White Wine Merchants Program (a)

To build the cornerstone of business ethics in good faith, to enhance the core competitiveness of enterprises with brand marketing.

We adhering to the "integrity, pragmatic" principle, recruiting part of the province, prefecture (city), county dealers, with professionalism + details + execution to do the market, to do the "development of a family, to support a family, a successful". Our factory from the selection of materials - brewing - laboratory - filling - testing, etc., everywhere to achieve excellence. We offer a variety of ways to cooperate, welcome to our factory site visits, wine tasting, negotiation.

I. Qualifications for distributors

1. Honest and trustworthy, with extensive social resources and business reputation.

2, no matter what kind of business system, what kind of industry, with or without relevant experience, as long as you have a strong market awareness and keen market insight.

3, with a certain degree of financial strength and perfect sales network or awareness and strict management system.

Second, the mode of cooperation

1, the factory price settlement (including market input costs, the local market is responsible for the main input by the manufacturer);

2, the bare price settlement (minus the cost of market inputs, the local market is responsible for the main inputs by the business).

3, other ways of negotiation.

Third, support dealers

1, manufacturers of dealers to implement the market input + first batch of goods incentives + rebates + year-end awards.

2, the manufacturer is responsible for training dealers practitioners.

3, the manufacturer is responsible for the dealer's regional market to provide sales programs.

4, the manufacturer of the naked price settlement of the market to provide perennial sales services.

5, the amount of market input costs for the market hardware advertising, software advertising and large-scale promotional activities and promotional staff basic salary.

Fourth, the first batch of purchase incentives (excluding the bare price)

1, the first batch of purchase of 150,000 yuan, with a gift of wine 10000 yuan.

2, the first batch of 200,000 yuan of goods, with 15,000 yuan of wine.

3, the first batch of 300,000 yuan of goods, with a gift of 28,000 yuan of wine.

4, the first batch of goods 500,000 yuan, with a gift of wine 50000 yuan.

5, the first batch of goods 1 million yuan, with a gift of wine 120,000 yuan.

6, the above incentives by the Company to support a separate, the series of wine market investment costs remain unchanged.

Fifth, the end of the year awards (excluding the bare price)

Sales (except the bare price) more than double the basic task (including double) (except for the first purchase):

County: award value of 80,000 yuan minivan a car;

Local: award value of 150,000 yuan minivan a car;

Provincial: award value of 250,000 yuan minivan a car.

Provincial: one minivan worth 250,000 yuan.

Six, credibility deposit, the first batch of purchases, the annual basic sales volume, rebates

1, credibility deposit: according to the different levels of the agency region, pay the appropriate brand exclusive agency fee.

2, the first batch of goods: county-level 10-30 million; local (city) level 30-60 million; provincial 60-1.2 million.

3, the annual basic sales volume: county-level 1-3 million; prefecture-level 3-6 million; provincial-level 6 million or more.

4, the end of the year rebate (excluding the bare price): the completion of the basic sales volume rebate of 4%, the basic sales volume outside the rebate of 6%.

White Wine Merchants Program (2)

A clear investment purpose.

Generally speaking, investment promotion as a means and tool for market development, start and occupy the market. So that enterprises and investors and merchants with the interests of the same, connected to the fate, risk **** share, and then form a real sense, long and solid strategic partners.

Second, the development of investment objectives.

Investment objectives must be quantified, such as the total number of investment, signing rate. Specific indicators according to the needs of enterprises, but must be quantified, to be clear.

Third, set up investment organizations.

Generally speaking, during the investment should be investment department and other business departments independently, and give it a certain level of height, authority and incentives different from the general sales, so that it is as far as possible in the overall corporate organizational framework to enjoy a more flexible authority. Investment promotion department should be closely linked with the marketing planning department, but also with the sales department, property management department, engineering department, finance department, office and other departments to ensure the smooth progress of investment. Specific operation, from all departments to draw personnel, the establishment of investment project team.

Fourth, liquor investment program.

Generally speaking, a complete investment program is roughly divided into the following parts:

1, investment process planning:

Overall investment program design - investment personnel to prepare - set up investment organizations -- Merchants advertising ideas, media selection and release -- 1 information processing (calls, letters) -- 2 information processing (written reply) -Invitation - Signing - Supervision of fulfillment - Entering the normal operation of the session.

