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商家吐槽大集锦:“我在这边累死累活,你在那边拖我后腿!”

2019-04-11 16:08 来源: 大照明 分享到:
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内容摘要:企业做市场的时候,经销商是一群重要而无法忽视的群体。在行业寒冬蔓延的当下,为了更好地搭建厂商之间的真诚沟通平台,此次大照明以“商家采访:你对企业哪些行为‘看不惯’?”为题,向全国各地经销商邀约探讨,结果大吃一惊。 字字愤懑,声声控诉!厂家大大们,你们看到了吗?


企业做市场的时候,经销商是一群重要而无法忽视的群体。在行业寒冬蔓延的当下,为了更好地搭建厂商之间的真诚沟通平台,此次大照明以“商家采访:你对企业哪些行为‘看不惯’?”为题,向全国各地经销商邀约探讨,结果大吃一惊。


字字愤懑,声声控诉!厂家大大们,你们看到了吗?

 

“你滚!滚出我店里……”
江西赣州红金赣电工电器总经理  刘光伟


多年前,我自己创业经营开关面板类的产品,当时的TCL开关算是非常知名的品牌,我也尝试性地与这个品牌合作。就在合作那一年,我完成了TCL开关所制定的全年销售任务。


当年年底,企业的业务员来到店里,看起来非常牛的样子,对我说道:“刘总!明年我们TCL开关的区域任务下来了,政策是现在就要把明年的任务金额一次性打到公司,要不然明年就没得做……”


我当时一听就懵了,但还是沉下气对业务员说道:“我今年完成了,不是没完成,这样的条件有点太过了吧,有没有商量的余地?”那业务员听完立马说道“没得商量”。我当时就发飙了:“你滚!滚出我店里……”那业务员半晌没反应过来,最后悻悻地离开了。


第二年我立马换品牌经营,如今在赣州市场中,虽然没有再做TCL开关,但我店面的开关面板类产品销售额也算是靠前的。据我所知,TCL开关最后被罗格朗收购了,而照明这块在渠道上也做得不温不火,现在做一些工程项目等,我想还是企业的管理出了问题。


我想说的是,在如今的市场形势下,有些二三线品牌,以为自己曾经牛,现在还很牛,没有一线品牌的命,却有一线品牌的要求:商家不听话,动不动就撤换。但是,一个品牌要想在一个领域做大做强,是需要与人合作一起搭台做事,企业再牛,也需要多听听商家的真实声音。(整理/肖盛华  发自江西)

 


“公司定位不清,这让我很头痛”
银川长庆博能科技总经理  李玉忠

本人代理了三家公司的产品,A公司是上市公司,是排在“2017中国LED照明灯饰行业100强”前十强的公司;B公司是新三板上市公司,属于排在“2017百强榜”前60强的公司;C公司也是排在“2017百强榜”前80强的公司。三家公司的产品,我代理已有十年时间了,它们最让我头痛的事是:公司定位不清。


A公司是靠做常规产品发展起来的,以前主要市场是流通市场,现在拓展到家具、专卖店、电工等。但是我们现在感觉市场很难做下去,尤其是在当今以90后为代表的消费市场,对我们代理的产品不感兴趣。为什么呢?主要是A公司产品定位不清、没有创新力,而且也没有核心技术。现在的90后不是很关心产品是否价格优廉,而更看重产品是否有个性和有技术含量。


B公司是一家专门做LED灯带的公司,由于近年来旅游业的发展带动景观照明产业的发展,对我们来说是一个机会??墒?,景观照明市场属于工程范围,项目前、中、后期的工作必须认真对接,同时厂家和经销商必须高度配合,才能达到预期的市场利益效果。


因此,B公司的技术人员尤其是设计人员必须高度配合商家,但问题是,制造厂家做流通不会培养技术很高的设计人员,有的也是个“二把刀”,这样最终的结果就是因为设计方案的失败而丢失市场,厂家和工程商都蒙受经济损失。


C公司是一家专门做应急照明的制造商,公司旗下有七个品牌,有两、三个在同行业比较有名气,其余的品牌都很一般,品牌杂而多。虽然制造商希望一个城市内拥有多个品牌代理商,从而增加市场的占有量来生存,可是太多却适得其反,难以得到应有的市场效果,反而造成生产流通管理成本上升,劳民伤财。


市场是最聪明的,来不得半点虚假,我们每个制造企业必须尊重市场、敬畏市场,必须和经销商保持良好的沟通渠道,才能准确定位出适合消费者需要的产品,从而赢得市场。(整理/买廷忠  发自宁夏)

 


“没有原则,苦了经销商”
广西桂林灯秀精品总经理  阳桥付

尽管电工渠道的发展历史悠久,但到目前为止,经营电工产品的厂家还是会出现一个不好的现象:在产品渠道扩张阶段制定的政策模糊,没有原则,造成后期渠道混乱,苦了经销商,最后厂商都没有获利。


据我所知,这里面的“坑”主要有两个方面:


在实体店方面:一个电工品牌开始做市场的时候,肯定要深入渠道,扩大网点数量。但很现实的是,大部分电工品牌对前期渠道铺设的要求不高,而经销商也比较容易接受,最后造成渠道产品布局过多,以致无法把控市场。


在电商方面:很多品牌都不想失去电商这一阵地,但是它们无法正确平衡线上线下渠道,又没有真正了解产品与自身发展情况。结果造成短期内,这些品牌在线上销售方面无法与大公司竞争,同时精力不够,出现实体店本身售后服务无法执行到位等情况,快速失去线下渠道网点。真是线上线下都“不讨好”,错失了两边阵地。


