Spot cash: how a "worry" Zile!

Dangers, it is impossible to withdraw it!

Case Study:

To switch to cash the trouble spot sales model

New Year began, as the General Manager of Harbour McKinnon's season has just begun to develop a work plan for the new year. As an important part of the plan, market and sales methods are faced with new challenges.

Quarter of the total had an idea that he seek the advice of several directors, especially South Korea, chairman of views. Han talked about the personal views of chairman, he called the best quarter of the total credit can completely change the current practice of turning cash spot sales model. Harbour Gold Chemical Co., Ltd. is a pesticide formulation to processing enterprises, the restructuring of nearly three years, nearly 12 million yuan in annual sales hovering around the basic. The company has more than 10 varieties of pesticide formulations, mainly for wheat, rice and other crop pests control. Pesticide market today, the basic pesticide formulations for the sales agent sales model. The company has adhered to this sales model, known everything about genome has a large number of returns each year, money hard to withdraw, have a lot of inventory, poor quality business. This is also the chairman of South Korea asked quarter sales model, the total change in the main driving forces. Quarter of the total according to the views of Korea, chairman, immediately to the sales department called the office of Minister for Niu way. Minister for Niu very frank exchange of views on their own, in his view, the company implemented immediately spot cash sales are not mature, there are several reasons:

1. Companies lack the brand influence, has not achieved the general trust of users and dealers; 2. Product lack of competitive advantage, we have some people, price is also higher than others; In addition, there is no policy to encourage dealers to sell; 3. Sales force is aging, older, conservative ideas, if implemented, will face significant cash spot resistance; 4. Lack of promotional activities the company is now the market is basically through the restructuring of the former to maintain old customers and new market development office is almost empty. 5. If the mandatory implementation of cash spot sales model, our business may decline significantly.

Quarter of the total cattle that meet the current Minister for the analysis of the company situation, however, the Board's view is clear, only the execution. As general manager, also wants to cash in stock season total to sell, so, he worries a thing may be substantially reduced, can focus more towards new product development and business management. Faced with this situation, how can he do?

Case cracked:

Spot cash: how a "worry" Zile!

I had worked in the enterprise level, aware of the total face such a difficult quarter, the difficult and confusing time, but seeing the reality of the situation and cattle enterprises will face difficulties Minister; have been in business sales director of I, but also very sympathetic and understanding Minister of loading cattle and difficulties! In fact, the Minister cited several difficulties cattle among any one of the enterprise, woe Renhuan evil things! However, a professional manager to face any such difficulties, whether it is unquestionably the sky to show a vista enterprise lucky new atmosphere, or a "advisors curtain air tent consultations sigh, battlefield Grief stricken region," the defeat of the dilemma! Quarter of the total first thing to do is not sit still! Positive approach only rose to the challenge to face, look at the difficulties stand out, to find the best solution! The author's experience, the quarter of the total if the board is extended in accordance with the marketing model cash cash, will face a very serious and difficult situation in the passive, or under existing conditions so that we always find some marketing for the quarter crack of ideas and Drive it!

1. Should be extracted from a "leader" of the product, or build a well there in the price

Advantage or product differentiation, so as to promote new business models and fewer barriers to implementation of the landing.

If a brand in the market that does not impact products do not influence, then do not say cash cash, that is to do credit will encounter many troubles and frustrations, while the choice is difficult when agents choose to go to the right customers. Quarter of the total enterprises in the market as a basic condition of survival may be relaxed environment and flexible policies, once these are gone, then the business must first have a requirement is an excellent, there are consumers that buying brand products then be possible to go further in-depth discussions to implement the new cash marketing patterns.








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