变局既是破局，汽配经销商需要具备新的格局与能力才可稳占市场
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><img src="https://mmbiz.qpic.cn/mmbiz_gif/fibRpS2YzAN4NF0v2UyjMvYXBA2m3vGkZic8RwSWw802D0vwyQHUibs3Vf57RYgdvlfH35M4qap9icTfdQ0ZmCPd9Q/640?wx_fmt=gif&tp=webp&wxfrom=5&wx_lazy=1" style="width: 50%; margin-bottom: 20px;"></span></strong></span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">| </span><span style="color: black;">版权声明：</span></span></strong></span></strong><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">文案</span><span style="color: black;">源自</span>于汽配圈</span></strong></span></strong></span></strong></span></strong></span></strong></span></strong></span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">| </span><span style="color: black;">投稿\商务合作：请添加<span style="color: black;">微X</span>juyou18611756963</span></span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2020年，突如其来的疫情，全社会经济活动停止，线下业务<span style="color: black;">没法</span>展开，各企业受到严重影响，为应对<span style="color: black;">危险</span>，服务客户，汽配圈<span style="color: black;">尤其</span>邀请了行业内专家、精英等，围绕疫情的影响、企业<span style="color: black;">怎样</span>修炼内功、新市场环境下企业<span style="color: black;">怎样</span>增长、线上线下融合的<span style="color: black;">措施</span>和经验等进行分享。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">本期，浙江辛子精工哈特贝尔<span style="color: black;">精细</span>锻造有限<span style="color: black;">机构</span>总经理杨甫东先生做客直播间，为<span style="color: black;">大众</span>带来《<span style="color: black;">怎样</span>让汽配门店业绩<span style="color: black;">连续</span>增长？》的主题分享。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_jpg/fibRpS2YzAN5gYcT6gPhjp5YDsFfYhzGBXvgfiadhgCtUU57FJMb2lOg1dLsE9icEJbZ7xnRzgMgBRibliayYt5FfRw/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">浙江辛子精工哈特贝尔<span style="color: black;">精细</span>锻造有限<span style="color: black;">机构</span>总经理杨甫东</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">第1</span>部分：疫情可能<span style="color: black;">引起</span><span style="color: black;">那些</span>变局？</strong></span></p><img src="https://mmbiz.qpic.cn/mmbiz_png/YUyZ7AOL3on2ou2cLR5sGyIDj0TtdTfLtZljvhdI99PM4icibrJKmiaUecrBoZrt9NCrRMr2iao1HiamQ8Aib20YOUmg/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">国际对中国的排斥及抵触：</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">大众</span>都<span style="color: black;">晓得</span>厂家和经销商是一体的，厂家<span style="color: black;">出现</span>变化<span style="color: black;">亦</span>会<span style="color: black;">引起</span>经销商<span style="color: black;">出现</span>变化。厂家分为两种方式，其一，只做国内市场；二，国内市场和国外市场都做的。<span style="color: black;">日前</span>，国外对中国是比较排斥及抵触，武汉<span style="color: black;">做为</span>疫情首发地最初<span style="color: black;">无</span>得到有效的<span style="color: black;">掌控</span>，<span style="color: black;">引起</span>全国各地封城，造<span style="color: black;">成为了</span>严重的影响。在2月份<span style="color: black;">报告</span><span style="color: black;">叫作</span>，奔驰一天将亏损超4亿，紧急发函请求特批供应商提前复工生产，<span style="color: black;">根据</span>国家的规定在疫情高发期<span style="color: black;">没法</span>执行，<span style="color: black;">引起</span>供应跟不上，对中国产生了抵触。如今，国外疫情还在<span style="color: black;">持续</span>发酵，<span style="color: black;">引起</span>国内出口难度加大，供应和价格体系<span style="color: black;">出现</span>了变化，以外贸为主的企业<span style="color: black;">起始</span>猛攻国内市场，就会<span style="color: black;">显现</span><span style="color: black;">各样</span>促销、低价竞争等现象。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">国内汽配行业的变化点：</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">供应链<span style="color: black;">反常</span>，物资<span style="color: black;">周期</span>性短缺，价格波动（通货滞涨）</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">受疫情影响的<span style="color: black;">第1</span>变化<span style="color: black;">便是</span>供应链<span style="color: black;">反常</span>，就像口罩<span style="color: black;">同样</span>，<span style="color: black;">需要</span><span style="color: black;">出现</span>了<span style="color: black;">显著</span>的变化。