know that the staff, flatly refused to do the requirements of its sales, and the already launched the product in the mall, but also all been driven out of the mall. Thus, the level of the quality of sales staff on the trading plays an important role in the success.
exhibition goods (2) lack of product knowledge of plaque development
cargo terminal development to convince staff of their products, must be well aware of their own products, to be able to end the first volume of product performance, functions, characteristics and development of the proceeds of such goods. And many staff do not understand the development of the goods of their products, do not even know the composition of products. An unknown or little is known about the product, how can he convince others developing products? To show the staff responsible for the goods market development Jinan cosmetics, cosmetic packaging in which there is why, of course, the terminal can not convince people the product development.
3, lack of marketing experience and ability
goods in the developing process, refusing to make the customer experience is common, similar products, Into the channel as a first person, no experience, it is easy to feel as if shaken confidence. Cargo terminal development to persuade, they grip the terminal operators and enterprises in the interests of the point of sales terminals not attract. And an experienced staff understand the development of the goods the real needs of customers, you can catch the moment, from the point of departure the interests of both sides to persuade customers. Exhibition cargo capacity of staff experience and lack of enterprise product development of many important reasons for the goods can not be put in place.
Xiaoying just graduated from school in a shoe manufacturing business. Spring and summer, companies should push the Hubei market sandals, she was sent when the development company by the auditor. Just out of school, she is still relatively shy. The first exhibition into a shop, the boss heard that it is dumping shoes to big waved his hand impatiently and said: Goods in the future course of development, she is met as long as the customer refused to do, had the courage to continue dumping next to, of course, do not understand the purpose of bilateral cooperation and the proceeds of sales terminals. One month down, did not show a few of the goods, companies are listed by the loss of a good time.
timeliness
products to market, timing is very important. Manufacturers is to promote the goods after the show, the first show after the promotional goods, or both at the same time, the grasp of time must be accurate, but many companies are often wrong in the actual manipulation of the husband of the great opportunity.
exhibition cargo 1, show the goods out of touch with the promotion
(1) promotional activities have been thrown for a long time, but not timely development of products to the market, consumers find the products in the market . Miss Lee saw a newspaper ad to the soap pox, acne is the face of her heart was very excited to worry about. To the supermarket to find a lot at home but could not find, for enterprises, it is not wasted marketing fee? The summer of 2002, Season 5 in the course of the market made the same mistake, promotion began in May of the World Cup, and by early July, in addition to South Africa some of the market, other cities have most of the market with auxiliary has not yet begun, the product still in the warehouse where agents. Liu Centre for the television ad read twice to the supermarket have not seen Season 5 of nowhere, that he lost much of the look. The sales and promotion of touch, not only caused a waste of marketing expense, and the enthusiasm of the terminal development of goods has also been damaged.
(2) development of products to the market, can be a variety of promotional activities has as yet missing. Some companies, due to promotional efforts can not keep up, show half of the goods, because the terminal then off, demands the return of many enterprises in the development process of the existence of such goods subject.
2. Seasonal choose not fair
relatively strong number of seasonal products, goods exhibition season to focus on the choice of products to fully take into account seasonal topics. Such as the liquor in the season, competition is fierce, new products enter into the corresponding barriers are high, not easily show the goods, capital are also high. Off-season to show the choice of goods is different, less off-season sales of liquor, less competitive, barriers to market entry into the low corporate investment and progress in capital goods is also less expense, off-season exhibition season goods can also fully prepared to do .
into a certain brand of liquor into the Guangxi in the market, chose to sell the off-season - the summer sales, a lot of liquor companies are in a resting state, ad money into efforts to reduce,UGG boots clearance, and eventually enter into the hotel really an expense is also reduced, enterprise is the use of this opportunity, this wine quietly placed in the shelves of retail stores and hotels, the winter is approaching, and dropped into a lot of advertising expense, success in one fell swoop.
monitoring efforts
1, exhibition cargo staff complete forms, recovery did not do a good job
(1) show the goods to be sent to the staff at the same time, businesses asked to fill in Cargo List, By filling out the form, business sales staff to conduct monitoring and control, you can also keep abreast of the terminal from which the dynamic to build customer profiles, customer relations for the subsequent establishment of a basis. And many companies just ignore this, send the form to the next, but the lack of appropriate methods and policies to regulate. Some sales staff fill out, the manufacturers simply do not recall, much less analyzed. Even if recovered, and it was stacked in a corner, nobody cares, businesses simply do not understand the progress of sales, of course, not to mention surveillance.
