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中国入世已进入第二个年头,随着我国对外资进入流通领域的政策逐步开放实施,越来越多的外来资本正悄悄渗透到国内流通市场,新的一年里流通行业正酝酿着更大的变局。作为传统行业的流通代理商,如何在有限的时间里进一步苦练内功、提升自身竞争力,成为经销商关注的问题。在此,我们撷取几篇文章,从不同的角度对这一问题进行探讨。广州盈天有限公司作为一家新崛起的专业快速消费品代理公司,通过改善自身作业流程,为下游终端和上游生产厂家提供增值性经营服务,提升了产品流通价值链效能,使自己获得良好成长。湖北九州通医药有限公司是一家大型的医药批发企业,其经营产品多达一万余种。近两年其销售业绩连创新高,2002年销售额突破35亿元,在同行中遥遥领先。它为什么能赢得生产商的青睐,取得众多产品的总经销权?它用什么招术使自己经销的众多产品实现最终销售而非简单的“仓库转移”?为什么一大批二、三级分销商将它作为固定的进货渠道,对它“从一而忠”?……由“售点配送,炼就终端营销的内核”一文,我们可窥其通过提升经营管理能力,铸就自己的金字招牌,形成自有品牌优势之一斑。深圳华夏世纪实业有限公司作为酒类供应商,在与零售终端的过招中,摸索出一些较为有效的实战技法……
As China's accession to the WTO has entered its second year, with the gradual opening up of China's policy of foreign investment into the circulation field, more and more foreign capital is quietly infiltrating into the domestic circulation market. In the new year, the circulation industry is brewing a larger Change of the situation. As a trader in the traditional industries, it becomes a problem that dealers pay attention to how to further improve their competitiveness within a limited time. Here, we retrieve a few articles that discuss this issue from different perspectives. As a newly emerging professional fast moving consumer goods agency, Guangzhou Yingtian Co., Ltd. enhanced its operation flow and provided value-added management services to downstream terminals and upstream manufacturers, thus enhancing the efficiency of the product distribution value chain and enabling itself to achieve good growth. Hubei Kyushu-Pharmaceutical Co., Ltd. is a large pharmaceutical wholesale enterprises, its business products up to more than 10,000 species. In the past two years, its sales record hit a record high. In 2002, its sales surpassed 3.5 billion yuan, far ahead of its peers. Why does it win the favor of manufacturers, the total distribution rights of many products? What kind of trick it uses to make the final sale of many products they sell instead of the simple “warehouse transfer”? Why a large number of two or three distribution Business as a fixed purchase channel for it “from a loyal ”? ... by “point of sale delivery, refining the core of terminal marketing, ” a text, we can see it through the promotion of business management capabilities, cast Own signature brand, forming one of its own brand advantage. Shenzhen Huaxia Century Industrial Co., Ltd. as a wine supplier, with the retail terminal over the trick, to explore some more effective combat techniques ......