adidas scarpe found the crux of the market

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From 100,000 to 3,000,000 - a catty Di Dangjiu the miracle of the market in the county

Less than 40 million people, a county-level market, a first delivery agent is less than 2 million in just two years to do a half a catty low-end liquor sales 300 million a year ... ...
Market Background [/b]
S City, Jilin Province, Northeast China is located in the Mongolian steppe border, Jilin, Liaoning and Inner Mongolia provinces (regions) junction, the city covers an area of 3121.2 square kilometers, East,[link widoczny dla zalogowanych], West Liaohe passing through a total population of 400,400. The end of 2002, S Wang, clients on a series of wine Longquan spring, the first batch shipped 2 million. (Note: At that time investment is generally Longquan liquor level cities, the first paragraph can not play less than 20 million factory that customers do not want the king agents, but the king is very sincere attitude of customers, coupled with successful enterprises restructured, the agent Business is not much, so the factory brand promotion, but Longquan liquor in S has been lackluster market performance, product sales all throughout the year only 10 million yuan.
found the crux of the market
where the crux of the market? S
This is the company in the market salesman first need to think about.
from the agency point of view, the agents had been operating a local low-grade liquor - T wine, sales of a year's time will be 100 million, becoming the first local brand, we should say agents operational experience and execution can not be questioned;
input from the market point of view, the product in terms of image, or to taste, quality is excellent, the company has done a large scale in the overall brand promotion, the market did not less investment.
more than is necessary to find the problem points to ask the market. A few days after sales market
visits and terminal interviews, questions begin to emerge:
the early market, agents that Longquan liquor market is a new brand in S, then developed a low-cost policies to end easy to accept, resulting in Longquan liquor liquor than the same grade hotel supply a lot of lower prices accordingly. In the local market, mid-range wines which are 2-5 yuan / month of promotional items, according to market conditions, customers are a king, Samsung which is equipped with the promotional items, due to supply low price, the price action space In one, which can only be invested Samsung 0.5-2 yuan / month of promotional items,[link widoczny dla zalogowanych], the quality was nowhere near the same price of competing products in the promotional items. In the northeast of the county-level market, liquor consumption is rational, promotion is still the focus of consumer concern. Therefore, the main products when customers get a star, Samsung rough and cheap promotional items which show a great deal of dissatisfaction with the time,[link widoczny dla zalogowanych], hit rate is not naturally high. More alarming is that agents removed the cap charges attendant, Wang customers have virtually no input space.
crux of the problem appears in: market leading products of a star, the end of the price system Samsung improper operation, resulting in products have no market room for maneuver.
how to break
liquor prices are generally worn at the end after death can be announced in the channel exit the market.
Longquan liquor market soon encountered just such a predicament, to change this problem, only one way to re-establish market leading products. Developed specifically for its products sold is no possibility, that being the case; through careful analysis, the final stop at half a catty naked eye bottle
select the reason it where?
have to begin at the beginning, Wang T customers will then be local wine brand, but later the conflict between the companies, leading to rupture of bilateral cooperation, T King recovered alcohol agency clients, which makes difficult a there is a large harvest of the king saw that sad and angry customers, followed by doing two things: First, the wine out of the market decided to T,[link widoczny dla zalogowanych], the second is to find a new liquor brand to maintain existing staff and network, which only with the cooperation of the spring of Longquan. T wine in the local market is also a bare bottle leading product, terminal prices with the Wang bought a large number of customers from outside the T wine, less than the purchase price directly to the terminal delivery, did not take long, T wine prices large area of confusion,[link widoczny dla zalogowanych], the second groups are forced prices down as well as profit, less than two months, T sharp decline in sales of wine and a great deal in the market, the formation of short-term negative effect and can not be restored. T wine down nature as the
Therefore, establishing the

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