Three Questions About Agents

First of all, we will find that we can not replace the products and manufacturers. Acting a product is actually not an easy task. You have to do it. website To do pre promotion, we need to train our salesmen and technicians to be familiar with products. These are invisible costs. Therefore, at the very beginning, we should be cautious. If we change our products, we will make your customers doubt your business. If the product is out of question, it will have a greater impact on the brand image of the company. Not much money can be retrieved. So at the very beginning, it is best to be prudent. If we make a comprehensive assessment, we can see that the previous choice is wrong and we should not change it, or we need to make great efforts to replace it in order to achieve long-term development.

Question 1: there is a small company, but the boss is from a well-known enterprise out of the main R & D Engineer, the price is relatively low, the service is still more enthusiastic, can you act as his product?

When a R & D Engineer starts a company, it will inherit the previous technology precipitation. Because the price and service of the new company will have some advantages to win customers, work for themselves and work for others, the sense of responsibility will be higher. It is possible to make the product better. However, there are also some aspects that are not conducive to agents. First, when the company was established, the capital and human resources market channels are fragile. It is impossible for them to have more R & D investment in the short term, fewer customers and less market feedback. The strength of the company is not easy to collapse in bad competition environment. If the strength of the manufacturers is not strong, the strength of the agents is strong enough to make the products ready. Personally, I think at least a good match can be achieved, and we can accelerate the development with the help of product platform and brand platform.

Question two: is the function of the product the more the better? How to treat the personalized service of the manufacturer is the advantage of the product?

Personally, I think product quality is more important than comprehensive function. If you are just an engineering contractor, it is good for a project to function with those functions. If you are an agent, functional evaluation, I feel that as long as this product has to meet the functional needs of most of the customers can be, with the development of the factory, the function will be more and more complete.

For personalized service (modify the program, custom shape, etc.), I suggest that agents do this: first, we should try to guide customers to abandon personalized service needs, and if we can not guide them, we should give up. To do personalized service, the business is on the surface. In fact, the cost is very high, and there are a lot of trouble behind it. For example, half meet, and the customer asks for new requirements. If you promise or not, you will not be willing to pay. Promise that customers may not increase the cost. Even if you add money, customers may not understand your input cost. If a personalized service is made (modify the program), because the program has just been modified, without adequate testing and market testing, it is likely that there will be some design mistakes that have not been considered before, or too low cost estimates. The product is unstable, and the customer starts complaining about your product's failure. Many small and medium-sized enterprises do not do much, one of the main reasons is that the immediate interest is too much to be seen, but the long-term development of the enterprise and the construction of the core competitiveness are ignored.

In addition, personalized service is also an observation object that can evaluate the strength of the manufacturer. Yes Strength There are usually two kinds of factories. practice 。 First of all, they do not want to make personalized services. They believe that if the quantity of products can not rely on personalized services, they should make general products to meet the needs of most customers. In order to ensure that the R & D plan is carried out in the plan, we should give up the small benefits brought by the personalized service. (manufacturers do not do personalized service, does not mean that they do not attach importance to customer needs, if a personalized demand is becoming increasingly popular or promising, they will do their upgrading products. Second, to abandon the needs of personalized service for small customers, the company has specialized departments to meet key customers (you purchase more than 5% of their sales volume). Demand for personalized services, high fees, to earn personalized services with high added value.

In order to survive, some small factories with poor strength will be keen to make personalized services in order to earn original accumulation funds. The weak manufacturers, the quality of products, the competitiveness of subsequent development are all the issues you should consider.

Question three: can I act as a proxy for the three grades of high school products to meet the needs of different grades of customers? Do I represent two or more manufacturers in each grade, and find out which one is not good and which one will be abolished?

There is no clear answer to this question. The key is to see a few elements, the first is your own strength. Second who are your target customers? Third, do you have any advantage in facing the target customers and other competitors? Some agents are not strong enough, less than 10 people, only hundreds of thousands of liquidity, agents and access control attendance, consumer parking products, trying to win customers through one-stop services. Each product also acts as a product of three grades in high school, and there are several models for each product. First of all, your stock is definitely not enough, and there are not many units for each product. There is no spot for every product, so that big customers lose confidence in you. Due to insufficient stocking, there is not a large quantity of orders each time, and the purchase price is definitely not advantageous. The cost is high. If the selling price is set too high, the competitiveness of the sale is small, so it is difficult to do it. The number of products is large, the training cycle for sales and technical personnel is longer, the cost of training is high, or they are not proficient in all products, but they only know a lot of fur. In sales and technical services, they will be significantly weaker than their competitors. If your people are talents, you will be familiar with and proficient in the products of various companies in a short time.

If a grade product is represented by a number of products, it will also make training costs high. The bigger trouble is that the two products may have different marketing concepts. It is not easy for all your salespeople to be able to sell products with different ideas to different customers. And many products have been surrogate, and two companies will be vigilant. They may not go all out to help you grow.

Once the boss of a small company (more than 10 people) told me, "low end profit is too low, competition is too fierce. I want to be high-end, only face big project sales, can I do it?" many people think that in the face of high-end users, the price is set higher, packing is prettier, and the cost of pre investment is higher. In fact, in the face of high-end users, the main factor is to use high-end brands to face high-end users. Brand is the key. Price and packaging are just appearances. If you are not a famous high-end brand, your price will be higher, and packaging will be more refined. Although the price of high-end brand products is relatively high, the purchase price is very high, the backlog cost is very high, the profit rate is not high, and the number of customers who can afford high-end brands is not large. These are no advantages for small and medium-sized enterprises. When people come to your company to see how many people, dozens of square business space, how dare you make millions of projects for you? The cost of the initial stage, small and medium-sized companies may not be able to afford, thousands of pieces of a meal, you have to drum in your heart, your hands are still shaking. In the words of "them", you can't afford to sign your bill if you eat them. Do you have to sign the bill with them? Can the small and medium enterprises afford it? So, is it a high-end product or a low-end product? You need to analyze who is your target customer group according to the strength of the company. If your company has these advantages when facing these customers, if you have the advantage, you will be dangerous if you don't know what to do, or if you are jealous of others' profits (others' wives are beautiful), making product selection and positioning that is not consistent with the specific situation of the enterprise is dangerous.