What is a distributor? Distributors mean that they buy goods from enterprises with money, but they sell them by hand, not for their own use. Oreo ice cream suggests that they only sell handmade ice cream. They pay attention to the price difference, not the actual price. Enterprises do not sell on credit, but collect money. This business refers to businessmen, that is, institutions. Therefore, "dealers" are generally enterprises, which refer to commercial units that take money from enterprises to purchase goods. What is an agent? Agent and distributor are completely different concepts. The agent takes care of the business on behalf of the enterprise, not buying out the products of the enterprise, but giving the manufacturer a quota. The ownership of goods belongs to the producer, not to the merchant. They also don't use their own products, but sell them on behalf of enterprises. Therefore, "agent", ice cream joining recommendation, generally refers to enterprises, commercial units that earn commissions from enterprises. What is the outdated concept of wholesale used by distributors? The fashionable concept is distribution. Distribution means selling separately. It can be seen that in the process of sales, the situation of the next home has been considered, not blind sales, but planned sales, and merchants have the concept of service terminals. Distribution and wholesale are relative, and they are the definitions of businesses from the perspective of management and planning. Therefore, "dealer" is generally recommended by enterprises and fitness clubs to describe the additional content of businesses with service terminal awareness: the concept of joining 1. Franchise franchise franchise (chain) is probably the most popular word in the business world today. Companies that engage in franchise business are also located in every corner of various industries. So, what is franchising? What are the advantages of franchising? Why is franchising successful? If you don't know these problems, you won't do a good job in joining. 1. Interpretation of franchising by international franchising association Franchising is a contractual relationship between franchisor and franchisee. According to the contract, the franchisor provides a unique franchise to the franchisee, and gives guidance and assistance in personnel training, organizational structure, business management, commodity procurement and so on. The Franchisee shall pay the corresponding expenses to the Franchisee. Generally speaking, franchising is a business model for franchisers to expand their business and sell goods and services. 2. Characteristics of franchising (1) Franchising is a business model that combines its own brand, proprietary technology and management model with other people's capital to expand its business scale. Franchising is the expansion of technology and brand value for franchisees, the cloning of business model rather than the expansion of capital. (2) Franchising is a win-win business model. Franchising can only be carried out if the franchisor can get more efficient development than his own direct operation and the franchisee can get more benefits than his own operation. (3) Franchising is a clever form of business organization. Franchising enables franchisees to fully combine and make use of their own advantages and absorb a wide range of social resources to the maximum extent, while franchisees reduce risks and risk costs such as time and capital. In a word, franchising is the new trend and trend of opening a shop and starting a business in the 2 1 century, and it is the new driving force for future social and economic development. It will bring new entrepreneurial opportunities and profit prospects to many entrepreneurs. Second, the franchise success rate 1, 997.9- 1.0. Gallup survey shows that more than 90% franchisees say their franchise is successful or very successful. Among them, 18% exceeded the expected value, 48% largely met the expected value, and 24% basically met the expected value. Two-thirds of the respondents believe that if they started the same industry alone, they would not have achieved such success. Almost two-thirds of people said that they would buy or invest in the same franchise store if they had such an opportunity again. The actual survey shows that the success rate of joining in business is 95.5%, and the success rate of starting a business alone is 4.5%. Advantages of franchising 1. Because you can directly use the brand, trademark and management technology owned by the headquarters, compared with starting your own business, it reduces a lot of time, money and mental burden. For people who have no business experience at all, they can enter the business in a short time. 2. Excellent headquarters, in order to improve the goodwill of the whole chain enterprise, will always develop original and high value-added goods, and lead competitors with product differentiation. Franchisees do not have to set up their own development departments. 3. Because the headquarters handles the promotion, purchasing and even accounting affairs as a whole, the franchise stores can concentrate on the sales work without being distracted. 4. Franchise stores inherit the goodwill of the chain system, which is equivalent to giving customers a reassurance. They will feel intimate with newly opened or unfamiliar stores, and even the language barriers and living habits that new immigrant franchisees are worried about can be maintained under the same signboard. 5. If you start your own business, there may be various difficulties in purchasing raw materials, and franchisees can buy equipment, dining tables, chairs and miscellaneous equipment cheaply because of mass production and customization at headquarters. 6. Pre-job training before opening can be assisted by the headquarters, and there will be special personnel to give various guidance regularly after opening. 7. Create your own original business. If there are competitors, you can only fight alone, and the franchise stores are backed by the headquarters, which can be used as support; 8. If you want to start your own business, you must decide the location of the store yourself, and you often have no confidence in the quality of the location; Franchise stores can consult the headquarters, evaluate the site conditions, and even help the head office choose a site. 9. As the head office conducts market research on the surrounding environment at any time, including changes in customer level and consumption tendency, franchisees can take corresponding measures as soon as possible. 