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厂家要求垫付费用,经销商持何种态度?

2019-07-30 15:33 来源: 大照明 分享到:
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内容摘要:对于经销商来说,替厂家垫付各种市场费用的情况并不罕见。某经销商联盟平台透露,接收过很多关于经销商投诉厂家的案例,大多是合作结束后垫付的费用或货款长期拖欠,或不予退还,给经销商造成了极大的损失和风险。 那么,在照明行业,“厂家要求商家帮忙垫付费用”现象是否也普遍存在?垫付费用会给经销商带来哪些影响?而照明经销商们又如何看待这一行为?本期关注!

对于经销商来说,替厂家垫付各种市场费用的情况并不罕见。某经销商联盟平台透露,接收过很多关于经销商投诉厂家的案例,大多是合作结束后垫付的费用或货款长期拖欠,或不予退还,给经销商造成了极大的损失和风险。


那么,在照明行业,“厂家要求商家帮忙垫付费用”现象是否也普遍存在?垫付费用会给经销商带来哪些影响?而照明经销商们又如何看待这一行为?本期关注!


垫付费用会给商家造成资金压力

 

山东希曼电子总经理  杨林彬


据我了解,有些厂家一般会让商家先垫付费用,之后通过返货的方式返还给经销商。但是,厂家会通过设置种种要求,拖延甚至拒付这些款项给经销商。比如分月返还款项、每月要达到厂家规定的销售任务,或者年底返还费用等,前提也是必须完成厂家规定的销售任务。


对这些厂家,我想说,经销商开拓市场是为厂家开拓的,经销商只是从中赚取一些辛苦费。如果哪天厂家不愿意和经销商合作,这对厂家没有多大影响,但对经销商来说却是致命的。这种情况下,希望厂家真的不要再让经销商垫付各种费用了。毕竟,垫付各项费用会给经销商的资金造成很大的压力,还会影响厂商之间的信任度,并降低经销商的积极性。


我认为,厂家要求经销商垫付费用,严格意义上来说是不平等条约。但是具体到个例,则视各种情况另论。在市场行情好的情况下,垫付费用不是什么大问题,但是一旦市场行情不好,经销商无法完成厂家制定的销售计划,厂商之间就会出现各种矛盾和扯皮的情况。


作为商家,真的有必要衡量一下有无垫付费用的必要?;褂幸坏?,必须要选择靠谱的厂家进行合作。作为商家,也需要做到、做好自己该做的,尽量完成厂家制定的合理的销售计划,帮助厂家完成市场和品牌的推广,实现互惠互利。


商家垫付费用需判断是否合理

湖北恒辉盛鑫机电照明总经理  张文强


目前照明行业里,商家替厂家垫付费用的例子比较少。就我个人而言,此前在经营过程中经?;崤浜铣Ъ铱挂恍┫呦禄疃?。为了进一步打开市场,我们提前出资用于促销、销售奖励等,后续会找厂家进行报销。


其实,厂家只要拖延过一次款项,基本后续就不会选择再合作了。站在经销商的立场上,如果厂家要求你垫付费用的话,首先要判断这笔费用的用途是否适合垫付。

假设厂家是为了帮助商家进行宣传,在拓展市场的过程中需要商家垫付部分广告费用,后期可以报销,这种形式可以理解并接受。但如果是其它不合理要求,商家肯定不能随意答应。


厂家面对巨大的市场费用开支,如果所有费用都提前支付给经销商,确实会有较大的压力,尤其是一些资金实力不够强大的品牌厂家。因此,让经销商代为垫付部分费用,一定程度上是将厂家的压力转移给了经销商。但时间一长,对经销商自身的运营可能会造成负担。


因此,经销商如果需要替厂家垫付资金费用,一定要分清哪些费用是可以接受的,不能接受的要果断拒绝。其次,替厂家垫付的费用要在自身能够接受的范围内,同时要签订好相关协议,避免后续引发纠纷,不好理清责任。


涉及金额较大甚至会影响双方合作   

南宁市宏程灯饰总经理  王程恩


我进入照明行业已经有十几年时间,经历过行业发展的不同阶段。厂商合作形式非常多样,商家替厂家垫付营销或活动费用的情况是存在的。这种合作方式一般是,前期厂商双方以规范的制度或协议作为制约条件,从而达成合作。随着厂商合作的不断深入,厂商之间逐渐建立起互相信任的基础,从而达成制度以外的合作默契,这是一种比较理想的厂商关系。


然而,实际合作过程中,难免会出现一些厂家以自己的管理制度为理由来拖欠活动费用,这种方式在特定情况下可以理解。但是,如果长期拖欠费用超出报销周期,势必给经销商造成一定的财务压力。


此外,如果厂家通过管理制度来监督活动费用是否执行到位,这种情况也应该予以理解,但必须遵循商业逻辑,不能越过界限。当前行业环境下,照明经销商的利润空间其实是非常有限的。如果厂家拖欠商家的活动费用,不可避免会直接影响到商家的日常经营。如果费用金额比较大,甚至会对厂商接下来的合作造成影响。


那如何避免出现这种情况?首先,经销商在寻找合作品牌时可以尽量选择老品牌、大品牌合作,大品牌企业资金实力一般较为雄厚,管理规范程度较高,能够有效预防垫付拖欠费用的情况发生。毕竟,优秀品牌视口碑为重要竞争力,肯定小心呵护。


其次,商家垫资做活动时,可以在自己能够承受的金额内先做实验。如果觉得与厂家之间的信任度足够高,或者已经磨合好了,再进行有效评估,建立一种厂商彼此可持续的操作模式。


不赞同“厂家要求经销商垫付费用”

宾琪照明河南运营中心总经理  程德亮


事实上,在很多行业里,经销商帮厂家垫付费用已经见怪不怪了。以我个人经历来说,一开始进入照明行业时代理品牌时,也替厂家垫付过专卖店核销费用、广告物料费用等。


大家都知道,经销商行业本身的毛利并不高,再加上现在促销已经成为商家日常经营活动的“家常便饭”。据我观察,有些品牌厂家给商家下的任务指标较高,经销商为了销量任务放弃盈利也是时有发生。厂家可能以业务人员更换了、口头承诺没有文字证据等为理由,或者兑现费用的前置条件过高,拒绝或推延给商家核销费用。


再者,有些厂家对客户承诺得多、兑现得少,作为品牌省级运营商肯定要为厂家的承诺买单,兑现给客户。最后,运营商和厂家之间扯来扯去就不了了之,矛盾重重最后导致分道扬镳。厂家与经销商本来应是好聚好散,但现实中,因为拖欠费用等各种问题导致不欢而散的情况,也并不少见。


从经销商的发展历程来看,最早的时候是厂家求经销商卖货,现在是经销商争取一些品牌代理权,经销商的行业地位没有以前那么高了,当然也有一部分原因是因为经销商的数量越来越多了。个人认为,目前经销商替厂家垫付费用的情况应该是少之又少。现在做生意讲究“诚信大于天”,没有诚意就没有合作可言。


因此,对于“厂家要求经销商垫付费用”这一行为,我是不赞同的。因为之前在经营一些品牌时,为厂家垫付费用的情况实在太多了,结果厂家没有兑现承诺,被欺骗过一次之后不会再有第二次了。在此,也希望经销商朋友擦亮眼睛,判断厂家是否值得信任,以免自己的利益受到损害。


 

文章来源:大照明 作者:佚名
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