經銷商盈利模式透析（Analysis of dealer profit model）

1、經銷商盈利模式透析（Analysis of dealer profit model）Analysis of dealer profit modelWith the gradual deepening of the control of the terminal manufacturers, dealers are feeling more and more difficult to earn money, so many dealers in distress, but also some dealers are able to adapt to the development trend o

2、f rapid rise, the reason lies in many ways to expand the profit way. Then, what are the profit routes for distributors? Below we from the dealer business chain process gradually stripped out of the dealers profit model, in order to solve the dealer doubts, at the same time for manufacturers and deal

3、ers cooperation negotiations as the basis.First, what is the dealers profit model?As the name suggests, the profit model is what the distributor takes to achieve the profit goal. Commercial enterprises generally rely on profits, and in the enterprise to obtain income at the same time, the cost of pa

4、yment is inevitable, and only when the cost of payment is less than the income, the enterprise can achieve profitability. The dealers most important profit model can be said to be the core profitability of dealers, is the performance of its core competitiveness.Two, dealers profit path what?To analy

5、ze the dealer profit model, it is necessary to analyze the operation process of the dealer, here we first according to the value chain of dealers began operating on the dealers behavior analysis is analyzed, then according to the dealers business chain from relational operation object to analyze the

6、 dealer profits.Operational value chain; business chain analysis; revenue source; cost paymentPurchasing market feasibility analysis, strategy research, purchasing quantity and items decision making, purchasing 1, special market investigation for manufacturers;2, to manufacturers marketing strategy

7、research(dealer planning function) investigating cost expenditureWarehouse management warehouse leasing, purchase, maintenance and management, warehouse, warehouse rent 34, management fees charged, warehouse rental and management costsStudy on the market development of the regional market or industr

8、y market sales rate, market share, competition status, customer negotiation, turnover of 5, the development of public relations and market returns6, market development and publicity revenue7, market development incentive income8, the terminal enters the threshold number of remaining after allocation

9、9, manufacturers give the cost of the contract after the developers pay the cost savingsOrder object determination, PR, negotiation, acquisition of order 10, periodic market maintenance and payment of orders receivedShare the surplus personnel costs 11, terminal electronic order / cost accountDelive

10、ry order acquisition, route chart and cycle determination, arrange transportation route, delivery 12, logistics contract income, logistics costTally, fixed line, fixed quantity, fixed cycle tally 13, goods reported loss, compensation, tally personnel expensesGuest maintenance, terminal maintenance a

11、nd guest status improvement, 14, guest maintenance, cost sharing, excess revenue, guest feesCollection of receivables, payment of 15 to the upstream manufacturer, and income from the use of funds16, the funds paid for income, financial costs17, organization and management of purchasing lower cost sa

12、vings18, the increase in sales scale, the incentive management costsThree, dealers how to achieve profitability?We know the above dealers 18 profit weapons, but how to achieve it through specific operations? We are gradually decomposing below to illustrate:1, market survey income: Dealer familiar wi

13、th local market conditions, if the manufacturers of the local market is not very familiar with, this time the dealer can charge a fee by providing market research services for manufacturers.2, research on the marketing strategy of revenue: dealers in the long run, operating on their own products and

14、 competitive products are more familiar with related products can quickly be familiar with the business strategy, to collate the information to form high quality to market research, provide a new marketing strategy for the enterprises to enter the market the.The content of the above two points refle

15、cts the dealers marketing planning ability, the function will be played, dealers can change into consulting planning companies, thereby earning the benefit of mental work.3, when the warehouse warehouse sub distributor is large enough, can be considered to provide storage space for the needs of deal

16、ers, to collect fees in accordance with the storage time and area. This kind of profit can be said to be similar to the business model of commercial real estate. When all the group income exceeds the cost of warehouse leasing, dealers can realize zero cost operation and even profitable operation.4,

17、warehouse management fee income: if the warehouse shall not sublet, charge can also implement storage management costs, so that dealers manufacturers responsible for goods warehousing and cargo risk management.3 and 4 two class warehouse profitability is generally applicable to the logistics center

18、of the dealers, manufacturers need to put the goods into temporary dealers, and their need for dealers Distribution of products, it is difficult to negotiate through the warehouse for profit.5, the development of public relations and market returns: there are now many dealers because of financial pr

