mbt laarzen A model: the strengthening of staff co

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Management of the two distribution patterns are different

A dealer with a certain scale, the urban network of sound radiation than the business hotels, supermarkets, convenience stores, the company management system and more mature, has a set on the distribution of personnel, vehicle management rules and regulations. Dealers into the urban areas A number of business areas,[link widoczny dla zalogowanych], each equipped with a delivery vehicle sales, full responsibility for a regional business, including the early customer development, marketing services later this salesman to complete. To the clerk issued the company a fixed monthly tasks,[link widoczny dla zalogowanych], touching as wages for the basic salary, full reimbursement of fuel costs, vehicle maintenance. Distributor A in this way has been implemented a long time, enhance the company's performance, the relationship between the salesman very harmonious. But the middle is also emerging problem: a car, the high cost of keeping a car, the clerk took the opportunity to take more than fuel costs, even worse, relying on customers to reinvent the wheel sales, so dealers A big headache.
medium-sized distributor B, 20 employees, three delivery trucks, distribution and catering are in start-up phase terminal, most of the staff was sent to run the business, leaving only three drivers to be responsible for driving delivery of all management one person responsible by the owner. The dealer said: goods, communicate with customers, too busy eating to take endless Sa phone. Customers are also full of complaints, complaints from drivers have a bad attitude or delivery is not timely.
A model: the strengthening of staff control
distribution of the above two methods have advantages and disadvantages, the first to analyze the dealer A's management.
salesman-cum-driver, the model requires employees with a wide range of quality, good to be able to communicate with customers, able to deal with the problem, but also will be driving. Dealer sales to give greater autonomy to enable him to fully manage customers, and the terminal to establish a good relationship. Of sales, the performance and wages, bonuses directly linked to customers within the region is their God, there is no reason to be lazy slack. This approach effectively mobilize the enthusiasm of the staff, the clerk of the market environment and customers a better understanding of the situation. As he often do visit, the client at what time, how long are well aware of how much goods can often be the most appropriate time to the most appropriate goods to the front of the customer, so customer satisfaction. The company's managers do not have the distribution of red tape and worry about small things can have more energy to do high-level leadership.
However, dealers A certain risk exists in the way: If the salesman is not quite the company loyalty, the business delegation of authority is too large, the clerk once the full-fledged, they will rely on customers to reinvent the wheel; sales control vehicles, goods, money, prone to carry money absconded event; there are many hidden costs, likely to cause waste, such as car salesman with the company running the private job or vehicle idle for quite a long time; need more vehicles, a car, keep a car the cost a small fortune; Almighty sales requires a lot of training funds and so on. The following is a dealer
A distribution management proposals:
1. companies provide their employees with a fixed monthly amount of fuel costs (which can be measured by the average of past experience), the excess part of the personal commitment by the clerk. If the business is relatively concentrated, then (like all in the urban areas), based on the number and distribution of goods, the amount determined in accordance with the proportion of fuel costs.
2. formulate strict regulations to ensure the delivery vehicle does not secretly lent, for driving, sublease to others, non-pull-operation of other goods, so all the damage caused by the burden of the employee.
3. delivery vehicle repair and maintenance arranged by the company, employees at non-designated maintenance organization shall not carry out maintenance. Otherwise, the company will not pay maintenance fees.
4. employees to settle the day of payment the same day, more money may not stay private misappropriation of public funds, or company to give serious treatment.
5. employees not entitled to credit the purchase price, without the owners consent right price.
6. clerk is responsible only for customers within the designated area development, maintenance, not cross-regional competition with other employees of the Company.
B model: strengthening the flow of information
way to take advantage of dealer B is the division of labor to adapt to the requirements of the high professional level, distribution of resource use efficiency. Companies to set up distribution sector, vehicle unified management, unified mobility, once the customer has needs,[link widoczny dla zalogowanych], you can immediately arrange delivery.
dealer B was mainly due to problems encountered in distribution sector and the lack of communication and cooperation between the business sector, due to lack of awareness of the overall interests. From the salesman to get orders to the distribution department managers and then give instructions for loading, delivery, in the middle long process, often with the demand for goods produced to the time difference, not according to customer needs, the first time sent. Businesses spend a great deal of manpower and resources to finally get the order to open the market, often because of the delay time distribution sector, poor service, so customers and resellers have conflict, resulting in business is not. Clear division of labor is a trend, but have several drawbacks: people have only one aspect of the skills drivers, high technology, but do not understand business, do not even have to maintain the quality of the company's image; easy to generate interest among different sectors of confrontation, responsibility of customer churn occurs when the poorly defined; quality is not high in the case of employees, the boss had to personally intervene in every business, painstaking and labor. The following is the dealer B
suggestions:
1. dealer B in the daily management process to continuously educate employees overall sense, whether clerk or courier, everyone on behalf of the company's image and reputation, improve the overall quality of employees, collective sense of strength, in order to fundamentally solve the problem.
2. to enhance the volume of customer and inventory information with the understanding of customer needs developed by the sales table, down to the daily demand. Business needs of the table by writing the information passed to the distribution sector,[link widoczny dla zalogowanych], its unified. Distribution sector, according to documents the driver for distribution. If the random delivery increased (non-program delivery), operational staff will be punished accordingly.
3. distribution of goods, the driver arranged by company travel routes, not half-way for non-delivery issues,[link widoczny dla zalogowanych], or to give treatment.
4. distribution sector assessment and the sale of business units linked to distribution departments due to errors caused the loss of customers, should be held accountable.
dealer A and B are representative of distribution methods. Correspondents in the process of finishing the manuscript, there have been a phone call distributors (0311-86057594) or send a message (013,582,330,868) to express their views on distribution management. There are several very innovative formulation, there are dealers said of his approach is to set up a small delivery team, including drivers and salesmen, the two division of labor, mutual supervision, Panax into. Another dealer said he used a third party distribution, namely, by postal delivery products. In short, efficient, stable and smooth distribution of capacity has become one of the dealer's core competitive advantages, the use of means to seize the terminal distribution, stable sales channels, to give businesses more profitable. Publication and distribution will continue to focus on management of dealers.
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