How to be a good beer distributor?

1, fuzzy rebate, price supervision, to ensure the profit of dealers. The whole operation idea of Tonghai Business is how to make dealers make money and how to help dealers make money. In price management, we don't use one-time price to prevent dealers from driving up prices. On the rebate, a fuzzy rebate standard is formulated. According to the dealer's one-time purchase quantity, sales cycle, terminal coverage, price execution and other key indicators, the assessment cycle is once a month, and the rebate is redeemed once a year according to the assessment score. 5~ 10% rebate can be obtained before the end of the year, and the dealers are also satisfied. Under the conditions of interest protection and strict market management, dealers have no incentive to destroy the price system, and the sales of amber beer are guaranteed. 2. Off-season market and peak season sales. In the off-season of beer sales, Tonghai Commerce requires salespeople to do marketing, promotion and advertising vigorously, which runs counter to traditional beer enterprises. Amber beer is just such a practice, which eliminates the distinction between light season and peak season in Anyang market, establishes a brand and stabilizes the distribution network. 3. Develop sales and service manuals and control terminals. Tonghai Trading has specially designed a sales and service manual according to the end customer files, and every delivery to retailers is registered in this manual. The other person in the company is responsible for the statistical analysis, supervision and verification of the registered figures in the manual, effectively grasping the purchase, sales and storage of each terminal customer, responding to various changes in the market in time, and breaking the myth that the beer industry can't control the terminal! 4. Establish a secure payment credit system. Through a period of trial cooperation, Tonghai Trading evaluated the credit rating of downstream dealers and set different payment credit lines. Within the safe credit limit, the goods can be delivered first and then collected, which ensures the timely delivery of goods in the market. Because the strategic alliance has been established and the management of the distribution network has been strengthened, there is basically no hurry to pay back the money. 5. Do direct sales first, control the terminal by yourself, and then find two suppliers to deliver the goods, and firmly control the quality of the franchisees. Tonghai Business has always taught business people not to be afraid of hard work, not to be lazy and save trouble, and alliance dealers must have a small quantity rather than an excessive quantity. 6. Pay attention to advertisements. Tonghai Commercial implements an "overwhelming" advertising plan, and all items that consumers can see and touch are printed with amber beer signs as far as possible, such as door handles, shop signs, clothes, screwdrivers, ashtrays and vehicles. Now it seems how common these actions are, but ten years ago, in Anyang market, they were absolutely original! 7. Pay attention to public relations, and constantly improve the visibility and brand image of amber beer. Tonghai Business will call TV stations, newspapers and other news media for on-the-spot coverage when holding consumption promotion activities or annual dealer exchange meetings, and sometimes invite government officials to present awards on the spot. 8. Promotion and incentive strategies of distribution members. The promotion strategy for dealers is mainly in-kind rebate, and Tonghai Commerce has formulated different in-kind reward policies for different sales volumes. Distributors set their own annual sales targets. As long as the target sales volume is reached, Tonghai Trading will cash in that kind of reward, most of which are commercial vehicles such as cars, tricycles and bicycles. The promotion strategy of Tonghai commerce to retailers is mainly the promotion of points cards. Retailers give away a bonus card every time they sell a bottle of beer, and different numbers of bonus cards can get different prizes. The more retailers sell, the more loyalty cards they get, and the more loyalty cards they collect, the more valuable the prizes they get. Promotion cards are valid for a long time and prizes can be redeemed at any time. Once retailers sell amber beer, they have the "addiction" of collecting reward cards to win prizes. Tonghai Business also launched a lottery promotion for consumers, and different prizes can be obtained through the zodiac pattern on the bottle cap. Every promotion of amber beer is notified in advance, and the terminal sales staff are in place, so the promotion policy has been well implemented. Dealers, distributors, retailers and consumers have established mutual trust through promotion, and promoted the promotion effect through mutual trust. 9. Pay attention to the training and assessment of dealers. Tonghai Business spared no expense to hire professional trainers to train dealers in marketing management knowledge. Convene dealers regularly for professional training, which was unprecedented in Anyang in the 1990s. Through training, on the one hand, the dealer's business ability is improved, on the other hand, the customer's goodwill is increased. 10, pay attention to the development of modern channels, mainly supermarkets and catering channels. Tonghai business can formulate marketing strategies according to the characteristics of modern channels and grasp the development trend of the market. At present, the concentration of beer industry is getting higher and higher, and the sinking of channels is the urgent desire of many beer enterprises. However, in the process of channel sinking, it is inevitable that it will be chaotic as soon as it is released, and it will die as soon as it is caught. It is difficult for beer enterprises to control terminals only by the strength of manufacturers, so it is particularly important for manufacturers to establish distribution alliances.