Company dealer management standard
2012-05-21
First, establish a sound system for the investigation of the dealer cooperation
When the manufacturer to open up new markets or to expand sales to find partners, the dealer selection is a full, scientific evaluation is necessary, so also reduces the risk of the growing competition in the market. Therefore, it is very important to evaluate the dealer before the cooperation.
The contents of the assessment should include:
1 dealer's credit status:
Including: enterprise development status, reputation in the industry, the history of trading records, etc..
2 dealer's financial position:
Including: the nature of the enterprise, the registered capital, the source of funds, the enterprise debt, the ability to repay the debt, the account receivable and so on.
3 dealer operating status:
Including: the company's development direction, the main sales channels, whether there is the experience of the industry, whether there is a proxy agent selling products, sales team, sales scale, warehousing, logistics and distribution systems, etc..
4 person in charge of personal information:
Including: social status, family background, family members, personal hobbies, etc..
Two, to have the cooperation of the dealer's supervision:
1. To strengthen the awareness of distributors of payment: dealers in dealing with accounts payable, according to the following principles and the choice of payment order:
(1) how much contribution to the dealer's profit;
(2) how much is the amount of the sales amount of the agent:
(3) the status of the agency's products in the minds of dealers:
(4) the maintenance of customer relationship:
(5) the tightness of the manufacturer to the extent of the money management:
To constantly strengthen awareness of distributors of payment, will be the company's payment order in front, is our goal and direction.
2 control of delivery to reduce accounts receivable:
According to the actual operating situation of the dealer, the use of the "multi - batch of a small amount of" method can effectively control the accounts receivable. According to the personal experience of the past, to the monthly delivery of 1 - 3 times is appropriate, that is, the amount of each shipment is 10 - 20 days of sales.
3 Establishment of the dealer's inventory management system:
Through the dynamic management of the dealer inventory (sales frequency, sales number, coverage area), to understand the dealer's operating condition, to ensure the normal operation of the sales, and effectively control accounts receivable.
4 minimize to the dealer customers on behalf of goods:
Local distributors to encourage them to pick up the goods; different distributors, delivery as far as possible to the dealer; if the dealer to the customer, must have the dealer to sign the procedure, to avoid the issue of signature issues, resulting in a dispute.
Three. The risk signal of the dealer's arrears:
In the daily management, management, some of the information on the dealer, the security of the manufacturers payment is a warning. Such as:
1 office locations by high-grade to resist the relocation:
2 frequent replacement of management, business, the company to increase the turnover:
3 legal proceedings by other companies:
4 company financial personnel often avoid:
5 payment is more than in the past:
6 times to destroy the payment commitments:
7 often can not find the company responsible person:
8 company responsible person accident:
9 the company's decision-making layer has a serious internal contradictions;
10 the company has other not clear profit investment or speculation:
11 abnormal return phone:
12 out of a promissory note;
13 bank refund (reason: insufficient balance);
14 accounts receivable is too much, the difficulty of the return of funds;
15 conversion bank is too frequent:
16 to sell at a low price (lower than the supplier's low price);
17 suddenly a large order (far beyond the regional sales capacity);
18 developed too fast (with management, management can not be synchronized development);
When the dealer appears more dangerous information, the factory should take decisive and rapid response measures, can reduce the risk of recovery of accounts receivable.
Real-time News
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2022-07-20
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