10, the success of the franchise store is the success of the headquarters, which is equivalent to helping the headquarters expand the market. Therefore, franchisees with good performance, as well as reward system and welfare, have gone through seven stages: market research, product design, research and development, production, marketing, sales and after-sales service. Among them, the process from product production to user purchase is the process of selling and serving goods with the help of external resources, which is called distribution management. Distribution network is an organization that makes full use of dealer resources to sell goods, and it is a bridge connecting manufacturers and customers. Distribution management needs external resources, such as customers, sales, funds and media. Generally speaking, customer resources are the most important. However, the specific situation needs specific analysis. In fact, the scarcest resource is the most important resource. Manufacturers should evaluate the resources of dealers according to their own resources, so as to choose the most suitable resources. As most enterprises whose main sales channel is distribution, dealers are not only their partners, but also the forefront of their market, sales and services. Therefore, it is the expected goal of every manufacturer to know the business situation of dealers in time and give necessary cooperation. However, due to the inconsistent development of information technology, a lot of information communication still needs a lot of manual intervention, which makes it impossible for enterprises to accurately understand the business and financial information of dealers. As a result, enterprises can not effectively determine the production scale and delivery time of goods, which in turn leads to inventory backlog, affects the normal turnover of funds, and even affects the decision-making and strategic deployment of the whole enterprise. When these contradictions become the bottleneck restricting the development of enterprises, it is necessary to take necessary measures to overcome the bottleneck, so distribution management is very important in the process of enterprise management. There are many distribution business models in distribution management, including: channel structure, sales mode, settlement mode, storage and transportation mode, training system, advertising, promotion mode and so on. People seldom emphasize the business model, and the focus of their work is how to sell goods to dealers, but seldom emphasize that the consequences of the business model are hoarding goods to dealers and blocking access. In order to save money, dealers only hoard goods, which will inevitably disturb the price system of manufacturers. Cold drinks are recommended to join. Therefore, in order to occupy the market for a long time, we must consider the interests of consumers, distributors and manufacturers and build a sound network from the business model. Figure 1. The distribution business model explains in detail the specific forms of various business models. I. Distribution management concept With the continuous expansion of enterprise business, business outlets are spread all over the country. Under the traditional methods such as manual, telephone and fax, there are many problems in the existing distribution channels of enterprises: the headquarters of enterprises can not monitor the operating conditions of branches, offices and business outlets in real time; The feedback of data information such as ordering, sales and inventory is not timely, and there is often a phenomenon of overstock and shortage of goods; At present, the collection of documents and business data is seriously lagging behind and the accuracy is poor, which is not conducive to statistics, analysis and processing; Customer demand and market information are not fed back to the headquarters in time, which makes it very blind for enterprises to make production forecasts and commodity allocation plans, and lacks accurate data and information support for business decisions. So distribution management is very necessary, so what is distribution management? Today's industrialized products go through seven stages: market research, product design, research and development, production, marketing, sales and after-sales service. Among them, the process from product production to user purchase is the process of selling and serving goods with the help of external resources, which is called distribution management. Distribution network is an organization that makes full use of dealer resources to sell goods, and it is a bridge connecting manufacturers and customers. Distribution management needs external resources, such as customers, sales, funds and media. Generally speaking, customer resources are the most important. However, the specific situation needs specific analysis. In fact, the scarcest resource is the most important resource. Manufacturers should evaluate the resources of dealers according to their own resources, so as to choose the most suitable resources. As most enterprises whose main sales channel is distribution, dealers are not only their partners, but also the forefront of their market, sales and services. Therefore, it is the expected goal of every manufacturer to know the business situation of dealers in time and give necessary cooperation. However, due to the inconsistent development of information technology, a lot of information communication still needs a lot of manual intervention, which makes it impossible for enterprises to accurately understand the business and financial information of dealers. As a result, enterprises can not effectively determine the production scale and delivery time of goods, and then lead to inventory backlog, which affects the normal turnover of funds and even the decision-making and strategic deployment of the whole enterprise and the management system of the enterprise switchboard. When these contradictions have become the bottleneck restricting the development of enterprises, it is necessary to take necessary measures to overcome the bottleneck when recommending children's wear for foreign trade, so distribution management is very important in the process of enterprise management. 