INDUSTRY

在正常情况下，代理商将有竞争代理国际知名品牌的实力，国内品牌将成为“代替。”然而，在河南，有这样一个好的代理人作出全国性的大品牌，任他和国内品牌护送一个“突破亿元大关，年销售”坚持。他是总经理，河南鑫源张庆林天。

主通道资源，为民族品牌
“保驾护航”
20世纪90年代初，张庆林，河南看到市场的发展空间，放弃了12日在河北为基础的业务，他来到河南。在1998年，新源路日冲进了第一个分销商的城市，当时，在第一线限制了城市竞争力的国内品牌最多，而诸如战略中心宝洁的品牌，并没有没有得到有效延伸到乡镇市场，从改革开放后，河北成熟市场的经验，见张庆林，河南人口众多，交通便利，未来市场将变得乡镇，以及较低的国内品牌价格，从其中挑选优质品牌，就一定能够取得成功。
在广东，张庆林副广东名人谨慎选择产品的制造商很多天，他坦言，选择名人，名人更由乡镇矿业市场信心和活力的深度价值。名人品牌，代理期间，由于低生产成本的战略，一个瓶洗发水的价格仅为2〜300万美元，销售渠道主要是农村市场。
作为该公司的结果也是一个名人，她刚刚开始，在河南市场，名人鑫源化工公司，并达成了战略合作协议，厂家给予较大的利润，使鑫源由于二，三级分销商利润也很可观，他们很高兴为促进大师系列赛。随着电视名人广告的帮助下，迅速打开了乡镇市场，当地人眼里已经成为一个品牌。
与此同时，新源的顺势疗法的日常运作的渠道将成功地扩展至河南省，二级和三级市场。今天，乡镇的市场将变得更加复杂，重大的国际品牌竞争下沉渠道，但鑫源日期已经主动采取行动，并迅速掌握了渠道资源，第二和第三国市场交易，以维持良好的业务关系。
张庆林坦言，“对国内品牌的精确值开头的低价格，高利润，但后来我发现发展过程中，一个不知名的牌子国家的成员，在业界引起相当大的知名品牌就可以将他们成功的喜悦，和名人品牌最后风光不再，让我觉得我是为他们的儿童的悲惨，是一个可悲的高科技还我发现是他的目标是相同的无所适从在一个品牌好，让他能够保持长期的生命力。“
后名臣公司和广东省合作，在过去的，除了经历名人品牌，张庆林的阵痛还会见了很多几年的运作品牌的消失整个过程的高峰。广东省企业，张庆林名臣公司数千日期感受到的全部力量来完成的优秀民族品牌的决心。 2001年，他选择了公司的副名臣蒂花展的通过自己的渠道资源，花卉，展示河南蒂迅速进入二级和三级市场，在2003年和副名臣公司在美国王。随着国内企业名臣日成为领导厂商，张清林也很高兴：“与品牌共同成长，护送人去完成一个民族品牌做好。”

优化二级和三级分销网络
20世纪90年代，批发市场，许多公司都在摊位办公室基本上为全国第二和第三个下拉商品送货上门等所有地区分销商，只要谁的人已经购买了，代理商只是为了出售。虽然这种治疗方法的便利，但同时也带来了一系列问题，第一，代理商有时不知道具体地点的分销商，研发中心和一些容易，二是农村市场的容量有限，分销商过度数量，利润空间将被压缩。作为一个并不想代理一个低利润的分销商，有没有这个品牌的市场前景。
张庆林说，在2001年广东电视台，已成为当地企业单位的投资。有些本地企业的力量是热衷于在广东省广告的黄金时间竞争，同年第一电视台，上海美容展在超过50个国内品牌参展。就这样忙火灾的情况下，一天的竞争已成为激烈，如何突破，成为主要的制造商和代理商思考的问题。鑫源
一天在发展进程的推进，认识到为企业发展的渠道的重要性，在这届会议上，两个，三个，尤其是分销商，利益应受到重视，一旦他们失去了信任，并帮助开展企业是有害无益的。 ，河南本地品牌，鹤壁天元公司在昙花一现，就这样贾庆林了解这个道理的重要性，并开始处理两个或三个分销商，在小组存在的问题。对乡镇市场
，张庆林取消一些分销商的经营权，并选择一个更加坚实的实力分销商进行合作，做一方面的话，有利于更有效的销售政策的执行，另一方面，可以保证企业利润分配，改善当地的市场份额。和品牌的忠诚度经销商将会更高，更愿意日期和代理商鑫源品牌合作。代理美国2003年，当王新元对进入该市场的迅速进入天，取得了良好的销售。张庆林
认为，重视终端，重视两个或三个分销商的利益，不只是为了提高利润率这一个方面，但应该在所有的战线第二，三级分销商的服务，例如作为新元对经常书记天发送到第二，三级分销商提供的许多礼物，并积极转移易货贸易。护理，为代理商和第二之间三级分销商的关系更密切的联系。

National brand to do a good job escorting the people - an exclusive interview with General Manager of Henan Xinyuan Zhang Qinglin day

