Hardware and electrical distributors how to do the terminal market

With the intensified market competition, the electromechanical market is gradually transitioning from the initial product competition to the brand competition. How to do a good job of the terminal is a real problem that the distributors must face. The distributors need to do a good job in the terminal market and do a good job in the markets where they are located. The terminal market is the end of the sales channel. It is the main battlefield where consumers and products meet directly. It is the link between the three elements of commodities, customers, and money. It is the final destination for manufacturers to sell.

First of all, if dealers want to do a good job in the market, they must choose a brand that suits their local needs. To a certain extent, the brand traits must be related to the dealer's customer base, otherwise the distributors will have to spend more energy to develop new customer groups in their future work.

Secondly, dealers need to subdivide the market within their jurisdiction, train their influence in the terminal, train the quality of business personnel, and explore techniques such as customer development, channels, and customer maintenance. The intensive cultivation of terminal channels is the basis for the survival of hardware and electromechanical dealers. For the traditional hardware and electronics dealers, the favorite dealer approach is to wait for customers to come to the door. However, the traditional way is not real sales, and the terminal is the place to achieve sales.

The difference between distributors and traditional wholesalers is that he is not only a middleman, but he often has exclusive regional distribution rights. He should be the pioneer and manager of the market. The interests of distributors and manufacturers are the same. Only by increasing the sales of the market can the actual profits be improved. "Sales = Number of Effective Terminals × Number of Products Displayed". Therefore, successful distributors often work hard on the terminal:

1. Increase the terminal sales points of products and increase product coverage;

2. Ensure that the products are displayed prominently and beautifully so as to promote the sales of terminal sales points;

3. Strengthen customer management and customer service maintenance, and increase the frequency of purchases at each terminal sales point.

In the past, manufacturers supplied directly to provincial dealers, and there were two, three, and four batches of distributors. Most of the provincial dealers sat in the store and took a few large downlines. This was due to the lack of market competition at that time. Intensely caused. Excessive links can result in a series of problems such as high costs, price confusion, and passive operations. The concept must be changed and attention must be given to the terminal.

When distributors do a good job in this market, they must start to do their own city-county market. The market at the county level does not require you to go from house to house for retail visits. Instead, you want to nurture this market, choose a good customer as the total distributor in the area, and visit him regularly to help him manage the market.