<span style="color: black;">针对</span>汽配厂家来讲，年后有些企业复工了，人员不到位，<span style="color: black;">引起</span>生产<span style="color: black;">出现</span><span style="color: black;">反常</span>，与经销商交付就不正常。<span style="color: black;">因为</span>1月、2月、3月都属于断档期，<span style="color: black;">引起</span>物资<span style="color: black;">周期</span>性短缺。工厂本身资金紧张，<span style="color: black;">根据</span>往年同期经销商购货8-10次，今年受疫情的影响只能购5-6次<span style="color: black;">乃至</span>更少，购货的数量<span style="color: black;">持续</span>减少，对工厂的生产业务挑战加大，<span style="color: black;">更加多</span>的原材料、换型、换模时间、轮换工作时间等都是成本，<span style="color: black;">无</span>办法去稀释，从而会转价、转向市场、经销商。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_jpg/fibRpS2YzAN5gYcT6gPhjp5YDsFfYhzGBJcicSJ78YSQw7uyBjIRdicksRPv0U6UtSS6DUz51DvmbQHjeYQTKlfibg/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">客户回款<span style="color: black;">反常</span>，核心供应商可能<span style="color: black;">显现</span>的变化</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">受疫情影响客户回款<span style="color: black;">反常</span>，核心供应商<span style="color: black;">亦</span>会<span style="color: black;">显现</span>变化。<span style="color: black;">大众</span><span style="color: black;">晓得</span>厂家是讲账期，<span style="color: black;">通常</span>是60天-90天，<span style="color: black;">根据</span>正常的都是1月份<span style="color: black;">营销</span>，2月份回款，<span style="color: black;">然则</span>受其影响<span style="color: black;">出现</span>了<span style="color: black;">反常</span>，销量变小，回款变少，到期的货款<span style="color: black;">无</span>办法收回，<span style="color: black;">长期</span>就会扛不住了。<span style="color: black;">一样</span>对经销商<span style="color: black;">亦</span><span style="color: black;">同样</span>，修理厂业绩下降了，分销商<span style="color: black;">亦</span>会下降。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">客户取消订单（2-3月），库存压力加大</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2月份，<span style="color: black;">非常多</span>修理厂、汽配城都<span style="color: black;">无</span>开门营业，<span style="color: black;">因此</span>你就<span style="color: black;">想要</span>工厂把货生产好了，放在工厂<span style="color: black;">便是</span>工厂的库存，工厂就会把库存往下压，发给经销商，那就会变成经销商的库存，两个月下来，库存压力加大，就会<span style="color: black;">引起</span>收款<span style="color: black;">出现</span>变化（要么加大应付款，要么先把货放出去，款先不收），这是国内市场所面临的一种现象。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">海量</span>小客户会面对巨大的压力，<span style="color: black;">乃至</span>被消灭</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">修理厂<span style="color: black;">长时间</span><span style="color: black;">不可</span>开门，但开门营业后，员工上班就要发工资，再加房租以及其他<span style="color: black;">花费</span>，<span style="color: black;">引起</span>修理厂喘气困难。<span style="color: black;">日前</span>，各个店转让的<span style="color: black;">信息</span>已经频繁<span style="color: black;">显现</span>，以及有些店<span style="color: black;">已然</span>倒闭。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">有竞争力的客户会向上、下探客户</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">大众</span>去想工厂往下探什么？工厂只给你做独家代理，来支持工厂的发展，<span style="color: black;">保准</span>业绩不下滑。但大环境影响下，工厂要变相出来卖，<span style="color: black;">研发</span>一种新品牌<span style="color: black;">或</span>子品牌出来，卖给了其他的经销商，并且会把价格降下来，<span style="color: black;">这般</span>就会<span style="color: black;">引起</span>市场波动。总之，在特殊的市场环境下，工厂为了<span style="color: black;">存活</span>，只要<span style="color: black;">得到</span>利润，都会去做。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">平台融资难度加大，融资<span style="color: black;">掌控</span>更紧</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">今年平台会<span style="color: black;">出现</span>很大的变化，融资难度会加大，<span style="color: black;">已然</span>融资的再融资就会很难，<span style="color: black;">无</span>融资的难度就会更大，越是在难的时候，资本方管控就会越大。<span style="color: black;">咱们</span><span style="color: black;">晓得</span>盘子铺大了，<span style="color: black;">需要</span>资金就会加大，收缩不<span style="color: black;">即时</span>加上资金紧张就会裂掉，<span style="color: black;">引起</span>融断，这是<span style="color: black;">必定</span>产生的问题。<span style="color: black;">针对</span>外行人走进平台，投入30万-100万不等，只做5万-10万的业务，<span style="color: black;">引起</span>变现能力很差，<span style="color: black;">各样</span>活动、促销等形式的<span style="color: black;">显现</span>就会越来越多，形成恶性的循环。