In the face of merchants from all over the world who are interested in consignment sales, the most important thing in front of Huaxia Motorcycle is the establishment of a sales network. Pen × fun × Pavilion www. ｂｉｑｕｇｅ。 info How to establish a sales network requires Han Hao, the head of Huaxia Motorcycle, to make a decision.

Without the establishment of a sales network, the sales target of 550,000 units in the coming year will not be achieved.

In this seller's market where motorcycles are produced without worrying about selling, large factories including Jialing and Jianshe are all in the business model and distributed by large households. Each province, or economically developed province, is divided into several major regions, which are underwritten by the corresponding agents. Whoever gives more money and who gives money quickly will be given to whoever is given in large quantities. Relying on the planned economy era and cooperating with state-owned automobile trading companies in various places, they initially established a sales network covering most of the country.

Due to its appearance on CCTV, Huaxia Motorcycle became famous. Now people in provinces across the country have come to the door and take the initiative to ask for sales in their provinces. The advantage of this model is that manufacturers don't have to worry about it, and they only need to deal with a few large dealers. The disadvantage is also obvious, that is, the manufacturer cannot control the sales network. Once the market is bad, it is easy to overstock goods in the warehouse.

If you just take a handful of money in the motorcycle market and leave, and then put the money you earn into the automotive field, Han Hao can now not think too much about it, just refer to the large agency system directly.

When Han Hao repaired the motorcycle before, he learned that the customer bought the motorcycle and went back, and when it broke down, it was a big headache to repair it. In addition, if you plan to buy certain brands of motorcycles, you also need to go to the city, and there are no stores in Hushan to sell them. The sales network of the existing motorcycle manufacturers is not down-to-earth enough and appears to be high.

Large cities such as the capital Tianjing, which have begun to ban motorcycle licenses, will also lead other cities to join the ranks, so the vast market for motorcycles will inevitably be in the countryside.

And Han Hao is deeply surrounded by the countryside and the city is influenced by thought, and feels that the motorcycle market will usher in a big war sooner or later in the future, and now sitting in the office there are merchants who come to buy the time will not last too long, only by establishing their own base, can they be invincible in the fierce market competition in the future.

His goal is to directly establish a direct sales model of manufacturers, grassroots distributors, and customers. In this way, the cost of intermediate links such as provincial agents and municipal agents is reduced, and manufacturers can face the grassroots level and carry out flat management. The ideal state is that Huaxia Motorcycle opens a direct store at the grassroots level, sells motorcycles to customers through its own store, and earns the money in the sales process. However, under China's huge territory, if you want to open a directly-operated store in every city or even every county on your own, the cost of manpower and material resources alone is a huge number, and you can only be idealistic.

Han Hao's plan is to take the county level as the grassroots unit and recruit dealers with Huaxia brand monopoly in each county. In principle, only one dealer is recruited in a county, and this dealer is responsible for sales and after-sales service in the county. This was definitely a big initiative in China at that time, and the top three manufacturers in the motorcycle industry at most put the channels at the economically developed city level, and did not pay attention to and directly control the county-level channels.

Only by taking root at the grassroots level and establishing their own base can they take deep roots, and Han Hao has been thinking about the construction of the sales network since he planned to enter the whole vehicle. He has seen the map, there are more than 2,800 county-level administrative regions (including districts, county-level cities and counties) in China, and his future goal is to plant red flags on every county-level territory.

The establishment of a grassroots base is not an overnight thing, the inspection of the strength of dealers is also the top priority, but the market opportunity flashes by and does not allow you to investigate slowly, with the current manpower of the Huaxia factory even if it runs a county every day, it will take several years to complete.

Han Hao thought of a total of tricks, but also a total of losses, customers who expect to become the exclusive distributor of Huaxia motorcycle at the county level must promise to only franchise the Huaxia brand, and at the same time need to pay a lot of deposit. According to the economic development of each province, he divided the localities into three levels. In economically developed areas such as Zhehai, Suwu and Nanyue, if you want to become a dealer of Huaxia Motorcycle, you must pay a first-class deposit of 500,000 yuan. In sub-developed areas like Qilu, southern Henan, northern Henan, and Jianghuai, the secondary margin is 300,000. Finally, in the border areas of Nangui and Mongolia, the minimum deposit is 200,000.

If more than one person in the same county registers, the final candidate will be determined by interview questions and answers, and dealers who are willing to grow together with the Huaxia brand will be preferred.

To quickly roll out the network, this is no way, so we have to circle the dealers first, and then screen and eliminate them one by one.

County-level dealers must establish a unified image of the store decoration, only allowed to sell Huaxia brand motorcycles, but also equipped with trained maintenance personnel. It is not allowed to cross-sell, nor is it allowed to adjust the price without permission, so as to ensure that the entire price system is stable and controlled by the manufacturer. If the rules are violated, the penalty can be deducted from the security deposit. In order to put an end to the big pot of rice, the rebate at the end of the year needs to reach a certain annual sales volume, and the more sales, the more rebates, which are linked to sales.