19、essure problems rather than dealers, but to use their own resources, earn their business on a chain link interests, such as only the expansion of the market, while in the negotiations with the manufacturers, to expand the market to help manufacturers. What kind of terminal has been developed, how ma

20、ny terminals are developed, and how much charge will be charged.6, market development, advertising revenue: a few days ago a dealer friend phoned to say in the way of cooperation between manufacturers, they have the agreement is fully responsible for the promotion and dissemination of manufacturers

21、market work, posted in the course of implementation of POP and the lack of manpower, lack of supervision of the implementation of personnel after posting. This time, the dealer and manufacturers have negotiations, according to the requirements of the manufacturers were posted, so as to obtain certai

22、n revenue in the negotiations. And in the cost of its pay, more is the use of business personnel delivery and tallying convenience.7, market development incentive income: cooperation between manufacturers began, in order to promote the market development, manufacturers will give dealers some discoun

23、t incentives, market development to a certain extent in a certain stage, it will give some encouragement and support. The dealer can do more work and get more profit from it.8, to enter the threshold number of terminal after sharing profit: when the establishment of friendly relations and cooperatio

24、n of dealers and terminal, generally distribute their own products can be packaged and brand unification talks and terminal, the terminal needs such contract fee, renew fees can be a sign of partners. If manufacturers work alone and terminals, these costs can not be less. At this time, dealers and a

25、 number of manufacturers to entrust their own to carry out. Due to the common cost is reduced, manufacturers generally agreed at the expense to pay a compensation to the dealer, the overall cost is paid anyway, so manufacturers should pay less than the cost of individual and terminal cooperation, an

26、d reduce their workload, had some advantages of local resources Why not?9, the manufacturers give the cost of the contract after the remaining: many manufacturers on the market management is the implementation of extensive management, the need for the terminal threshold cost accrued or one-time expe

27、nses according to how many dealer sales ratio. This time the dealer will jointly own hand other products together package operation terminal, taking advantage of other products to reduce costs, it can also obtain a certain profit.10, the maintenance of market revenue: A dealers and manufacturers in

28、signing the contract agreement, because the terminal requirements must be given up to compensate for the theft of goods, so manufacturers must be given certain compensation, the manufacturers give the corresponding compensation in accordance with the amount of purchase, but the dealer maintained by

29、the end customer, pay the cost is low, so to obtain the relevant income.11, terminal electronic order / reconciliation cost allocation of surplus: now there are many terminal is network electronic order and network account, of course it will charge a fee according to the clients. A dealers need to p

30、ay a monthly fee of 2400 yuan / year to a terminal,But he negotiated four suppliers and charged $100 a month, so he had 2400 yuan a year.12, logistics contract revenue: Xian some dealers are not willing to do the dealer, but it has a huge logistics system, so he and the cooperation of manufacturers

31、to use: its relationship with the various terminals, only the terminal logistics distribution and maintenance of goods manufacturers, orders from manufacturers send personnel to do. The dealer will collate monthly delivery order, charge a commission of 10% from the manufacturers in accordance with a

32、 certain proportion of the amount. After the payment of the funds to the account, the Commission will be retained and the money will be credited to the manufacturers account. The dealer is only responsible for warehousing, logistics and distribution, and the manufacturers of funds, terminals and oth

33、er related costs are not responsible.13, goods reported loss gains: B dealers may be a bit immoral, but they can get a certain loss reporting gains. The approach is very simple, is the terminal returned goods always is when goods manufacturers, as long as the breakage took place on a one-time loss,

34、such terminal damage can always find bears in other places. But was found in a newspaper loss, subject to the manufacturers punishment, lost the distribution qualification.14, customer maintenance allocation of excess income: C resellers four manufacturers of products, customer needs for terminal ma

35、intenance from time to time to ask the relevant staff meals, gifts and other terminals, each happens please factory staff together, such costs can be borne by the manufacturers; if the manufacturer personnel not to, may to bear the related costs. This often happens, all costs are borne by the manufa

36、cturer, or the cost of sharing, there is a certain amount of corruption.15, the funds occupied by the proceeds: E dealers often default on the payment of the factory, and its payment or other immediate commercial trade, or other proceeds. Of course, for a while, at least the banks interests are some.16, funds to pay for the benefits of F to obtain payment payment terminal dealer