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">平台是无形资产，<span style="color: black;">营销</span>的是协议、指标，而经销商是靠<span style="color: black;">营销</span><span style="color: black;">制品</span><span style="color: black;">挣钱</span>，不管投入多少，<span style="color: black;">无</span>赚到现金<span style="color: black;">便是</span><span style="color: black;">无</span>收获。<span style="color: black;">另一</span>，有些平台不<span style="color: black;">同样</span>，我做到了某些指标，这就叫增值，增值<span style="color: black;">便是</span>利润，就能变现能力。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_jpg/fibRpS2YzAN5gYcT6gPhjp5YDsFfYhzGB8jp2RQf7PKla0ofRsV8Tf2BUO9CuN1nTsIvcPeS1uRQN0pp92unDsA/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">客户稳定性差，正、逆行很<span style="color: black;">显著</span></span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">经销商<span style="color: black;">经过</span><span style="color: black;">各样</span>促销活动引进来的客户稳定性、忠诚度会比较差，会向正反两方面<span style="color: black;">出现</span>变化。生意<span style="color: black;">欠好</span>就降价，看到别人降价我<span style="color: black;">亦</span>降价，客户说报价高了我<span style="color: black;">亦</span>降价，<span style="color: black;">需求</span>欠款我<span style="color: black;">能够</span>欠点，<span style="color: black;">需求</span>铺货就铺一点，先把生意做起来，这种客户<span style="color: black;">叫作</span>为正向思维客户。反之，有些人就要做高品质，<span style="color: black;">保准</span>利润，变换<span style="color: black;">区别</span>的思维和模式来做。<span style="color: black;">然则</span>，大部分人会<span style="color: black;">选取</span>走正向思维，拼实力，<span style="color: black;">大众</span>向同一个方向涌，最后谁<span style="color: black;">保持</span>不下去了，就会被淘汰出局。而逆向思维，他<span style="color: black;">晓得</span>行走大势<span style="color: black;">无</span>实力，要去筛选最适合的客户（中段、上段、下段），规避<span style="color: black;">海量</span>的竞争。<span style="color: black;">因此</span>，我认为今年是整体下行的，要去抓下行的刀，把深度做深，把宽度收窄，<span style="color: black;">这般</span>做起来<span style="color: black;">容易</span>一点。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">第二部分：<span style="color: black;">怎样</span>应对变局？</strong></span></p><img src="https://mmbiz.qpic.cn/mmbiz_png/YUyZ7AOL3on2ou2cLR5sGyIDj0TtdTfLtZljvhdI99PM4icibrJKmiaUecrBoZrt9NCrRMr2iao1HiamQ8Aib20YOUmg/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">管理必须管理变化点，工厂、经销商、修理厂等都必须管理变化点，<span style="color: black;">包括</span>质量、设备、制造过程、员工变动。市场、客户、工厂以及<span style="color: black;">每一个</span>人的变化点都会给你带来问题点和<span style="color: black;">危害</span>点，<span style="color: black;">因此</span>才会存在管理<span style="color: black;">区别</span>。某个企业老板管理好、到位，这<span style="color: black;">便是</span>他把<span style="color: black;">显现</span>的变化点<span style="color: black;">即时</span>的预防<span style="color: black;">处理</span>了，企业就会越来越好。反之变化点<span style="color: black;">无</span><span style="color: black;">即时</span>有效地管理，<span style="color: black;">或</span><span style="color: black;">处理</span>慢一点，那你的企业发展速度就会比别人慢，错失了一个决策点，<span style="color: black;">或</span>会<span style="color: black;">引起</span>重大的损失，<span style="color: black;">那样</span>今年会<span style="color: black;">出现</span><span style="color: black;">那些</span>变化呢？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">供应商重新定位：工厂链、平台链、专项整合链---决定核心</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2020年，汽配供应商<span style="color: black;">必定</span>会<span style="color: black;">出现</span>变化，受国外疫情的影响，<span style="color: black;">非常多</span>以外贸为主的企业都转向国内市场，造<span style="color: black;">成为了</span>供应链<span style="color: black;">出现</span>变化，<span style="color: black;">怎么样</span><span style="color: black;">调节</span>呢？<span style="color: black;">第1</span>种，直接找工厂，占对点；第二种，找平台，但这都是有一个变化过程。2005年-2006年，代理商、经销商找大厂家<span style="color: black;">制品</span>很好找，<span style="color: black;">然则</span><span style="color: black;">此刻</span><span style="color: black;">发掘</span>工厂经<span style="color: black;">太多</span>少年的摸爬滚打越来越专业了，小批量、多型号的竞争越来越小，工厂不占主导<span style="color: black;">优良</span>，<span style="color: black;">亦</span><span style="color: black;">欠好</span>找了。