(2) development of behavior can not be effectively monitored goods
there are different circumstances in different markets, some relatively new concept of local people, easy acceptance of new products: the traditional concept more concentrated in some places, easy acceptance of new products: some very good distributors and manufacturers to be some dealers do not want to cooperate with the manufacturers and so on. And some manufacturers simply to show the volume, rate of development of the goods as a measure of the size or number of staff to complete development of the goods quality standards. Exhibition Exhibition of the volume of goods or staff development in order to increase cargo rates using a variety of improper practices such as bribery terminal operators agreed to a temporary exhibition goods, such as performance evaluation period is over, show the goods returned to the business object; false results show the goods; create false statements so, its irresponsible behavior to the enterprise caused great harm.
2, short-term behavior can not be in time to stop dealers
(1) Many enterprises in the development of the promotional expense when the goods, promotional gifts secure enough to dealers, but these degrees and Exhibition for incentive gifts of stock do it? Cangzhou a production of liquor manufacturers to speed up the speed of liquor sales in the wine by putting thousands of pieces of gold rings and use propaganda to target customers. But after a while, consumers simply do not This short-term behavior in some dealer who frequently occur, and enterprise resources are wasted and did not play a very good sales for the purpose of the terminal.
(2) R & D center to disturb the market
a food business in order to promote the rapid development of products to the market, against competition, the implementation of a local dealer purchase incentives. In one week, where the purchase 20 or more, every gift a 5, 20 or less, get 1 for every six parts, dealers have purchase. In order to increase the purchase volume, low-cost goods will be thrown in the hands of the market, causing confusion in the market, and this lack of appropriate food companies monitoring mechanism, left unchecked spread, and finally out of the market by competitors.
goods
late development services
1,
not timely supply of goods in the sales process, sales staff committed to selling the goods once the show finished, to ensure timely delivery. To reduce the risk of development of the beginning of the volume of small, retail sales show the object previously had sold the goods to be goods to businesses, while companies are busy developing other markets for goods, staff or conveyance is not in place, resulting in the goods not timely sent. Final really a shelf out of stock, terminal operators turn the distribution of other products not in stock, out of stock caused by the impression to consumers. It really easy to create the market back to the supply of goods is not lost in time.
2. Unable to fulfill commitments (1) no strength
manufacturers of goods to the distributors and end successfully placed on the shelves so a lot of manufacturers at an oral commitment to And many companies simply do not strength and ability to deliver the ultimate end of true loss to the dealer and a trust. A household electrical appliance enterprises in order to pre-smooth cargo transportation to distributors and end commitment to free Exhibition goods, some products during transport out of the topic, can enterprises because of lack of funds, there is no part of the establishment of specialized services, how to ensure the
(2) development of the goods the rest of the staff and poor coordination of enterprises in Hubei
a production of , once the show to the dealer promised goods, sold out to, the manufacturers give a 5% rebate, now honored. Dealers may request cash rebates to the manufacturer, the Treasury does not recognize, refuse to pay, resulting in the promises.
exhibition goods
justice planning development strategies
goods before shipment route map dealer show, the reason why the goods to be fair planning development road map, the purpose but following almost :
1, to show more economic goods. With the development of cargo route map, you can make routing more fair, more scientific, more to save development time and expense goods, capital goods to achieve the objective of reducing development. Two principles can be applied here:
a linear principle. That can be arranged in a line, just do not separate, fork exhibition goods. Benefits of doing so is often a straight line to the next show and be able to proceed step by step to show goods.
