The Subtle Relationship Between Distributors And Channel Managers

How does a channel (customer) manager manage distributors (customers)?

What are the contents of managing distributors (customers)?

What role do distributors (customers) play in channel management?

With my own work experience, I would like to make a more vivid explanation below, and make an exchange of experience with your marketing friends.

　　把经销商（客户）当成合作伙伴或家人 

Partners or family members, as the name suggests, are channel managers who treat dealers (customers) as partners or even family members.

Partners or family members, then, first of all, we should talk about solidarity, unite as one, and unite with the outside world, so as to make a common sense of the outside world and make the heart go all in one piece, so that the common saying goes well, tiger, father and son soldier, and go to a brotherhood; secondly, the manager of the channel (customer) should always pay attention to the dealership's business, and try to make him earn money or make him earn more money. This is the basis for the cooperation between the two sides, and is also the key to maintaining a solid relationship between the two sides. Since it is cooperation

　　把经销商（客户）当成女朋友或情人 

A girlfriend or lover means that a channel manager can sometimes treat a dealer (a client) as his girlfriend or lover, and learn how to talk with a dealer (customer).

How do you do it?

First of all, the development of dealers (customers) should take the spirit of pursuing their girlfriends, not afraid of hardship, not afraid of rejection, and never give up until they reach their goals; secondly, after the initial determination of their girlfriends relationship, the relationship is not very strong. After all, there is no legal constraint. Under the temptation of other countries or other pursuers, they may change their minds and invest in others' arms. If it is lovers, this probability is even higher. At this time, we must try to improve her loyalty to you.

How to improve loyalty?

First, you need to be attractive enough, whether it's personal appearance or your wealth. Second, learn to flirt. Girls usually like flirting boyfriend. Otherwise girls will think you are bored and will throw you away sooner or later.

Managing distributors (customers) is also the same reason. On the one hand, you have to ensure that the products or services you provide are more competitive than the products or services provided by other competitors. On the other hand, you should constantly encourage small businesses. That is to say, we should constantly promote sales channels to stimulate the nerves of dealers (customers) and let them feel that they often have a sweet taste with you. Finally, since we are talking about friends, it is inevitable that we will find it inappropriate to break up after a period of time.

Channel (customer) managers manage distributors (customers) as well, and it is unavoidable to split up with distributors (customers). Sometimes you feel that the dealer can not meet the company's requirements or frequent fouls are adjusted by you, sometimes because dealers change your mind and cause you to passively adjust. No matter what kind of circumstances, the managers of the channel (customers) should be normal.

　　把经销商（客户）当成学生或者部下 

　　渠道（客户）经理把经销商（客户）当成自己的学生或者部下，既然是你的学生和部下，则说明一方面他们在很多地方不如你，需要你不断对其进行教育和培训；另一方面他们对工作缺乏方向规划，需要你来对他们的工作作出指引，具体来说，首先，渠道（客户）经理要不断对经销商（客户）洗脑，让他跟着你的思维走，还要学会给经销商画饼，让经销商能看到无限光明的前途；其次，要经常给经销商提供培训，包括技术培训、营销和管理培训等等，以提高他们的工作效率和改善工作业绩；再次，要给经销商（客户）的工作作出指引，告诉他们应该朝哪个方向努力，并协助他们制定具体的工作计划；最后，既然把经销商（客户）当成学生或者部下，就要帮助关心和帮助他们的成长，这种成长包括管理能力的提升，公司规模的不断壮大，生意不断扩张等等；

Regard dealers (customers) as bad guys.

To be friends, you must have a hand, and even if you are faced with a bad person who can make trouble at any time, you must be alert at all times.

In the same way, when managing a distributor (customer), a channel (customer) manager sometimes takes the spirit of "evil nature of human nature" to treat the distributor as a troublemakers at any time.

First of all, we should always prevent dealers (customers) from disrupting the rules of the game or even doing something harmful to the interests of the company. For example, we should always prevent some dealers from fighting price wars, prevent individual dealers from fleeing goods, and prevent individual dealers from providing false information to deceive the company's promotional expenses. Secondly, once a dealer (customer) violates the company's rules and regulations and disrupts the market, we must punish the dealer (customer) according to the relevant system, so as to make an example and never be soft. Finally, there is also a constant conflict between them. There is often a conflict of interest among distributors (customers). At this time, we need the channel (customer) manager as the intermediary to coordinate.

To sum up, the channel (customer) manager sometimes treats them as partners when dealing with distributors (customers). He should unite to speak honesty and friendship, and sometimes treat dealers (clients) as girlfriends. He should apply the experience of flirting with his girlfriend and his girlfriend to the development and management of dealers (customers). Sometimes, dealers (customers) should be treated as their students or subordinates, and they should be taught and guided regularly. Sometimes they should be regarded as troublemakers and always be on guard against bad deeds.

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