经销商增值模式研究

The Study on Value-Added Patterns of Seller on Commission

随着中国经济的不断发展,生产者对终端市场的控制,大型连锁超市和大卖场的不断出现,以及电子商务模式的发展,经销商的地位和作用在进一步弱化。经销商要想改变目前在分销渠道中的地位和困境,要从各种环节创造出更多的价值,赢得生产者和终端客户的依赖和信任。为此,文章提出了经销商的增值服务模型,该模型指出了经销商提供给生产者和客户的几种价值来源,主要包括客户关系管理、物流管理、营销管理和信息咨询管理。

With development of market economy, the control of manufacturers on terminal marketing, continuous emergency of the terminal large-scale supermarkets and the development of e-business models, the position and roles of Chinese sellers on commission are weakened .If sellers on commission want to change the position and the predicament at present, they must create enough value from various ways to obtain the trust and dependence of manufacturers and terminal customers. Based on it, the paper advances value-added service pattern, which puts forward value sources that are provided to manufacturers and terminal customers by sellers on commission, which include customer relationship management, logistics management, marketing management and information consulting management.