Second, the point of principle. That is not located in a line to a certain area according to the number of sales outlets, in line with the principle of proximity, will gather similar networks or Such a point as the center and radius of a suitable interval of the exhibition means goods can often save time and expense, thereby moving steadily, step by step manner.
2, will not show the goods Design and planning of the development of the goods after the road map, to be able to fill all the sales outlets are on the go. In this case, the exhibition is not only clear the goods, the omission of the network is not easy to avoid duplication or secondary route With the fair's exhibition cargo route map, dealers can sell the whole planning area, which is not out of the house, can still make plans, development of cargo thousands of miles. Edit this paragraph
prepared
Forewarned is forearmed, without prejudging the waste. Exhibition goods dealers in order to achieve an orderly, efficient, goods must also be before the show and make full preparation. It includes the following aspects:
1, vehicles. Military forces did not move, vehicle inspection first. Vehicles that can be said to be the first major exhibition goods, goods dealers in the show, be sure to make check and inspection of vehicles, should the office of road maintenance, management fees and maintenance, maintenance, etc. to do in peacetime. As if in the process of development of goods, vehicles checked, taken or damaged,
2, exhibition cargo tool. Exhibition goods when the goods are handy tools to use to show something, for example, These things ready before the show when the goods are leisurely, methodical, so that the day of the exhibition goods in a planned, step by step, and efficient.
3, promotional items. That the goods must be assisting with the development of promotional items or gifts. For example, when the goods with the product development of promotional gift items, promised to deliver prizes to the downstream distributors. Show only stock fully prepared in advance in order to show the goods to the development of staff confidence goods, and can lead to better market performance and the performance.
exhibition goods
Edit this paragraph show the standard normalization
Once the truck to work, often it is not in sight of distributors, but must be within the controllable range . Therefore, the dealer in order to achieve It includes the following points:
1, development of marketing staff in the market to regulate the contents of cargo operations: for example: normal replenishment: point of sale orders to add, the main selling product recommendation; display improvements: wholesale and retail store heap Box and adjust the display shelves; New Exhibition goods: New Products Recommendation; promotion execution: promotional policies advised; Customer Complaint: Current products processing, wholesale and retail shops on the handling objections; information gathering: the price of competing products corresponding to products, promotions, etc. information; Form Fill: Fill the form and promotions at work form. Also, the ability to quantify the content must be quantified and refined to facilitate the inspectors.
2, when the exhibition goods visit eight steps: first, into the store before the preparation: sorting clothing and good appearance; check the poster outside the shop, the shop posters updates, post;
II, into the Good opening shop; find an appropriate location and time to talk with customers; three rows side shelf inventory check: physical inventory on the shelves; warehouse stock inventory; Duitou or special display area check.
four tally: to make their products on display in the position to have more sales opportunities: Check customer inventory, using the FIFO principle for inventory adjustments; record the number of spot goods, goods age; not to load Stock finishing, sealing.
five sales replenishment: According to the product inventory orders to customers with professional advice. Sixth, promotional products exhibition goods: the first volume of this promotion company, strategic product promotion (second taste, new), determine the date of the order;
VII, dissent treatment: on the spot warning of goods to the owner, customers within the terms of reference object was to give customers a clear answer.
eight, the Chief Operating: POP display, banners hanging; understanding of competitive products and record promotions. Last goodbye to go out. Visit the eight steps is to check whether the dealer's marketing staff to practice the skills tested by the performance of the goods and the development of the most basic things, visit the eight steps in good salesman, often show effects are more desirable goods.
3, determine the period of exhibition goods. Goods in order to continue to get good development results, to be regular, regular, ongoing development of the goods must not be fishing for three days, two days of drying nets. For example, ABC classification of the downstream customers, according to key customers, key customers, the general classification of the customer to determine the development cycle of goods, for example, core customers, a week tour to show the goods or time, development of key customers about ten days once the goods , about half the general development of our customers first and other goods. Development of standardized goods, processes, standardization, and will show the goods rules to follow, the
exhibition goods
Edit this paragraph attention to detail
details determine the success or failure. Goods in the developing process, the details are equally important. Goods dealers in the development process, the need to pay attention to the details of the exhibition goods, including the following points:
1, show the wording of the goods. That is, to monitor the development of standards for goods, then the time of surgery. Some marketers in the development of goods, often Taidalielie mouth is not sweet, are not good at addressing the person, and sometimes also greatly affect the development of the quality of the goods.