2, the choice of investment promotion methods.

There are many ways of investment promotion, () for liquor enterprises, there are mainly the following investment promotion methods:

(1) visit investment, take the initiative to visit the relevant investors and merchants to carry out investment promotion activities;

(2) advertisement investment, the use of various forms of advertising (newspapers, television, radio, magazines, outdoor advertising, brochures, posters, DM sheets and so on) investment promotion;

(3) meeting investment, the use of a variety of liquor exhibition and marketing meetings, especially in the spring and fall sugar wine fair to carry out investment;

(4) network investment, the use of websites, web pages, online stores investment;

3, investment manual development.

Before the investment, you can design and print a complete "investment manual". The main contents of the investment manual are as follows:

(1) enterprise (market) strength, honor and development history.

(2) selling point refining: market characteristics and advantages.

(3) Introduction to the current market situation.

(4) support for investors and businessmen: (generally speaking, there are the following seven major support)

① policy: to clarify the relevant preferential policies;

② management: the market management of the relevant provisions;

③ information: the provision of industrial and market information;

④ training: regular or occasional organization of relevant training to improve the quality of investors and customers;

④ training: regular or irregular training, to improve investors and customers.

⑤ Service: Provide various supporting services such as security, logistics and life;

⑥ Publicity: Help investors and businessmen to plan and carry out advertising and promotional activities;

⑦ Fees: Reduce or waive the relevant fees to support the development of investors and businessmen.

(5) Cooperation Agreement.

(6) Signing program.

White wine investment program (3)

The investment activities of white wine enterprises and other consumer goods have both similarities and differences. For a long time, many white wine enterprises have relied on the annual sugar and wine fairs in spring and autumn to organize investment activities. With the decline of the Sugar and Wine Fair, more liquor companies to investment as a brand strategy, marketing strategy, an integral part of the implementation. Through the newspaper media, liquor professional magazines and television media, as well as regional press conferences, new products, new brand promotion to achieve the purpose of three-dimensional investment. From the strategic point of view of liquor enterprises to analyze investment activities, investment activities generally follow the following procedures.

The first step, the development of investment plans. Merchants plan contains the investment organizational framework, the determination of job responsibilities, investment objectives, investment in the region to determine the choice of investment methods, investment strategy, investment funds ` use, investment period, investment advertising production and release, investment in the object of the investigation of the content of investment, investment in the implementation of the steps of investment, investment training, investment and the interface between the market introduction and other content.

1, investment in the organizational framework and the determination of job responsibilities. For national liquor brand investment, liquor companies should be equipped with the following aspects of talent:

Merchants manager 1, must be familiar with the liquor market, familiar with the liquor terminal operation and dealer management, practical experience (especially good at the investment operation), understanding of planning, good management, with excellent negotiation skills and charisma.

A number of regional investment manager, respectively, responsible for the work of the enterprise investment area: the regional manager should have a certain investment operation experience, understand the competitive situation of the market in the area and customs, long persuasion, encouraging negotiation, teamwork, obedience and the overall concept.

Regional business managers, the main responsibility is to assist agents to develop the market, to complete the sales. The business manager needs to be a person of integrity, hardworking and dedicated, with good communication and organizational management skills, and can be stationed abroad for a long time.

Several administrative assistants, the main responsibility is to help the first line of investment personnel to make good housekeeping (data items, incoming calls and letters, people to negotiate, information collection, etc.) and the organization of meetings and other work.

Other service personnel such as copywriters, graphic design, wiring and reception staff as appropriate.

For the size of each enterprise and the investment strategy launched by the market scope to determine the number of various types of talent, after a good framework for talent, recruitment work. Generally speaking, due to the higher requirements for investment managers and regional investment managers, and these two positions of talent is crucial, recruitment should be selected in the national scope (especially enterprises located in the interior of the city where the lack of talent resources, it is more important to recruit talent), other personnel can be selected in the local recruitment.

2, investment team training. Through training is the team to understand the current situation of the enterprise, the product, understand the investment strategy and operational steps, but also to carry out the process of integration. The training for investment mainly has the following aspects:

Corporate and product knowledge, in order to enable team members to have a clear understanding of the current situation of the enterprise.