This is a plan that Han Hao has learned from referring to some foreign advanced experience and the company's employees, and it needs to be improved and adjusted one by one after implementation.

Hearing that the deposit had to be paid, some people retreated, after all, the amount of hundreds of thousands is not a decimal. On the contrary, the enthusiasm of the remaining merchants is getting higher and higher, especially when they hear that they can monopolize the business of a county alone, they are more optimistic about the development prospects of Huaxia Motorcycle.

Based on the profit of 1500-1800 yuan for a car, after deducting the cost of opening a store, the business can be repaid in one year, and the deposit will be returned after three months if the network is not done.

Han Hao couldn't imagine that his deposit move would have an unexpected effect, that is, he raised a large amount of money for free. In Zhejiang Province alone, nearly 90 districts and counties, some counties with large areas and large populations have been split into two regions, raising more than 30 million yuan.

Because the headquarters is in Zhehai, Zhehai is the first province to carry out the construction of dealer network, followed by Suwu and Nanyue provinces. Although it is set to recruit dealers nationwide, it cannot be achieved overnight, and it must be gradually promoted.

Other new manufacturers like to start cultivating the market from economically underdeveloped areas, because there has always been a saying in the sales circle that "those who have three norths become princes, and those who have Beijing and Shanghai dominate the world". The three norths are the Northeast, North China, and Northwest, which are all regions of China's economy that are relatively in the middle reaches, with a large population and a vast territory, so they will not encounter too strong competition and are easy to cut into the market. Beijing-Shanghai is Tianjing and Hujiang, which are the two largest metropolises in China and play an exemplary role. If you can gain a firm foothold in Beijing and Shanghai, then you will naturally develop in other places.

Han Hao did the opposite, and directly started to enter the upper reaches of economic development in Zhehai, Suwu, and Nanyue provinces, because Beijing and Shanghai were no longer allowed to license motorcycles after all. Because the users of scooters are mainly women, and the consumption power of women in these areas is strong, the market is also in the first stage, so there is no need to worry about facing too much competition. In fact, although Tianjing and Hujiang were not mentioned, in fact, dealers on the outskirts of these two cities still came to take away the sales rights, but compared with other large provinces, the number is pitiful.

Every time he negotiated an area, Han Hao drew a red dot on the large map of the office, indicating that he occupied the area. It gave him the illusion that he was strategizing and winning thousands of miles away.

Originally, he didn't want to set up a provincial company, but Han Hao finally found that the provincial company still couldn't get around, but these provincial companies were not sales agents, but were responsible for logistics and transportation, market inspection, and marketing guidance.

Because the logistics is not developed enough, in order to reduce transportation costs, Han Hao also has to let the provincial branch undertake the logistics and distribution tasks. In order to consolidate the market price system, check whether the franchise store carries out promotional activities in accordance with the requirements of the factory, and do a good job in after-sales service, the provincial company will send special personnel to inspect. Many dealers are evolved from the original mom-and-pop shops, so there are still deficiencies in marketing and formalized management, and manufacturers need to send people to the site for guidance.

These tasks will be led by the provincial branches, and the company's employees will be subordinate to the Huaxia factory, which will be directly appointed to pay wages and manage.

In Hushan County, Huaxia factory opened the first demonstration store, the whole store is bright and generous, printed with Huaxia brand trademark logo can be seen everywhere, above the main gate is "Huaxia motorcycle special dealer - Hushan store". The shop is equipped with a sales consultant, a repair technician, and a test drive scooter for customers to experience.

But all the newly recruited dealers will come to this demonstration store to visit and learn, because the dealers are not highly educated, let you talk about the sky, it is better to let him see on the spot how to know how to copy after going back.

The owners of this demonstration store are Pang Aiguo and Han Yu, and with the support of Han Hao, they took out a deposit of 500,000 yuan and became the first dealer to enter the network. Therefore, the whole store is built according to the image in Han Hao's mind and has become a model store of Huaxia Motorcycle.

Pang Aiguo is smiling so hard these days that he can't close his mouth, and the business in the store is really good. Waves of customers came to make deposits, and many dealers came to learn from the experience, which made him feel the comfort of life that he had not seen for a long time. If it weren't for the control of the supply quantity, Pang Aiguo would have moved all the warehouses of the Huaxia factory and sold them all.

Before trying to sell scooters and privately raising prices to earn 800 yuan, now in order to compensate for the dealer's investment, Han Hao gave the ex-factory price and retail price of the vehicle to 1800 yuan of profit margin, enough to make up for the dealer's investment and operating costs, but also to ensure a good profit.

Huaxia Factory has said that it will grow together with dealers, so it will not only take care of eating alone, and appropriately give profits to partners who will fight for themselves.

When the dealer network started, there was big news from the factory waiting for Han Hao to deal with it.