2, forgot to bring related items. Such as promotional items, agreed to the downstream customer rebates, discounts or prizes. Show that when the goods flaws often lead to resentment downstream distributors, customers may even be so without the phenomenon of unloading, so be sure to check out the front to see whether the band along all the items. If an accident, a sincere apology to the clients to obtain understanding and understanding.
3, marketers sloppy. In the inspection market, we often find that some of the goods at the exhibition marketers often slovenly, sloppy exception, met with the client side, or even first names, or that one to customers store, sat on the stool, or random collecting
4, show the goods in time, no law. That is substandard in the show after this, the next time often do not know of these years, almost no rules at all, until the re-development of the goods, they find the goods already the last show sold out a long time. This way of development goods, it is often difficult to lower customer confidence, so that customers can not easily purchase, it is difficult to establish a true partnership.
exhibition goods
Edit this paragraph, including content
active, active content to its first enterprise (or distributor) of the relevant conditions and product characteristics; posters and advertisements; sell products; gifts promotional items; survey competitors, and more.
the so-called development that is Yahuo goods to the seller the goods to the buyer, the buyer does not directly pay the purchase price, the middle will be a period of one month or longer, the buyer will pay the purchase price. This chain of funds of enterprises will have a relatively large impact, which is a large accumulation of small business enterprises a way to market share. For example, you are a manufacturer, I was dealer, you first sell the goods to me, but I should not give money, I sold some time and then give it to you, this is the development of goods. This situation is typical only for a particularly good reputation, or a strong body and very reliable trading partner.
content
show the meaning of goods in two respects.
the one hand, from the perspective of marketing, said, such as the above first mentioned the meaning of Sec worse soon after, but also often use the OTC rate Commonly used in new products, means the manufacturers to their products in retail outlets in all terminals OTC process.
the other hand, is from the sale of a cooperative manner, mainly refers to the consignment (credit), also said agents (mostly retailers) from the supplier (the home) to get the goods, and no direct payment, until certain conditions are met before payment. The conditions agreed upon by both parties, commonly used in two: one to sell time is divided, as the moon guitar, a monthly appointment, the two sides reconciled, the realization of the goods for retail checkout payment. 2 to amount to plan: for example amount of development goods, to the agreed limit, the agents to make payments on the house after the family was carried out on the ship.
exhibition goods have a certain risk, easy to produce returns, consumption goods and other disputes. Exhibition goods
advantages compared
easily open up the market, both for consumers and potential consumers for a fixed, are rapidly enhance the product's image, but also to products that do a little bit of advertising. A store such as a consumer saw the product, maybe just brush past it, if he saw this shop in the B goods products to enhance the memory, he would have said to myself, this seems to have seen where, if His shop in C, D shop ........ saw this product at the same time, then he would go to see what this product has any effect, the price extravagant treat, whether for their own use, or family and friends . If the product is better quality, cost-effective and relatively high, then the potential consumer will become loyal consumers. At the same time also hope to see stores to do business development goods, capital costs can not enrich their own varieties of goods, but also make money! Win-win!
exhibition goods Disadvantages: bad side weaknesses often, mainly suppliers, the supplier of the most sad is that the goods sold out
money did not bind to, or goods not sold out, visit is not timely, businesses closed down. The downside is that the interests of both parties will occur when damaged, businesses will not intentionally steal money and open a store (field). Exhibition goods
conditions: there must be sufficient reserve funds for activities and goods, and to display the image of the same good product.
