Wang Wei: Any good brand dealer management is good
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Editor's Note: On May 28, 2014, the “Jing Yan China – Beijing Brand Furniture 2014 Promotion Conferenceâ€, which was launched by the Beijing Furniture Association and 36 Beijing furniture brands, was held at the China World Hotel in Beijing. On-site interviews were held at the event site for the participating stores and furniture brand CEOs. Guest: Vice President of Hongxing Meikailong Beijing-Shanghai Southwest Region General Manager Wang Wei Location: Beijing·China Hotel>>>>> The following is the interview record: [Reporter]: I heard that today the store will also bring a batch of distribution. Business, how much have you brought? [Wang Wei]: No, they mainly come to understand that there are some brands that we are not familiar with. There are more than 30 brands in the Beijing-style alliance. Everyone knows only a dozen. [Reporter]: What is the current ratio of Red Star, dealer-opened stores and factory-operated stores? [Wang Wei]: Affirming that 70% of the status quo is done by dealers, 30% is done directly by the factory, but compared with the previous two years, the proportion of factories is still rising, and the higher the proportion of big cities. Wang Wei, Vice President of Hongxing Meikailong, General Manager of Beijing-Shanghai Southwest Region [Reporter]: Why is the proportion of direct sales in big cities? [Wang Wei]: The cost of doing distribution in big cities is relatively high, including sampling, channels, etc., which have high requirements for dealers' comprehensive operational capabilities. It is not always possible to find a dealer that meets the standards. If the factory does it directly, the risk is smaller. And the factory itself will do more money than the dealer. On the one hand, the factory products are easy to replace and the products are always new; on the other hand, the dealers' procurement links are eliminated, and the manufacturers have manufacturing profits and distribution Lin Run, and the anti-risk ability will be stronger. [Reporter]: How much can the proportion of stores opened by dealers in the third- and fourth-tier cities be in the store? [Wang Wei]: Basically, 90% of the third- and fourth-tier cities are like this. [Reporter]: Most of the home disputes were exposed to dealers. Dealer management, is it the most troublesome thing in the store? [Wang Wei]: That is not necessarily the problem. There are some problems. Both must be managed. First of all, who is the agent who has to manage it well, the factory itself has a very important responsibility. It is necessary to do a good job in the channel and strengthen the comprehensive management training ability of the dealer. This is a very important job of the factory. Who can train the dealer? Well, who has a strong team of dealers, this brand will definitely not be bad. Secondly, we mainly manage these products and distributors in the store. He manages with us the degree of cooperation and compliance management. The main education and training responsibilities are factory. [Reporter]: Which dealers do you know better in managing the brand? [Wang Wei]: Any good brand, dealer team management can be, all bad brands, dealer teams are average.