一个工厂生产一千两千多种<span style="color: black;">制品</span>，换模具、换工装、库存管理，滞销的<span style="color: black;">制品</span>等<span style="color: black;">状况</span>，就会<span style="color: black;">发掘</span>型号越做越不全了，从而<span style="color: black;">引起</span><span style="color: black;">研发</span>不<span style="color: black;">即时</span>，跟不上市场。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">近几年，后市场最火的<span style="color: black;">便是</span>平台链，型号齐全，价格优惠力度大，<span style="color: black;">由于</span>平台是大批量，多品种采购，<span style="color: black;">这般</span>他能集中化生产。<span style="color: black;">然则</span>问题<span style="color: black;">显现</span>了，平台虽然<span style="color: black;">非常多</span>，<span style="color: black;">然则</span>培训、专业跟不上。<span style="color: black;">另一</span>，仅仅只要一种<span style="color: black;">制品</span>不供应，<span style="color: black;">因此</span>平台对这种客户<span style="color: black;">亦</span>不看好，于是就会出来专业链，<span style="color: black;">制品</span>单一，适合<span style="color: black;">刚才</span><span style="color: black;">起始</span>进入这个行业的人，<span style="color: black;">或</span>这几年被淘汰的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">总之，以上这三种定位，哪一种适合自己，适当做<span style="color: black;">调节</span>，<span style="color: black;">倘若</span>不<span style="color: black;">调节</span>，你就会绕来绕去。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">客户重新定位：把客户重新<span style="color: black;">归类</span>ABC---管理重心</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">经销商肯定有<span style="color: black;">非常多</span>客户，把客户进行重新<span style="color: black;">归类</span>，假设经销商做五种<span style="color: black;">制品</span>，某一个客户<span style="color: black;">所有</span>跟着你做，<span style="color: black;">亦</span><span style="color: black;">便是</span>你做什么他就做什么，你卖什么他就跟着你卖什么，这<span style="color: black;">便是</span>A类客户。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">你的<span style="color: black;">制品</span>有<span style="color: black;">优良</span>的，他就用，<span style="color: black;">无</span><span style="color: black;">优良</span>的他<span style="color: black;">不消</span>，这<span style="color: black;">便是</span>B类客户。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">每样<span style="color: black;">制品</span>都拿一点点，交叉<span style="color: black;">运用</span>，间断性的，<span style="color: black;">选取</span>性的，这<span style="color: black;">便是</span>C类客户。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_jpg/fibRpS2YzAN5gYcT6gPhjp5YDsFfYhzGBXaEY9HtQsT3PlFfF5fmhtxgVDRHrItORerbFxRZ4qmVzzaRutW9jkA/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">ABC类客户管理重心</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2020年特殊的一年，你要帮A类客户转型，把所<span style="color: black;">晓得</span>的病局告诉他，让他<span style="color: black;">调节</span>战略，减少<span style="color: black;">危害</span>，度过难关，不让困难把他压倒，需要给他<span style="color: black;">更加多</span>的管理、思想、金钱上的<span style="color: black;">帮忙</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">把短期的利润节省下来，导入他购买你其他的<span style="color: black;">制品</span>，慢慢带动他平衡下来。<span style="color: black;">另一</span>，<span style="color: black;">能够</span>先卖他一种<span style="color: black;">制品</span>，比竞争对手价格高.....</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">增量重新定位：锁定向下、上探<span style="color: black;">目的</span>---增量管理</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">今年，所有的经销商<span style="color: black;">必定</span>要<span style="color: black;">思虑</span>增量，只要增量不上去，做什么都没用。有的人说，去年<span style="color: black;">营销</span>一千万，利润会比较高，但今年保利润是比较难的；去年做五种<span style="color: black;">制品</span>，今年<span style="color: black;">调节</span>成三种，<span style="color: black;">亦</span>许会成功，<span style="color: black;">由于</span>你做的深度越来越深了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">汽配行业几十万家经销商<span style="color: black;">皆想</span>增量，<span style="color: black;">无</span>到最后那一刻都认为我行，但事实上今年会越来越迷茫，会失去方向，有些人不<span style="color: black;">晓得</span>增量点在哪里。我想说的是<span style="color: black;">制品</span>价值不变，又要把利润让出来，只能<span style="color: black;">经过</span>其它的方式变掉，这<span style="color: black;">便是</span>增量向上、向下探的一个标准。