After liquor agency, how should hotel channel sales be carried out?

When new products enter new markets, the first is the catering terminal. It is undeniable that the catering terminal can really make the brand expand rapidly. Many manufacturers are willing to take risks in dormant account, and at the same time increase investment in various hardware suitable for hotels. I also want to occupy the hotel's feng shui treasure house. However, hotel owners are also asking too much with the help of the current prime location. Wine is sold on a commission basis, and even several batches of goods can't be settled, which often makes suppliers miserable.

The author thinks that although the catering terminal is important, it can't be operated blindly and can't follow the trend, because more than 85% of the suppliers in this hotel can't make ends meet. If there are 150 hotels in this area, we can divide them into three categories: A, B and C according to scale, passenger flow and word of mouth. Class C hotels are easier to do, because most of them are directly operated by stores. As long as the product quality is excellent and the communication between salesmen is in place, just send some small gifts. Hotels A and B should be carefully analyzed. A and B hotels generally have a lobby manager, a foreman, a bar and a warehouse. And these intermediate links are often the most difficult to deal with. What should I do if I have to deal with them, even if it is a bottomless pit, but I can't avoid it?

The author thinks: First of all, we should not regard hotel owners A and B as a single business relationship, but as distributors in our circulation field. We must firmly grasp every A and B hotel owner and sign a fair, reasonable and mutually beneficial distribution agreement with them. (Because the hotel owner knows that their settlement price is higher than the distribution channel) Cleverly integrate the hotel owner into our sales link. Finally, the hotel will be organized for sale.