The manufacturer is a relationship between production and distribution. It is a participant who turns raw materials into products and then turns products into commodities. It is interdependent and cooperative in the market. However, in the past when the products were in short supply, the manufacturers became the dominant players. Generally speaking, what manufacturers sell to the dealers; and in the current overcapacity, it seems that the dealers have become the dominant factor, and even some manufacturers have made it possible to win over the dealers. Out of all the way.
Throughout the current LED lighting industry, it is not in the transition period of this trading relationship, the production capacity can not keep up in the early years, many ancient town manufacturers sitting at the door can wait for customers to go to the door to do business, in recent years, due to the market The cruelty of competition and overcapacity, the merchants have already gone, the establishment of marketing service points in the country is a common practice for enterprises, in addition to doing their best to provide products, store guidance, sales skills, after-sales service for dealers, sometimes need to rob the dealers Resources, such as the large-scale dealer conference held by many companies, even you will find that some of these meetings seem to have changed their taste. It is no longer a simple order-order sales meeting, but has evolved into a factory-inviting dealer. A meal, drink and carnival.
In particular, the current changes in lighting sources, many companies believe that this is an important opportunity to subvert the traditional lighting business pattern, outside the door, the upper, middle and lower reaches of the company are swarming, hoping to share a piece of LED lighting applications, this As a result of the current flood of lighting manufacturers, and everyone is staring at such a market, the pursuit of dealers has become an important step to seize the market, and the number of dealers is there, thus becoming a scarce resource, and before Compared with the past few years, the situation naturally has a subtle reversal. This is the evolution of the so-called seller market to the buyer's market.
So, what is the current vendor relationship? Has it really become a buyer's market? Through the annual event of the lighting industry, and the largest gathering of manufacturers and dealers, Guangzhou International Lighting Exhibition, Aladdin Lighting Network reporter interviewed some of the participating dealers and manufacturers, listen to them for the current Understanding and feeling of vendor relationships.
Change: Do not pay attention to dealer demand to take the initiative to pay attention to reporters from the dialogue with dealers to understand that dealers choose brands mainly to look at several aspects: First, quality, second is cost-effective; third is brand awareness; fourth is after-sales service. Of course, for some of the more remote areas, logistics and transportation are also factors in considering whether to represent a brand. However, with the gradual convenience of transportation and logistics, the influence of this factor is weakening. At the same time, they also said that strong brands have higher barriers to cooperation for dealers, and have certain requirements for dealers' loyalty, capital, and appeal. The cooperation conditions of small and medium-sized brands for dealers are much broader. However, some enterprises have a considerable support for breaking through the dealers, and can even be said to be zero requirements.
A dealer from Dawei Optoelectronics said that the current business model has indeed been adjusted according to changes in the market, but the big cooperation framework has not changed. For example, he said that in the past, manufacturers did not pay much attention to the individual needs of dealers. The dealers were in a position to passively select existing products. Now manufacturers will order products according to the needs of the partners.
The reporter learned that manufacturers are more concerned about whether dealers are interested in their own brands and whether they have the determination and planning to do well. Pinshang Optoelectronics said that choosing the dealer's starting point is not a factor to consider. Whether the two sides can establish long-term cooperation is the key, and given that the relationship between the two sides has indeed changed subtly, it also urges manufacturers to pay more attention to their products and service. Op Lighting said that it is irrelevant, and what kind of dealers to choose depends on what kind of business we want to do. If we give it a definition, we hope that our dealers have the same understanding of our business. This will have a common basis to explore how such a business can be done.
From the speeches of everyone, we can see that there have been some changes in the relationship between manufacturers, especially the number of manufacturers in the LED era. At this time, they need to spend more energy to explore partners, but the mutual trading relationship between the two parties. No change, just more content, more attention to the needs of both sides, and more detailed cooperation. In a word, the manufacturers have become more focused on the needs of dealers. 12

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