当然你还<span style="color: black;">能够</span>把<span style="color: black;">制品</span>进行<span style="color: black;">归类</span>，<span style="color: black;">怎么样</span>分？<span style="color: black;">一样</span>的<span style="color: black;">制品</span>进行打包，如200种型号A包，500种型号C包，1000种型号D包，<span style="color: black;">那样</span>买D包的客户<span style="color: black;">便是</span>重点客户，买A包的<span style="color: black;">便是</span>一个常用系列车型，<span style="color: black;">针对</span>这块变化不<span style="color: black;">同样</span>了，增量<span style="color: black;">目的</span><span style="color: black;">显现</span>了，<span style="color: black;">此时</span><span style="color: black;">能够</span><span style="color: black;">加强</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">团队重新定位：<span style="color: black;">无</span>团队，<span style="color: black;">无</span><span style="color: black;">将来</span>---<span style="color: black;">基本</span></span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">今年，在这种环境下是最适合打造团队的，<span style="color: black;">为何</span>？<span style="color: black;">由于</span>今年<span style="color: black;">非常多</span><span style="color: black;">机构</span>都会裁员，降低发放工资等现象，此时有能力的人就会有想法，但他又不敢随便跳槽，<span style="color: black;">此时</span>一个好的机制<span style="color: black;">显现</span>，就能组建一个好的团队。<span style="color: black;">针对</span>几年月<span style="color: black;">无</span>收入，还要发高工资的企业老板，他是有格局的，不是<span style="color: black;">每一个</span>人都能做到。总之，今年虽然挑战很大，但<span style="color: black;">针对</span>团队建设是最好的机会。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">团队建设的关键点：</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">1. 选招人才：找到合适的人才---性格色彩</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">（老虎-黄、孔雀-红、猫头鹰-蓝、考拉-绿）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">2. 优秀留下：<span style="color: black;">恰当</span>的薪酬机制---核心<span style="color: black;">基本</span></span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">（<span style="color: black;">基本</span>工资<span style="color: black;">保证</span>、资金激励、股权激励）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">3. 团队<span style="color: black;">基本</span>文化建设：有<span style="color: black;">必定</span>的氛围</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">（<span style="color: black;">基本</span>制度、<span style="color: black;">基本</span>文件）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">4. 培训<span style="color: black;">提高</span>，学习培训是团队竞争力</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">制品</span>知识、<span style="color: black;">营销</span><span style="color: black;">基本</span>知识、管理<span style="color: black;">基本</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">在<span style="color: black;">这儿</span><span style="color: black;">重点</span>给<span style="color: black;">大众</span><span style="color: black;">详细</span>介绍一下选招人才，从人的性格做分析：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">怎么样</span>去招人才，是工厂、经销商<span style="color: black;">广泛</span>认为很难的事情。<span style="color: black;">实质</span>上经销商只需找两类人，一类是跑业务，一类是内勤。<span style="color: black;">咱们</span><span style="color: black;">此刻</span>最缺少的<span style="color: black;">便是</span>开拓业务的人员，其实人生下来50%-60%就<span style="color: black;">已然</span>定型了性格，哪种人适合跑业务呢？在国外叫做色彩<span style="color: black;">归类</span>，把人分成四大类，<span style="color: black;">尤其</span>是在美国，考公务员、参军都必须<span style="color: black;">经过</span>色彩测试。<span style="color: black;">此刻</span>中国<span style="color: black;">亦</span>有人引进来，学习把人的性格分为老虎、孔雀、猫头鹰、考拉，分析如下：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_jpg/fibRpS2YzAN5gYcT6gPhjp5YDsFfYhzGB5kBzUMfn9nlUUq0bMQh54C2oMtlMQbz1rOXTR6IGRo0cfSlZ2mEYaA/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">（<span style="color: black;">照片</span><span style="color: black;">源自</span>于网络）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">老虎-黄：</span></strong><span style="color: black;">脾气很大、很狂，但他的<span style="color: black;">目的</span>很强，以追求挑战为<span style="color: black;">愉快</span>。并且直来直去，不说假的，不看过程，只看结果。