Procter & Gamble, this year the distributors made a major adjustment system for retail outlets, large wholesalers, the price of two wholesalers strict restrictions, violation of the provisions of the distributors of light were punished, those who cancel the distribution of weightqualifications.
This implementation has caused an uproar in the industry that not only did not solve the adjustment of P & G R & D center and fakes and other channels to adjust the original intention, but also intensified the existing distribution channels and retail supermarket chains older conflict between.However, the objective point of view, are these so-called uproar in the interests of this policy change affected the views of distributors, natural and is biased.
FALSIFYING, channels illnesses
In the distribution system which, Cuanhuo is always difficult to eradicate the plague.Various manufacturers in general are based on the regional distribution system to divide the coverage of distributors, but when too flexible price policy makers led to distributors in different parts of the purchase price is inconsistent when FALSIFYING occurs, which is the financialexactly the same market risk-free arbitrage.In addition to the impact of price policy, the result occurred FALSIFYING Another reason is that manufacturers rebate policy.In many cases vendors in order to encourage the enthusiasm of distributors to set rebate policy, the provisions of distributors after the completion of a certain amount of sales to get a certain percentage of rebate.Such a policy will lead to sales of distributors in the time near the rebate rebate in order to get cheap or even at the expense of selling at a loss, this approach not only to the manufacturer's rebate fraud, but also because the low-cost R & D center caused shippingand disrupted the entire distribution system, to bring the conflict between the distributors and ultimately affect the interests of manufacturers and distributors of coordination.
Therefore, the source of changing commodity prices usually come from policy makers and unreasonable rebate policy, resulting in adjacent areas, after deducting transport costs remain spread, coupled with the distributor caused by profit-driven nature.
P & G move to strict limits on the price system, is the distributor in order to effectively avoid the use of large profit margins to the interests of users outside the scope of supply.The reason why this grumbling distributors, it is their illegal operations to be broken this posterior, the original can get additional profits by P & G is now banned, of course, there was discontent.As the new policy has resulted in the retail end of the site occupied wholesalers, then P & G policy adjustments may still be vulnerable, the original specification levels for policy adjustments are wholesalers bring terminals for the retail opportunities for illegal profit-driven, whichreally need in the future work to be addressed.
Diandaqike big bully with the customer shops
Diandaqike often used to accuse those of powerful distributors and retailers, the phenomenon of ignoring the interests of customers, in fact, exists not only Diandaqike, there is the phenomenon of customers shop big bully, and it is only manufacturersdifferent stages of development and distributor relationships Bale.
Usually companies just entering a market in the early stages of development prospects because of the uncertainty caused by neglect of distributors, manufacturers will often make a variety of demanding, and even refused to cooperate.In this case, the manufacturers in order to open up the situation quickly, often taking two strategies, one strategy is to sign and large distributors Chengxiazhimeng, another strategy is to select distributors for more cooperation in the East do not realizebright light in the west.This is called Diandaqike.
So, vendors increasingly firm foothold, with its profit-driven distributor for the purpose of getting new light manufacturers will attach importance to self Needless to say, when the humiliation of the Treaty will automatically be canceled.For the vendors, of course, need more powerful big distributors to cooperate, after all, this is a cost savings.In this case, manufacturers gradually gain the upper hand in the game, often with more lung power and strength enough to integrate the channel.This translates into big bully-off stores.Distribution system of home appliances, for example, the original United States seek the cooperation of appliance manufacturers, department stores, many manufacturers clung to the non-cooperation channels and its own channels, but now the strength of the United States as the country continued to strengthen, not only to achieve cooperation with the manufacturersbut also increasingly affect the development and production of home appliances manufacturers, distributors and manufacturers that is among the changes in the game.
For P & G, having sufficient strength and lung power to channel integration is not to mention, the channel integration is not the first time, after P & G had some small distributors were integrated strength is not strong contribution to thoseto phase out small distributors.Because the strength of the large distributors tend to follow the rules, because the distribution of larger, co-operation with manufacturers more important for the distributor, the word the greater the benefits of cooperation, the greater the losses caused by violationslarge.Therefore, P & G this adjustment, although controversial from a local point of view, but really not satisfied with just some of the smaller wholesalers, without the need to be re-adjusted.
P & G is precisely this adjustment in order to further promote the cooperation of a large wholesaler, therefore, for those dissatisfied with adjustment and illegal operations of the distributors, spare no effort to ban is a very natural thing, just to take this development and have a greaterscope of coverage of large wholesalers cooperation, and promote the progress of integration channels.
Hello, everybody is really good
Distributors and manufacturers is the symbiotic relationship, the separation of upstream and downstream in the value chain.Only the two form a community of interests in order to survive and win-win, self distribution system is a huge project, cost and manpower investment is not huge, said the risk of which is immeasurable, and distributors is a good solution to help manufacturersthis problem.Therefore, if manufacturers can not guarantee the interests of distributors have been abandoned by distributors, in the era of competition is so intense only a dead end, and distributors can not be trustworthy if the cooperation, relying on company policy loopholes to R & D center, onlyenergy is to seek petty profits, lost the support of manufacturers, naturally can not obtain long-term interests.
Thus, for Chinese distributors alike, _ is taking a long-term vision and not to spend too much on the side door left thinking, cooperation and trustworthiness is the most important.If the adjustment because of the opportunity lost to do trick, then win their hearts and respect of income and orderly distribution, to achieve win-win situation with the vendor.