In 2011, with the changes in the international and domestic situation, the development of the stone industry, trade protectionism prevailed, and various anti-dumping investigations continued. This is different from previous years. In this regard, the stone industry needs to adjust its product structure, marketing model, and comply with China’s “expanding domestic demandâ€. In addition to the overall deployment and policy support for maintaining growth, the key is to strengthen the ideological construction with the channel as the king.
Then, how should the channel be constructed? Here are some views:
1. Clearly define the channel model, clarify the division of labor and cooperation between companies and channel partners, including which distribution channels to choose and how to divide the responsibility between the company and channel partners.
2. Formulate a reasonable channel partner benefit distribution policy, reflecting reasonable incentives and effective control of channel partners, mainly including how companies manage and incentivize distributors and wholesalers at different levels.
3. Strengthen and improve the management of sales teams to systematically improve the efficiency and quality of sales staff. Companies adopt systematic measures to establish and maintain competitive sales teams.
4. Establish an effective sales support system and optimize it continuously, including the optimization of human resources management system such as recruitment and training support of sales force, and a set of technical solutions required by sales and channel strategy.
5. Effectively manage modern channels, including the establishment of comprehensive and accurate information and management foundations, and implement sophisticated and differentiated services and management strategies, as well as targeted skills development and capacity enhancement for sales personnel.
6. The promotion of sales channel reform, according to the actual situation of the company and the market demand, organically integrate the above five aspects to optimize and improve the opportunity points to form a systematic sales channel reform program and implement it step by step.
In addition, companies should also combine multiple factors.
On the one hand, the stone industry must adjust the product structure, marketing model, and enterprise organizational structure. Each company must maintain a healthy competition, avoid unnecessary internal consumption, learn the marketing concepts and models of the ceramic industry, take the road of industrial integration, and build the industry's Aircraft carrier-class enterprises.
Secondly, the stone industry should comply with China's overall deployment of "expanding domestic demand and ensuring growth", increase the development of the domestic market, consolidate the eastern region, and develop the central and western regions. It should not blindly expand reproduction.
Finally, using the policy support of countries such as the reduction of import tax rates for bulk materials and the improvement of export tax rebates, implement a diversification strategy in the international market, consolidate markets in Europe, America, Japan, and South Korea and develop emerging markets.
The company pays great attention to these major aspects, combines itself, flexibly uses its own advantages, and strives to win in change so as to achieve good development.
Then, how should the channel be constructed? Here are some views:
1. Clearly define the channel model, clarify the division of labor and cooperation between companies and channel partners, including which distribution channels to choose and how to divide the responsibility between the company and channel partners.
2. Formulate a reasonable channel partner benefit distribution policy, reflecting reasonable incentives and effective control of channel partners, mainly including how companies manage and incentivize distributors and wholesalers at different levels.
3. Strengthen and improve the management of sales teams to systematically improve the efficiency and quality of sales staff. Companies adopt systematic measures to establish and maintain competitive sales teams.
4. Establish an effective sales support system and optimize it continuously, including the optimization of human resources management system such as recruitment and training support of sales force, and a set of technical solutions required by sales and channel strategy.
5. Effectively manage modern channels, including the establishment of comprehensive and accurate information and management foundations, and implement sophisticated and differentiated services and management strategies, as well as targeted skills development and capacity enhancement for sales personnel.
6. The promotion of sales channel reform, according to the actual situation of the company and the market demand, organically integrate the above five aspects to optimize and improve the opportunity points to form a systematic sales channel reform program and implement it step by step.
In addition, companies should also combine multiple factors.
On the one hand, the stone industry must adjust the product structure, marketing model, and enterprise organizational structure. Each company must maintain a healthy competition, avoid unnecessary internal consumption, learn the marketing concepts and models of the ceramic industry, take the road of industrial integration, and build the industry's Aircraft carrier-class enterprises.
Secondly, the stone industry should comply with China's overall deployment of "expanding domestic demand and ensuring growth", increase the development of the domestic market, consolidate the eastern region, and develop the central and western regions. It should not blindly expand reproduction.
Finally, using the policy support of countries such as the reduction of import tax rates for bulk materials and the improvement of export tax rebates, implement a diversification strategy in the international market, consolidate markets in Europe, America, Japan, and South Korea and develop emerging markets.
The company pays great attention to these major aspects, combines itself, flexibly uses its own advantages, and strives to win in change so as to achieve good development.
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