Communication skills (such as answering the phone, reception language, negotiation skills, instrumentation and demeanor, etc.), in order to cultivate a sense of professionalism among team members.

Merchants professional knowledge (investment process, negotiation skills, answering the phone, precautions, etc.)

Merchants essentials (investment strategy statement and contract interpretation, etc.)

The process of training is actually a preview of the overall investment and virtual operation, which is significant for the implementation of the actual investment work. At the same time, through the training can unite the team, morale, these are undoubtedly for the enterprise is also a great benefit.

3, the use of investment funds.

- Investment funds should be special funds, specifically used in investment activities.

- Investment funds designed to investment team costs, investment advertising costs, investment inspection costs and investment evaluation costs and other items.

- Investment costs are an important part of the marketing costs of liquor enterprises, there must be sufficient budget and scientific use.

4, the development of investment strategy.

- Investment strategy can be generally divided into overall investment, regional investment, media investment, internal investment. Each enterprise should be based on the actual situation of the brand and the strength of the enterprise, the market competition to develop their own investment strategy;

- Overall investment is suitable for brand-name products, relatively speaking, the overall investment in the face of a wider range of capital investment is also relatively large, enterprise marketing management, advertising management, logistics management is a great test, but the benefits are also more obvious. For the overall investment, do not have the strength of liquor enterprises had better not easily involved;

- Regional investment is more suitable for small and medium-sized liquor enterprises, the new development of liquor brands. In the target market for a full investigation, after a full understanding of competitors, the success of the model market to carry out regional investment activities;

- media investment, internal investment is a combination of investment in the overall investment and regional investment in the investment strategy.

5, the production and release of investment advertising.

- Merchants advertising can be liquor brand advertising, you can also specialize in the production of Merchants, focusing on the introduction of corporate image;

- Merchants ads must be released in the sample market or select the hot columns, the prime time for the release of the prompt; if with the feature film, it is best to arrange for a non-primetime;

- Merchants ads must be a combination of different communication media, in order to maximize the dissemination of information;

- Merchants ads must be combined with different communication media. In order to maximize the dissemination of information;

-In the period of investment advertising, it is best to inform the target customers in a timely manner, prompting them to watch the investment promotion;

-Investment ads can be appropriate with the local hot news or hot events, in order to attract the participation of the largest number of customers;

6, the investment object of the assessment.

- Examination of the recruiter's network strength, business philosophy and financial strength;

- Examination of the recruiter's sales force and past business performance, business records;

- Examination of the recruiter's attitude towards the brand, the management of the new brand's point of view, and whether it is consistent with the enterprise's brand strategy, marketing strategy;

- Examination of the recruiter's logistical capabilities, service capabilities;

- Examination of the recruiter's logistics capabilities, and the ability to provide the best service to customers. Service ability;

- Comprehensive comparison of several candidates in a market business index, select the most suitable for the enterprise candidates for the intended dealer;

7, investment timing.

- Merchants timing for liquor companies, generally in March to June, after the off-season stage, liquor began to enter the network distribution and paving stage, the development of investment work will lose its significance;

- In the sample market around, you can develop the market at the same time as the investment work. This kind of investment is mainly rely on the influence of the sample market to pull, attract the surrounding should be recruited;

The second step, investment contact throughout the processing program.

Merchants, the recruiter of the enterprise, the brand interest, the enterprise must generally be handled in accordance with the following procedures:

1, the initial information processing (letters, calls), make a good job of registering, recording work, to understand the basic situation of the recruiter, based on the recruiter where the market to make a reply to the information, indicating that the need to continue to contact, tracking, mutual investigation;

2, the secondary information processing (letter, call), make good registration, record work, understand the basic situation of the recruiter, based on the recruiter where the market to make information, indicating that continue to contact, tracking, mutual investigation;

The second step is to attract the surrounding area, the whole process of the program. p> 2, the second information processing (the second letter, reply to the phone, consulting, negotiation), a comprehensive understanding of the candidate's business philosophy, business strength, exploratory understanding of the candidate's market mode of operation, to make the second information response (information upgrade → selective sending of substantive information). Not suitable for enterprises or brands, the work stops here, send a letter of thanks; suitable for enterprises or brands, send substantive information;

3, investment headquarters sporadic orders (door-to-door negotiations, inspections, signing of the intention to cooperate in the agreement)

4, investment meeting planning, preparation (national meetings, regional meetings)

5, send out the meeting invitations (once inquired about the person)

6, receive registration, supervise the participation

7, convene meetings and signing

8, supervise the fulfillment

9, collection and delivery.