Under normal circumstances, agents will have the strength of competing agents internationally renowned brands, domestic brands will become a “substitute.” However, in Henan, has such a good agent to make a big national brand him as Ren and insist on domestic brand “escorting” a breakthrough billion mark in annual sales. He is general manager of Henan Xinyuan Zhang Qinglin day.

master channel resources,
for national brand “escort”
20 century and the early 90s, Zhang Qinglin, Henan see the development of the market space, gave up a day in the Hebei-based business, he moved to Henan. In 1998, the date of Xinyuan Lu washed into a city of the first distributors, at that time, most of the domestic brands in the first-line limited the competitiveness of cities, while P & G brands such as the strategic center, has not yet been effectively extended to the township market, and from the reform and opening up the market after the Hebei sophisticated experience, see Zhang Qinglin, Henan its large population and convenient traffic conditions, future market will be much the township; and domestic brands of lower prices, from which the selection of excellent quality brands, will certainly be able to succeed.
day in many of the manufacturers in Guangdong, Zhang Qinglin careful choice of Deputy Masters of Guangdong’s products, he said frankly, select celebrities, celebrities are more valued by the depth of mining township market confidence and vigor. Celebrity brands in the proxy period, because of the low-cost strategy for manufacturers, the price of a bottle of shampoo just 2 ~ 3 million, sales channels largely rural market.
as a result of the company is also a celebrity has just started, in Henan market, celebrities Xinyuan Chemical Company and reached a strategic cooperation agreement, the manufacturers were given a larger profit margin, so Xinyuan given II, the three-tier distributors of the profit will be considerable, they are happy to promote the Masters Series. With help of television celebrity ads, quickly opened the township market, the eyes of local people has become a brand.
At the same time, Xinyuan day operation of the channels of homeopathy will be successfully extended to the Henan Province, secondary and tertiary markets. Today, the township’s market will become more sophisticated, major international brands competing sink channel, but Xinyuan date has been to seize the initiative and quickly mastered the channel resources, with the second and third market dealers to maintain a good business relationship.
ZHANG Qing-lin said frankly that “the beginning of the exact value of domestic brands are low prices, high profits, but later I found the process of development, a national membership of unknown brand, resulting in the industry quite well known big brands, can bring them the joy of success, and celebrity brands Finally passed their prime, and let me feel that I was the same as the loss of their children sad, sad one of the hi also I found that to be his goal is to do a good job in a brand and allow him to maintain long-term vitality. “
after名臣Company and Guangdong co-operation over the past few years which, in addition to experiencing the throes of celebrity brands, Zhang Qinglin also met a lot of brands to disappear from the peak of the entire process. Date of thousands in Guangdong enterprises, Zhang Qinglin名臣company felt the full force to do the determination of outstanding national brand. In 2001, he has chosen Deputy名臣Inc. pedicle of the flower show, through their own channels resources to the flower show pedicled Henan quickly into the secondary and tertiary markets, in 2003 and Deputy名臣company’s US-Wang. With名臣date of the domestic companies to become manufacturers of leaders, Zhang Qinglin also are pleased: “with the brand and grow together, escorting people to do a good job of national brands.”

Optimize secondary and tertiary distribution network
20 century 90’s, the wholesale market that many companies are basically in the stall office, waiting for all parts of the country’s second and third pull goods door-to-door distributor , as long as someone who has bought, agents just to sell on. Although the convenience of this treatment, but also brought a wide range of questions, first, agents sometimes do not know a specific place the number of distributors, R & D center and easily; Second was the limited capacity of the rural market, distributors excessive quantity, profit margins will be compressed. As a distributor for one do not want to proxy a low profit margin, there is no market prospects of the brand.
ZHANG Qing-lin said that the Guangdong Television in 2001, has become the investment of local enterprises Units. Somewhat the strength of local companies are keen on the first television station in Guangdong advertising, competition for prime time, and the same year, the Shanghai Exhibition Cosmetology domestic brand exhibitors on more than 50. It is so busy fire situation, the day of competition has become fierce, how to break through, become the major manufacturers and agents thinking problems. Xinyuan
day in advance of the development process, recognizing that the channels for companies to develop the importance of, and in this session, two, three distributors in particular, benefits should be taken seriously, once they lose the trust of and help carry out the business is detrimental rather than beneficial. And Henan local brands, Hebi Tianyuan’s a flash in the pan, it is so Qinglin understand the importance of this truth and begin to address two or three distributors that exist in groups of questions.
against the township market, Zhang Qinglin cancel some distributors the right to operate, and select a more solid strength distributors to cooperate to do so on the one hand, is conducive to more efficient implementation of sales policies, on the other hand, be able to guarantee the distribution of business profit margins, improve its local market share. And distributors for the brand loyalty will be higher and more willing to date and Xinyuan brand of agents to cooperate. Deputy United States in 2003 when Wang, Xinyuan day of the rapid entry into the market, achieved good sales. Zhang Qinglin
think, great importance to terminals, attach importance to two or three distributors of benefits, not just to improve its profit margins this one aspect, but it should be on all fronts for the second, three-tier distributor of services, such as Xinyuan on the day of the regular clerk sent to the second, three-tier distributors to deliver to the many gifts and actively transferred barter. Care for the agents and the second, the relationship between the three-tier distributors more closely connected. (08-9-24)