exhibition cargo goal is not clear
1, target is too large, not practical (1) lack of effective market research and stock speculation
development does not depend on personal development goals subjective decision making, it needs to create companies in the analysis of market opportunities and gain the upper hand, based on market research and the guess is that the conditions and basis for target setting. Many companies prefer to spend a lot of manpower, financial and material resources to carry out sales, and few are willing to extract part of the funds before the sales target markets, sales and other objects necessary to understand the situation and analyze the results to develop loss of sales targets to the decision-making basis, while resulting in a waste of money. A well-known furniture companies in the Northeast into the into the Beijing market, the firm did not conduct a market survey that the quality is very good, will certainly be recognized by the market, so work out in the two months into the sales target into the Beijing market. Sales can be found on the market is a popular European style furniture, and their dark red furniture and antiques market is not good in the market, dealers do not want to show the goods, two months later, hastily retire this enterprise . Choose the wrong target market groups, led to the failure of market entry into, this is the lack of business development market research and pre-shipment guess the inevitable result.
(2) neglect of its own strength
blind as to think that some companies target the bigger the better, even shouting product development within one month to the national market, while their own strength, equipment and staff failed to reach the status of resources that condition. A beverage company has developed within the month of March -4 Expand central goal of the market, manipulate the development of goods simply not enough staff, only a few people weighed down with the shuttle in the market, within a month of which Zhang ran Henan, Hebei Province, the two markets. In order to ensure tasks are all superficially like. Show the goods to move on immediately, in order to complete the task and sales, they talk about numbers and not about quality. While two months, sales of enterprise perverting the task completed, but the goods do not show a solid, resulting in the overall market is very unstable. Results in a competitive brand of siege, the beverage market quickly into a pool of mud. The development of goods for sales and business practices to bring great loss, of course,Bailey UGG boots, lost to the enterprise to open up the market really means.
can be seen from the cases: ① the staff of their own is not enough, only a few people to start such a large central market, can not do a very detailed;
② task is too large, sales staff to complete the task, the number of easily result in blind pursuit of quality regardless of the situation; ③ not practical. Attack in the competition, its failure is inevitable.
2. Lack of hierarchy also has its primary and secondary goals, the first show which market, which, after sales market; is to sell the urban market, or the first development of the surrounding market, should be clearly defined. If a clothing market in the development of Henan Province, Zhengzhou as a leader first, then the influence of Zhengzhou market rapid radiation around the city, followed led to the development of the province's urban areas to good effect. Many enterprises are often unclear because the primary and secondary sales targets, resulting in lack of development of the goods shall be rational and ineffective. Development of a dairy company in the development of goals to ignore the goods the subject, spend a lot of expense, enter into in May while Shijiazhuang and its surrounding rural areas of the market, the market range, need more sales staff, the kinds of capital costs are also high, despite the development of the product to market, to end the rural market is very fragmented and needed money into a lot of manpower, while the demand for dairy products in rural areas is relatively small, a lot of sales staff are back with nothing. Dropped into the rural areas too large to contain the Shijiazhuang market sales, resulting in the failure of the entire market. the lack of viable development
cargo plan
1, plans are too general and not specific
development of many enterprises plan is not specific goods, but generally the words -3 months, all show the goods to the market in Zhengzhou, Month, every day, what to do specifically? Exhibition goods object? Is the area around the small family retailers, supermarkets? Or distributors, wholesalers? Measure of all goods to market, development of standards? How should I approach? Plan is based on the late, plan a direct result of the failure of the practical implementation of mistakes. The program can not finish, post product promotion, marketing strategies simply can not control the normal operation.
2. Plan could be implemented
plan when some companies did not, after investigation, they imagine things, did not fully take into account the Fair City, will encounter a variety of topics. If dealers do not want to cooperate, competitors into the market entry barriers to progress, the product was in the early sales of consumer complaints, making the program impossible to implement. Such as Hebei, a cosmetics manufacturer had planned to enter into a regional market, can be due to competitor's products have all been pre-occupied the market, but competitors learned about this after the price cut, the products enter into the market is no good to be made, the obstacles facing competitors, had to give up, of course, plans can not be implemented.
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