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">孔雀-红：</span></strong></span><span style="color: black;">善于沟通，他<span style="color: black;">能够</span>见人说人话，见鬼说鬼话，会在<span style="color: black;">区别</span>的环境下，场景下变换。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">猫头鹰-蓝：</span></strong><span style="color: black;">天生骨子里面追求节制和完美，<span style="color: black;">爱好</span>自己的个性，按自己的方式<span style="color: black;">办事</span>，自己的标准去判定、执行，承诺给他的<span style="color: black;">必定</span>要兑现，他适合做质量、监督、<span style="color: black;">检测</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">考拉-绿：</span></strong><span style="color: black;"><span style="color: black;">爱好</span>互不干涉，把自己的事情做好就行，他<span style="color: black;">爱好</span>做财务，不愿意对外沟通，不<span style="color: black;">爱好</span>加班，对生活<span style="color: black;">无</span>挑战欲望，天生<span style="color: black;">便是</span>慢生活状态。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">经过</span>以上色彩分析，黄和红类型的人都适合做<span style="color: black;">营销</span>，要招业务员就<span style="color: black;">选取</span>这两种性格的人。但从管理来讲，黄色性格的人很难管理，<span style="color: black;">爱好</span>和你对峙，看不惯你，老板不让他佩服，他就会产生反感。红色性格的人，你就会感觉他在变化，一会儿报喜，一会儿报忧，总会变来变去，注重讲过程。</span></p><strong style="color: blue;">最后总结：</strong>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">倘若</span><span style="color: black;">咱们</span>做不到，<span style="color: black;">最后</span><span style="color: black;">便是</span>回不到过去，看不到<span style="color: black;">将来</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">--END--</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;"><span style="color: black;"><strong style="color: blue;">版权声明</strong></span><span style="color: black;"><strong style="color: blue;">：</strong></span></span></span></strong><span style="color: black;"><strong style="color: blue;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">文案</span><span style="color: black;">源自</span>于汽配圈，转载请注明出处！</span></strong></span></strong></span></strong></span></strong></span></strong></span></strong></span></strong></span></strong></strong></span></span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><a style="color: black;"><span style="color: black;"><span style="color: black;"><img src="https://mmbiz.qpic.cn/mmbiz_png/fibRpS2YzAN4XicsUcuqfjavAs5cyvWl3ez02T6cVyO5vbSrcfgU1Gx9BkIleIn1WQqLlyvEoM3hxicYnmVcvwibTw/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></span></span></a></p><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><strong style="color: blue;"><strong style="color: blue;"><strong style="color: blue;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">近期热文</span><strong style="color: blue;">：</strong></span></strong></span></strong></span></strong></strong></strong></strong></strong></span></strong><a style="color: black;">·</a><span style="color: black;"><a style="color: black;">后疫情时代，供应链金融模式将<span style="color: black;">作为</span>后市场企业撬动市场的新利器！</a></span><a style="color: black;">·</a><span style="color: black;"><a style="color: black;">理想很<span style="color: black;">饱满</span> 现实很骨感 | 汽修界传统技术<span style="color: black;">再也不</span>是“铁饭碗”！</a></span><a style="color: black;">·</a><span style="color: black;"><a style="color: black;">特殊时期，零部件企业<span style="color: black;">怎样</span>理清存货管理这个<span style="color: black;">困难</span>，让企</a>业化危为机</span><a style="color: black;">·</a><span style="color: black;"><a style="color: black;">中国汽车产业链短板加速重构 | 业内人士：还需数月或半年<span style="color: black;">上下</span>的时间</a></span><a style="color: black;">·</a><span style="color: black;"><a style="color: black;">疫情<span style="color: black;">包围</span>下，你做汽后的坚守派还是进取派</a></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/fibRpS2YzAN6uYnrrNCjNd20GA8OEOhAmCvF6w9BcyibD7iaoNjt9TB2gmmucTQHsGXNBxXns769LK2SF8C8JqPhw/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
期待楼主的下一次分享！” 说得好啊！我在外链论坛打滚这么多年，所谓阅人无数，就算没有见过猪走路，也总明白猪肉是啥味道的。 系统提示我验证码错误1500次 ＼~゛，
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