2. Distribution business models There are many distribution business models in distribution management. Anlijiu's joining in automobile air conditioner disinfectants includes: channel structure, sales method, settlement method, storage and transportation method, training system, advertising and promotion means. People seldom emphasize the business model, and the focus of their work is how to sell goods to dealers, but seldom emphasize that the consequences of the business model are hoarding goods to dealers and blocking access. Dealers have to stock up in order to save their lives, which will inevitably disrupt the price system of manufacturers. Therefore, in order to occupy the market for a long time, we must consider the interests of consumers, distributors and manufacturers and build a sound network from the business model. Figure 1. The distribution business model explains in detail the specific forms of various business models. Elements of distribution system In distribution management, distribution system is a very important concept, which includes six elements, namely, cost, capital, control, market coverage, personality and continuity. In English, these six factors all start with the letter "C", so some people call them "six C's of channels". The analysis of these six C's is the basis of the distribution system. When making a distribution strategy, cost is the first factor to consider. The cost of the distribution system consists of two parts, one is the development cost, including the investment in fixed equipment and research expenses. Second, maintenance costs, including equipment rental, 8 yuan Korean women's clothing, vehicle fuel consumption, personnel salaries and other variable costs. Some systems have low development costs, but high maintenance costs, while others, on the contrary, require huge investment in the initial stage of development, while the maintenance costs in the later stage are very low. Enterprises should weigh these two costs from the perspective of long-term development when choosing distribution systems. Capital companies should consider different capital requirements and cash flow methods when choosing distribution systems. For example, if you are building your own distribution system, you generally need a lot of capital investment; Distribution of products through middlemen usually does not require the company to invest cash. Agents generally don't ask the company for cash flow before selling goods, and often ask for subsidies from the beginning. Control refers to the ability of an enterprise to control distribution channels. If the company has strong control ability, it can better manage the sales staff and understand the changes in market demand, so as to sell its products and services more effectively. Although the enterprise has invested a lot in establishing its own distribution system, it can ensure the company's control over the distribution channels. The longer the distribution channel, the weaker the company's control over price, sales, promotion means and sales methods. There are two ways to strengthen the control of distribution channels. One is to establish their own distribution agencies near customers, and the other is to shorten the distribution channels as much as possible. The specific choice depends on the company's capital and management ability. The market covers three goals of market coverage: reaching the target sales volume; Achieve the target market share; Achieve satisfactory market penetration. Sometimes, due to various reasons, enterprises cannot achieve the above three goals at the same time, but always focus on one thing and lose another. At this time, enterprises need to determine the priority of these three goals, and make clear which one is the most important core goal of the company's long-term development. For example, due to the limited channels and funds, some enterprises do not require all markets to be taken into account in the actual marketing process, but strengthen market penetration in densely populated areas. Characteristics The characteristics mentioned here include company characteristics and target market characteristics. The former is mainly the nature of the product, and the network digital is also crazy about medical advertisements, such as physical properties, technical content and so on. In addition, it also includes other company-related contents besides products, such as the scale, reputation and financial status of the company. These attributes determine what kind of channel sales the company is suitable for. For example, insurance products need to be sold through short channels, while standardized products can be sold through long channels. For another example, high-end cosmetics are suitable for sale in department stores or cosmetics stores with elegant shopping environment. The characteristics of target market include customer characteristics, middleman characteristics and competitor characteristics. If customers buy less and buy less frequently, companies should adopt longer distribution channels. Factors such as whether the middleman bears the cost of storage, transportation and advertising should also be taken into account. In addition, the company should also determine its own channel strategy according to the situation of competitors. Continuity in fact, what we should consider here is the life span of distribution channels, that is, which distribution methods can be chosen to ensure the smooth and stable distribution channels. In order to avoid the interruption of distribution channels, companies must establish excellent brands and prevent middlemen from turning to other enterprises. Conclusion In the distribution management, the real e-commerce information management can be realized by helping enterprises to establish a distribution system with clear responsibilities and controllable processes. Moreover, by comprehensively recording the business data, bills of exchange, commodity inventory and other information generated in the business activities of the enterprise, it helps the enterprise to achieve: real-time and accurate access to business data all over the country, cool attachment to women's clothing, so that the headquarters can know the business activities of the distribution network like the palm of its hand, and provide direct and useful decision support for enterprise managers; Strengthen inventory control and replenishment ability, speed up commodity turnover, recommend 9 yuan children's wear to join, and improve capital turnover rate; Timely feedback and analysis of customer opinions, more targeted improvement of products and services, improve customer satisfaction; Optimize the internal and external business management process of the company; Distribution outlets and departments realize efficient and timely interactive information exchange through information communication channels, realize the goal of cooperative work between distribution outlets and headquarters at low cost, and greatly improve the efficiency and quality of information communication; Therefore, the management of distribution system can make enterprises have strong macro-control ability in supply chain management, and can provide customers with complete integrated management functions of transactions, goods, funds, bills and other information. It is of great significance for enterprises to reduce manual business processing, promote information sharing among departments, realize on-demand production, reduce inventory and improve competitiveness. Distribution and distribution: the so-called distribution refers to a series of activities involved in the transfer of products from manufacturers to consumers. The carrier of distribution activities is the distribution channel, which refers to the whole channel of products or services flowing from producers to consumers (users), electronic display manufacturers. This