当然,在大品牌布局线上线下后,一些厂家才认识到线下渠道的重要性,但这时候大部分厂家要回归传统渠道很难,成本很大。


在这波电商平台的冲击中,除了一些找到线下生存之道,能够坚守实体店的经销商之外,很多实体店经销商都受到了伤害,包括销售量、信心方面都受到打击。所以我还是希望,厂家能回归制造产业链本质,把产品做好,同时经销商也要做好服务。(整理/陆德  发自广西)

 


“把经销商当作垫脚石,过河拆桥”
山东临沂九州灯饰总经理  杨丰超

说实话,我对这些企业行为最看不惯:1、朝三暮四,把经销商当做垫脚石,过河拆桥,卸磨杀驴;2、闭门造车,不知道消费者和市场需要什么产品;3、赚钱转行,企业赚到钱不再投入,经销商前途无望。


比如之前的L品牌,企业大跃进,自身实力和产品不过硬,以为换个经销商就可以脱胎换骨,其实更是加快了自己灭亡的步伐。


我理想中的品牌要有事业心,把这个行业当成事业而不仅仅是捞钱的工具,把经销商当成长期的事业合作伙伴。大家相濡以沫,好好去研究客户的需求,而不是只做简单的模仿或打“价格战”。(整理/黄增光  发自山东)

 


“不进货就换代理商,从没考虑产品如何消化”
陕西西安灯饰照明经销商  陈女士

LED照明从2011年进入普通家庭,并且迅速发展壮大。与之同时,企业在迅速发展的过程中,没有考虑到经销商本身的压力,最明显的就是降价!


从2012年年初开始,LED各大品牌产品进行产品调价,时长最短一个月、最长三个月。也就是说,经销商的货刚到库房,还没来得及消化,就得到厂家通知:降价了!差价也补不了!


这就意味着,经销商在收到货的时候就已经亏损。这让第一批尝试LED产品的经销商痛苦不堪,也纷纷倒下。记得最清晰的是2016年,LED价格趋于平稳,但是企业为了追求自身体量的不断增长,盲目地对运营中心进行库存施压。不进货就换代理商,但是从来没有考虑到我们要如何把这些产品消化掉,面对企业的压力,我们只能忍受。


我们作为运营中心,库房本身常备库存就有将近200万元,企业本身对于滞销品没有很好的处理方法,只能慢慢地消化。一般来说,家居照明款式基本上三个月就有更新,每一次都要求运营中心上新。与此同时,厂家常驻陕西业务人员一名,我们运营中心自己配备4人的业务团队,针对市场进行开拓和维护工作。


可以说,当时运营中心最困难的时候连员工发工资都困难了,经过战略调整和团队融合,调整品牌等措施,才让运营中心逐步走出困境。


企业需要发展,经销商也需要发展,我觉得企业应该和经销商一起携手,把品牌做大做强。只有产品真正赢得了市场,才能有销量的增长。同时,运营中心也要用心服务每一个客户,提供产品解决方案、销售解决方案、终端产品培训营销方案,并全面解决售前、售中、售后问题,让产品真正得到消费者的认可。企业真正和经销商抱团解决问题,寻找突破,企业和经销商才能一起蓬勃发展?。ㄕ?杨永利  发自陕西)

 

“厂家奖金延迟,搞得分销承诺难兑现”
北京凯诚商贸总经理  王宇

无规矩不成方圆,厂与商之间的合作,都要在相约的条件中去进行,双方都要为了得到相应的目标而各施方法。我曾经经历过与某品牌合作的时候,为了月度冲刺获得奖励,在当月对渠道做了相应活动并推出部分爆款。而这次活动真的没有多少利润,完全是为了完成奖励任务才会去做的。而后,厂家要求活动继续,奖励被延缓,但这时候我已经对渠道分销做出承诺,我该做的让利和返点都已经做了前期铺垫,因此让我们陷入了尴尬的局面。


我认为厂商彼此应该精诚合作、及时履约,共享本应得的成果,不要为了发展自己,牺牲了别人的利益,应该同时兼顾好合作伙伴的经营感受,合作愉快?。ㄕ?王强  发自北京)

 

“前期渠道密集推广,后期却问题一堆”
山西太原灯饰照明经销商  刘先生

我从事照明行业历经十余载,先后与10多家企业形成过合作关系,其间有合作愉快、携手至今的,也有不堪回首、叫苦不迭的。作为终端经销商,在处理这类厂商关系时,往往处于被动弱势的状态。现举一二事,以供同行和读者评判。


事例一:2016年前后,经济下行的趋势已经凸显。某二线品牌的业务人员片面为自身冲业绩、追求短期效果,毫不顾忌单品销售状况、整体盈利状况和市场真实情况,想方设法欺压我们经销商多进货。而身为代销商无力抗拒,否则代理权不保,结果造成不良库存,出现类似产品积压、产品过期等问题。后因周转不灵实在无法延续合作,现库房仍积压30余万元某品牌的过气滞销产品。


事例二:前些年某企业高调进入市场,渠道内密集推广轰炸,制造出强势的“吸睛”效应,当时我们为了达成合作前期厂家许诺的各种扶持政策,向企业打了不菲的合作费用,却在之后问题陆续爆发,包括后期的维护衔接混乱乏力、承诺的政策无法兑现、产品的供应周期拖沓冗长……在消耗了巨大的心力后,我们无法维继,不得不终止合作。


客观地讲,无论渠道如何变革,厂商关系都是永恒的话题,厂商博弈也是永恒的存在,这些都能理解。但经销商要靠代理企业产品来赚钱,企业要靠经销商将产品快速变现回笼,双方应摒弃内部的争来斗去、大耗元气,以竞合的策略,借势盈利、共同成长。如此方使企业在渠道价值链中有效增值,拥有自己的渠道核心优势。(整理/夏羽  发自山西)

 


 

文章来源:大照明 作者:佚名
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