農(nóng)資經(jīng)銷(xiāo)商的開(kāi)發(fā)與管控主講:唐文明農(nóng)資經(jīng)銷(xiāo)商的開(kāi)發(fā)與管控1農(nóng)資經(jīng)銷(xiāo)商的困境1、行業(yè)全面放開(kāi),競(jìng)爭(zhēng)加劇,經(jīng)營(yíng)難度加大,行情把握困難,銷(xiāo)售規(guī)模逐年下降,利潤(rùn)空間越來(lái)越薄。2、商業(yè)贏利模式單一、落后。大多數(shù)仍停留在做貿(mào)易業(yè)態(tài)上,粗放經(jīng)營(yíng),缺乏終端網(wǎng)絡(luò)建設(shè)和零售業(yè)連鎖經(jīng)營(yíng)等先進(jìn)的運(yùn)營(yíng)模式。3、品牌意識(shí)淡薄,同質(zhì)化競(jìng)爭(zhēng)慘烈。缺少核心的產(chǎn)品品牌和服務(wù)品牌。傳統(tǒng)、保守,全靠老板個(gè)人打拼,經(jīng)營(yíng)管理理念落后5、人才缺乏。經(jīng)營(yíng)管理人才,專(zhuān)業(yè)的農(nóng)化服務(wù)人才缺乏,難以保證企業(yè)可持續(xù)發(fā)展農(nóng)資經(jīng)銷(xiāo)商的困境2農(nóng)資經(jīng)銷(xiāo)商的困境6、缺乏長(zhǎng)遠(yuǎn)考慮,盲目多品多牌,投機(jī)心機(jī),導(dǎo)致力量分散。7、市場(chǎng)營(yíng)銷(xiāo)模式落后、混亂,“等、靠、要”心態(tài)嚴(yán)重8、沒(méi)有核心競(jìng)爭(zhēng)力,無(wú)優(yōu)勢(shì)產(chǎn)品、無(wú)核心市場(chǎng)、無(wú)穩(wěn)固的分銷(xiāo)零售網(wǎng)絡(luò)、無(wú)穩(wěn)定的員工隊(duì)伍。9、廠商關(guān)系松散,行為投機(jī),相互博弈,交易成本高,沒(méi)有強(qiáng)勢(shì)的品牌廣家作后盾農(nóng)資經(jīng)銷(xiāo)商的困境3農(nóng)資經(jīng)銷(xiāo)商的發(fā)展思路。1、重新定位,轉(zhuǎn)型升級(jí),創(chuàng)新商業(yè)贏利模式,提升企業(yè)核心競(jìng)爭(zhēng)力。例如:切入農(nóng)資零售領(lǐng)域,賺取零售利潤(rùn),做廠家的專(zhuān)業(yè)化分銷(xiāo);做細(xì)分市場(chǎng)的領(lǐng)導(dǎo)者;重組聯(lián)合、強(qiáng)強(qiáng)聯(lián)手。農(nóng)資經(jīng)銷(xiāo)商從買(mǎi)賣(mài)、做生意的處境中上升到做企業(yè),做事業(yè)的境界,進(jìn)行公司化運(yùn)用,提升理念管理能力引進(jìn)、培養(yǎng)人才,保證企業(yè)持續(xù)穩(wěn)定的發(fā)展。農(nóng)資經(jīng)銷(xiāo)商的發(fā)展思路。4農(nóng)資經(jīng)銷(xiāo)商的發(fā)展思路。2、建好終端零售渠道網(wǎng)絡(luò),建好網(wǎng),扎穩(wěn)根。國(guó)發(fā)引導(dǎo)文件指出,“國(guó)家鼓勵(lì)大型化肥生產(chǎn),流通企業(yè)的及具備一定實(shí)力和規(guī)模的社會(huì)資本通過(guò)兼并重組等方式、整合資源,發(fā)展連鎖和集約化經(jīng)營(yíng)。”從長(zhǎng)遠(yuǎn)看,純粹的大批發(fā)商都會(huì)走向衰退,最終起主導(dǎo)作用的是工廠和終端零售網(wǎng)絡(luò)。農(nóng)資行業(yè)上游將形成工廠巨頭,作為中間流通商必須著力于終端網(wǎng)絡(luò)建設(shè),是市場(chǎng)競(jìng)爭(zhēng)的必然選擇。農(nóng)資經(jīng)銷(xiāo)商的發(fā)展思路。5農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件6農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件7農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件8農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件9農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件10農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件11農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件12農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件13農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件14農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件15農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件16農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件17農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件18農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件19農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件20農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件21農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件22農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件23農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件24農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件25農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件26農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件27農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件28農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件29農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件30農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件31農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件32農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件33農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件34農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件35農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件36農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課件37農(nóng)資經(jīng)銷(xiāo)商開(kāi)發(fā)與管控課