channel usually consists of manufacturers, wholesalers, retailers and other auxiliary institutions. They play their respective roles to make products reach enterprise users and final consumers, and jointly meet market demand effectively. Distribution is a special and comprehensive activity form in logistics, a close combination of business flow and logistics, including business flow activities and logistics cleaning, and also a form of several functional elements in logistics. In logistics, distribution contains almost all the functional elements of logistics, which is a microcosm of logistics, or the embodiment of all logistics activities in a small scope. General distribution integrates loading, unloading, packaging, storage and transportation, and completes the purpose of distributing goods through this series of activities. Special distribution is supported by processing activities, so it covers a wider range. However, the main activities of distribution are different from general logistics. General logistics is transportation and warehousing, and distribution is transportation and sorting distribution. Sorting and distribution is a unique requirement of distribution and a characteristic activity in distribution. Distribution transportation is the main means to realize distribution finally. From this main means, distribution is often simplified as a mode of transportation. In terms of business flow, the difference between distribution and logistics is that logistics is the product of the separation of goods and commodities, while distribution is the product of the integration of goods and commodities, and distribution itself is a commercial form. Although distribution is implemented in the form of separation of goods and goods, from the development trend of distribution, the closer combination of business flow and logistics is an important guarantee for the success of distribution. -Invincible dividing line-With the outdated wholesale concept, the fashionable concept of gasifier manufacturers is distribution. Distribution means selling separately. It can be seen that in the process of sales, the situation of the next home has been considered, not blind sales, but planned sales, and merchants have the concept of service terminals. Distribution and wholesale are relative, and they are the definitions of businesses from the perspective of management and planning. Therefore, "dealers", usually enterprises, are used to refer to hong merchants with service terminal awareness. Distribution management system is a highly intelligent enterprise distribution business solution based on business process optimization, with sales and inventory integrated control management as the core, and integrating functions such as purchasing, inventory, sales, promotion management, finance and enterprise decision analysis. IT is suitable for all kinds of enterprises with multi-site distributed distribution network, whose branches and distributors are the main executors of the system operation, and consumer goods enterprises with cross-regional management needs will be the biggest beneficiaries of the system (such as IT electronic products/communication industry/electrical appliance industry/daily chemical industry/food industry/clothing industry, etc.). ). The core of distribution management is division of labor. Is the traditional distribution model a manufacturer? Dealer? The second batch of merchants? Terminal? Consumers, the whole marketing network is arranged in a pyramid shape, which is only a quantitative difference for enterprises at the channel level. For a single enterprise, the so-called distribution model, the real core problem is actually who dominates the operation of this network and the manufacturers? Or a dealer? What exactly do they do? In the final analysis, the problem of distribution mode is basically the problem of how to divide the work between manufacturers and distributors! What is deep distribution? As the name implies, it is a distribution model in which manufacturers are deeply involved and network operation is dominant. In an ideal deep distribution model of consumer goods, manufacturers are responsible for business personnel management, network development, terminal maintenance, display and promotion, and dealers are only responsible for part of logistics and capital flow. But in reality, this is only an ideal situation, and no enterprise can fully achieve this goal. What is key account management? Because modern retail channels are more and more developed, a few retail giants occupy a higher and higher market share. In this case, manufacturers are forced to use a lot of resources to support these channels, and set up a special working group for them to be responsible for inventory distribution, terminal vivid management, terminal promotion implementation and so on. In order to stand out from the competition of all brands in these terminals and occupy a more favorable position. This is an endless competition. A complete distribution process includes two basic elements, one is the participants in the whole distribution process, and the other is the responsibilities and obligations assumed by each participant. In the whole distribution process, participants are not only enterprises and distributors, but also a more complete way of consideration should include five categories of participants: corporate headquarters, overseas institutions, distributors, second-batch suppliers and terminals. With the changes of regions and channels, the degree of participation of all interested parties in each work is also different. At the same time, a complete distribution process includes some work contents, such as the formulation of marketing plan, inventory management, coverage of retail outlets, display management, credit provision, design and implementation of promotion, logistics and distribution, and payment recovery. We combine these specific work contents with the responsibilities of all stakeholders to form a complete distribution model. It should be pointed out that deep distribution and key customer management are only two representative distribution models. From a larger perspective, sales channels include not only distribution, but also the corresponding direct selling mode and other forms. So what kind of distribution model should specific enterprises adopt? For each enterprise, the products are different, the market environment is different, the enterprise strategy is different, and the distribution model is different. When online digital advertising is crazy about medical treatment, any enterprise should design its own distribution system and method according to its own situation, and no distribution system and method are exactly the same. And with the passage of time and the change of environment, the corresponding distribution model will inevitably change. Therefore, any enterprise must constantly improve it.