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        N新聞動態News



        N凈水器代理商怎樣才能做好凈水市場首頁新聞動態

        來源:深圳市清山泉凈水設備有限公司   閱讀:197   時間:2019-08-15

          凈水器的普及吸引了很多投資者成為凈水器的代理商,但是如何成為代理商,成為代理商的必要條件是什么?


        凈水器代理


        一、良好當地社會資源,為發展贏取過渡期

          基于終端凈水行業的非成熟屬性,市場對產品的不完全了解,決定了良好的當地社會資源對于經銷代理商生存和發展具有非常的意義,這里的社會資源包含兩個層面,一是親戚朋友等個體資源,二是機構單位的社會資源。

          不管是經銷還是代理,在市場拓展初期都必然要經歷一個過渡期,而這個階段卻涉及生與死關鍵階段,通常長達4~6個月。根據筆者多年凈水行業服務經驗,一個普通經銷代理商,在選擇終端凈水產品之前,多數并沒有對其所運作的市場做太多的前期準備工作,在取得代理經銷權后,一般首先是利用身邊親戚朋友和擁有的單位關系資源,以快速形成現金流,形成關系營銷。關系營銷的啟動,在這個時期對銷售增長是非常明顯的。舉個例子,某品牌上海區域代理商,代理A品牌凈水產品已經三個月,銷售非常不錯,信心也非常強。他的銷售秘訣很簡單,隨身攜帶TDS筆和水質電解器,不論到親戚還是朋友家,在喝水之前都拿出這兩件寶貝當場做水質實驗。大家都知道,TDS筆能夠反映自來水中的固體溶解物的多少,而自來水通過電解,顏色對比亦很恐怖,恐嚇和人際關系的結合,只要給予足夠的演示時間,加之因為關系的存在故而不信任得以解除,達成銷售應該不難。

          如果社會關系資源比較好,在取得經銷代理權后數月內,可以形成有效銷售維持生存并為下一步發展提供場拓展與創新更多的時間準備。在此期間如果能夠做成一些單位資源,那會效果更好,等于淘到了凈水行業的第一桶金。但是,這樣的銷售達成不是長久之計,在4~6個月過渡期后,不同的經銷代理商會顯現出完全不同的發展狀態:一部分利用這個緩沖期積極尋求和嘗試市場新的發展模式和方法,取得更大的發展,形成規模市場。但是更多的經銷代理商卻是滿足現狀,用完身邊的資源后對市場無計可施,于是乎發展受阻甚至關門歇業。

        二、拋坐商做行商,勤奮累積市場

          很多做凈水產品的經銷代理商,多是原來做家電、太陽能、五金水暖等經銷商代理,而且夫妻店居多。這些代理商有個通病,坐商行為嚴重,而這恰恰是做凈水經銷代理的大忌。

          終端凈水市場是剛興起的非成熟市場,大眾對產品的功能和價值還不是很了解,如果單純依靠開一個終端銷售門面,坐等消費者上門購買的銷售模式是不太現實的,不可能等來上門者,需要經銷代理商動起來,做好市場推廣工作,如小區推廣、工程推介、單位聯絡、社區科普宣傳等。通過這些活動,將凈水產品的必要性和價值推介給消費者,促進購買興趣,并為后期市場拓展奠定品牌及市場基礎,而店面充其量是體驗和購買場所,對購買者是一個信心支撐和形象廣告的需要。在為某企業做深度分銷樣板市場時,有個代理商就做得不錯,上貨一周就賣出十幾臺直飲機,其實店面并不處于繁華市區,出樣也不多,該代理商充分利用格力空調及皇明太陽能做工程的資源,給一些單位、茶樓、飯店及其他營業場所安裝了直飲水系統,后來他將凈水產品一起整合到工程產品銷售中。而這種工程銷售模式,對非成熟市場銷售而言,是非常有效的。只有更多的人體會到了凈水與自來水的不同,才會帶動更多的無需廣告的銷售,這就是工程和團購銷售帶來的體驗式普及銷售模式。

        三、宜在市場分銷上發力,莫貪圖單品高利潤

          終端凈水市場還處于非成熟化發展階段,由于信息的不對稱性和市場規模的限制,代理經銷利潤相對較高,一臺家用產品銷售毛利甚至可以超過進貨價格幾倍。因此不少經銷代理商固守單品銷售利潤不放,認為高昂的價格同樣可以帶來不錯的收入,何必勞神去拓展網絡?小富即安的心態導致不注重市場渠道的拓展,市場總量和利潤難以突破。如此會產生兩個弊端:

          第一,難以在區域市場樹立品牌和影響力,當市場發展相對成熟時必然喪失主動權,甚至可能遭遇被淘汰風險;

          第二,由于放棄市場網絡拓展,規模效應得不到體現,也違背所代理品牌企業網絡發展的戰略構想,同樣可能遭致被優化淘汰的危險。

          要想在凈水行業或者在所代理品牌眾多客戶中有話語權,市場網絡的發展和完善必不可少。

        四、以分享理念共同推進區域市場發展

          市場的非成熟性,決定凈水行業的發展需要遵循分享合作主旋律。具體到渠道經銷代理層面,分享主要包含兩個方面:

          第一,在區域市場,不同品牌代理經銷商要有分享的理念和胸懷,橫向聯合,共同推進本區域凈水市場。目前市場對凈水產品的理解和價值認同還不高,市場開發和產品銷售具有相當的難度,需要聯合一切可以聯合的力量,先共同將市場培育起來,將蛋糕做大,一旦蛋糕做大了,誰都有機會分享,這是發展的前提。

          第二,區域經銷代理商需要從整體市場拓展層面出發,縱向聯合一切可以合作的力量,讓自己的網絡更完善,并與合作者分享利益。擁有代理區域完善的立體的銷售網絡,將是經銷代理商的最大價值所在,而此項工作如果完全靠自己的力量去做,顯然事倍功半。那么分享則是最好的方法,尋找更多的合作伙伴,讓更多的人成為你市場網絡的結點。這個結點可以是個人的,如保險業務員、具有影響力的關鍵人物比如村干部、社區領導等,讓他們幫你去推介產品,這是事半功倍的效果;也可以是多種經營終端,如在建材網點、太陽能專賣店、水暖經營、美容院、家裝設計公司等終端場所設置陳列展示并讓其去推介,這樣將你的網絡滲透到市場的每個角落,做一個不可替代的有價值的經銷代理商。

        五、完善的售后服務會讓營銷變得輕松有效

          凈水產品的售后包含兩個方面,一個是售后安裝,一個是后期維護。做好這兩方面,需要代理經銷商花費大量心思和精力,而這直接關系市場拓展和經濟利益,也是目前大部分代理經銷商所缺乏的。

          從售后安裝來說,凈水產品與空調、太陽能類似,產品出廠只是半成品,需要良好的安裝才算最終完成產品的生產,良好的安裝對于產品性能的發揮及用戶的滿意度提升是非常重要的。這需要經銷代理商或者售后人員花費時間、人力、物力去向廠家或第三方機構學習和培訓,達到非常熟悉產品結構及安裝技巧,并且在安裝過程中還需要非常的細心和耐心,因為正常安裝一臺純水機,差不多需要一個半小時,這還不包含另外鋪設管線時間。

          售后維護方面是目前終端凈水市場發展的軟肋。雖然售后服務對經銷代理商來說是一個盈利的來源,也是后期市場拓展的有效廣告傳播,但是很少有經銷代理商能夠做到很好,一方面整體代理經銷商大部分是夫妻店形式,缺少科學有效的方法和持之以恒的落實,二是對售后維護的重要性認識不足。

        六、耐得住寂寞,堅持可以勝利

          如果與從事凈水產品經銷代理的朋友聊聊感受,估計十之八九會涉及到苦、累、挫折、信心等關鍵詞!終端凈水市場非成熟狀態,市場拓展難度非常大,需要經銷代理商做大量的基礎性工作,科普推廣、促銷、展示、網絡開發、售后維護等等缺一不可,同時這個行業沒有成熟的經驗可以借鑒,而且在付出大量精力后,市場也不一定是立刻就有好的收獲作為回報。因此,凈水經銷代理商要有一顆耐得住寂寞的心,抱著對市場未來堅定的信心,持之以恒的堅持下去。在某品牌企業舉辦的營銷論壇上,四川成都一代理商的話語或許表達了絕大多數代理商的心聲:我們目前經營非常困難,企業也給了我們一些市場拓展的方法,但銷售量還是上不去,還在苦撐著。但是我相信,終端凈水產品一定會普及起來的!

          終端凈水行業是個值得關注和投入的行業,但是作為行業的經銷代理商,需要從改變環境和心理做起,拋棄短期投機思想,做好市場基本功,要有一份分享的心態,充分利用并發展更廣闊的資源。當這些工作你都已經做得很好的時候,你是可以生活得很好的。尤其當凈水普及機會來的時候,那將是你事業突飛猛進體現你人生價值和成就感的時候。
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