In the whole investment program, the initial information processing is very critical. Recruiters based on the advertisement to find the door, the enterprise should be enthusiastic and communicate with customers, transfer the necessary corporate information and brand information. For the first contact in a very urgent customer, enterprises must be carefully analyzed and treated differently. Such a customer may be large, one may be a competitor or a liar, the enterprise must be guarded against. The second communication must be in the investment team to study the market information in detail, customer information, confirm the sending of substantive information and cooperation intentions. Inspection and negotiation is essential, on-site inspection and high-level negotiation between the signing of the success rate has a huge role. Investment conference is the climax of the whole process of investment, is the enterprise, brand event, should be taken seriously. For customers who have signed or will soon sign, investment conference is not only a place for communication, but also a mobilization meeting for enterprise marketing.

In investment, face-to-face communication is still the most intuitive and effective way. Therefore, before negotiating with the "recruiter", some details of the preparation is very important, such as the investment office space layout, the working condition of the personnel, the reception of visitors, which directly affect the results of the negotiations. In the process of communication, should be subtle to the visitors to pass the following points of information.

Demonstrate the strength of the enterprise, the quality of the investment team and management ability, show the brand image. Cooperate with the strong to be stronger, joiners hope that the strength of the enterprise is strong, lifting the worries. Merchants should be the long-term development of the enterprise's ambition to tell the enterprise, for the recruiter to depict the beautiful prospects for development and a large profit margin.

Demonstrate the enterprise's understanding of the market, the occupation of the market, the determination to combat competing brands. Firm beliefs and strong promotional strategies will enable franchisees to feel the determination of the enterprise to promote the project, with figures, charts and graphs to illustrate the strength of the enterprise is the best way.

With standardized rights and obligations to show the credibility of the enterprise. A flavor of rhetoric can not unite the strength of the dealers, sincere attitude, reasonable and justified, the maximum for the "recruits" to consider the two sides *** with the development of the basis.

Full study of the market, the study of competitors, fully demonstrate the enterprise marketing program. Detailed, feasible marketing methods for dealers have great appeal. Give dealers a brand, but also give dealers a complete implementation of the program.

Ensure that dealers are lucrative. In the final analysis, successful promotion should be lucrative, the company's left to the franchisee's interests should be very substantial.

The third step, the company's marketing services to potential customers. Enterprises to help franchisees to expand so that the franchisee is more fully committed to concentrate on the operation of the enterprise's brand, the establishment of the regional market terminal network. Therefore, the services for the franchisee is part of the corporate marketing strategy. Through the investment conference, should let the "recruits" a comprehensive understanding of the enterprise's plans and steps, and with detailed information for the "training-style" explanation, in order to "recruits" to understand and agree with the concept of business, corporate marketing programs, really impress the franchisee. Can also be used for a period of time, the dealer to carry out comprehensive training, training to strengthen the corporate culture, brand culture identity, strengthen the implementation of the marketing plan, to provide dealers with sufficient management tools and management confidence.

The fourth step, the signing of the contract, the grasp of the principle is very important. Because of the first deposit or payment in place involving the franchisee, the enterprise can not be part of the strength of the dealer's requirements and arbitrarily lower the threshold or give generous conditions. Focus on the overall results and adhere to the conditions suitable for the majority of franchisees, otherwise it will leave difficult to solve the "aftermath". And "should be recruited" signed a contract, the collection of payments and deposits, the full investment work to the end of the subsequent sporadic investment work can be carried out to extract some of the strength, and the center of the work transferred to the product of the overall promotion stage.

Of course, investment activities are not uniform. Baijiu enterprises can be based on their own actual situation, scientifically formulated investment plan, the implementation of investment strategy. In the current stage of fierce competition in the liquor, standardized service should become the core guiding ideology of investment work.