Hello, I will answer your questions about the mode and principle of agency. There are several modes of agency, which I believe many small partners still don't know. Now let's have a look!
1, and the second is to sell three generations of samples. If your product has advantages and strong patent strength, someone should talk to you about the characteristics of various types of agents. According to the number, the agent modes can be divided into three categories: one is exclusive agent, the other is multi-head game agent (2-3), and the third is multi-head game agent (more than 3).
2. Choosing exclusive agency or non-exclusive agency is the first problem that China enterprises should consider.
3.1-exclusive agent, as the name implies, is that there is only one seller selling a certain brand of products in a certain regional market.
The advantage of this model is that it is beneficial to bind the relationship between the company and the seller, and the seller is more loyal to the company.
5. There is no competition for the products of the same brand, and the exclusive agent will make efforts on his own without the supervision of the company when the profit of the products is satisfactory.
6. The company can spend less manpower and material resources on the management of exclusive agency.
7. The disadvantage is that due to the lack of competition, sellers will pursue high profits, resulting in high prices, thus making the same products lose their price competitiveness, or directly face consumers.
8. If the competition of similar products is too fierce, the exclusive agent may give up the sales of a brand product because of low profit, thus losing the market in this area.
9. This is the agency mode widely used in China market.
10, 1-2, few-headed game agent means that a brand product is sold by 2-3 tiny manufacturers in a certain regional market.
1 1, the advantage is that the competition mechanism is introduced, and the seller will not set too high a profit for the product in order to compete, thus making the brand products extremely competitive in price and expanding the market scale.
12. An agent will not lose this market after giving up the market.
13, the disadvantage is that in the case of excessive competition, if the control is weak, it is easy to have low profits, and all agents may give up recommending the brand products (the best way to solve this problem is to increase the variety of goods and form a mixed mechanism of exclusive agents for a certain variety and multi-variety game agents).
14, the company must spend a lot of energy to control the agents.
15. This is a common agency mode in China market.
16, 1-3, a multi-head game agent, means that the goods of a certain brand are sold by more than three sellers in a certain regional market.
17, here is a very strange phenomenon: the increase of agents does not necessarily lead to the intensification of competition, and the fiercest competition is often 2-3 agents, which means that the competition degree of multi-head games is relatively mild compared with that of few-head games.
18, this phenomenon can be explained by philosophical principles: things are mostly cyclical.
19. Although the multi-head game agent and the exclusive agent are essentially different, they have many similarities in appearance.
20. Multi-head game agent has both advantages of exclusive agent and disadvantages of multi-head game agent.
2 1. However, due to various reasons, the use of multi-head game agents in China is relatively small.
22. According to the degree of penetration of sellers into agents, they can be divided into two categories: one is penetration agents, and the other is independent agents (non-exclusive agents).
23.2- Infiltration agent refers to the sales agent in which the company holds part of the shares.
24. The advantage is that the interests of the company and the seller are the same, and the shares can be used to directly influence or control the decision of the seller; The disadvantage is that it takes up company funds and is easy to form management loopholes.
25, 2-2, independent agent, refers to the company in the capital and other projects to maintain an independent sales agent.
26. The advantage is that it does not occupy the company's funds and is not prone to management loopholes.
27. The disadvantage is that the company has little influence on the agents, and the differences of interests can easily lead to parting ways.
28, 3, according to the series of agents can be divided into: first, single-level agency system, second, multi-level agency system.
29.3- Single-level agency system means that the company directly faces all agents, including large agents and small agents with different authorities.
30. Advantages are directly facing agents, barrier-free, convenient information feedback, quick market response, strong control over agents and few intermediate links, resulting in low final sales price.
3 1, the disadvantage is that the company should have a high management level and strength, and it takes a lot of manpower and material resources to establish a sales system.
32, 3-2, multi-level agent system, means that the company does not directly face all agents, and the big agents develop and manage the small agents.
The advantage is that the company does not need to spend a lot of manpower and material resources to establish a perfect sales system.
34. The disadvantage is that it is easy for big agents to take over, which often forces companies to make unfavorable decisions. If there are obstacles in information communication, the market reaction will slow down. Intermediate links often lead to high final sales price.