How do liquor companies develop big customers?

First: We understand who are the big customers and where are the big customers? Sales channels for major liquor customers: target customers (enterprises, institutions); core hotels, famous cigarette hotels. Target customers (enterprises, institutions): This is a large group buying group, and it needs a marketing team and relationships to drive it; don’t be anxious when doing this channel, but be patient. There are no chances to create opportunities and the competition is fierce. Core hotels: They have a certain customer source relationship, especially hotels that are close to some enterprises and institutions, or where high-end people often spend money. As a key development, they can allow your consumers to see your products and consume them. For your products, there may even be opportunities for large customers to purchase products in groups. Famous cigarette hotels: Especially cigarette hotels with mid-to-high-end products, they all have customer resources behind them. There is also a type of cigarette shop that relies solely on retail sales. This is our speed. Self-operated stores are also an attempt. Moutai’s strategy this year is to work with dealers to establish terminal sales stores. Yanghe Blue Classic is also doing this work, in order to better control the terminals and discover changes and drifts in consumers. , obtain more information from consumers. These are some of the ways and channels to discover our big customers. The purpose of weaving a network is to network more customer resources. Complete the information files of major customers, analyze their needs, and do our best to meet their needs. Teacher Jiang Meng will give you an example: Public institutions buy liquor in groups. What they value is the culture of face and class, so this type of customer recommends higher-end liquor. Hotel channels: They sell their own specialties and dishes. Their biggest renewal is to continue to attract customers to spend, increase the number of customers, and serve customers well. Can our liquor sales company help them train their waiters so that their waiters can better serve guests, increase the level of service, and improve the evening service process? Or give the hotel some vouchers, and you can get free drinks at designated locations; this increases the relationship with the hotel, so that we can get more information about customers, such as customer information for weddings, birthdays and other group banquets, which facilitates our sales of drinks. Mingyan Ming Hotel: They also have a lot of customer resources, but they are worried that after you get the customer resources, the customers will stop spending money with them, and they are worried that the customers will be poached by you. This needs to be explained clearly to your distributors. We will help them develop it. The customers are still theirs, and the profits can be shared. Third: Provide strong backing for marketing to major customers: allocate personnel reasonably and form a marketing team. The distribution of marketing personnel must be reasonable. One marketing personnel can be assigned a certain number of customers, or they can be divided according to regional routes. We need to know the local area, how many people there are in the area you are selling to, how many business units there are, how many public institutions there are, how many tobacco hotels there are, and how many core hotels there are. In this way, you can calculate how many personnel are needed. Teacher Jiang Meng suggests that a salesperson should serve 50 customers and not give him too much. Marketing personnel are well trained: the most basic marketing process and marketing knowledge, some public relations skills and business etiquette, customer communication and negotiation skills, and some knowledge of the liquor industry. The software and hardware equipment can keep up: the sales team is well motivated and managed so that they can work with peace of mind; some public relations items and expenses are provided.