Directory of Medical Equipment Suppliers in Pingdingshan City

To sum up, new market development can be divided into the following seven steps: Step 1: Do five "familiarities" before departure. 1 Be familiar with the company's current position in the same industry; Familiar with the company's products, especially their advantages, eating methods and storage methods; Familiar with processing technology; Familiar with the company's marketing culture and marketing policies; Familiar with all available customer resources in the new market to be developed, including the company's old business units and customers who actively call for cooperation. Being familiar with the company's current position in the same industry directly determines your mentality and confidence when visiting customers. For example, our company is the No.1 grain company in China and the No.1 rice brand in China, which determines that we are confident when negotiating with customers. Being familiar with the company's products, especially the advantages of products and processing technology, eating methods, storage methods, etc., will help us not to speak layman's words when negotiating. If the customer is a layman, he will think that we are experts, and if the customer is an expert, he will agree from the heart, so that we can be easily accepted by customers and feel safe when cooperating with our company. Being familiar with the company's marketing culture and policies will help us grasp our own concession bottom line when negotiating with customers, and at the same time let customers feel the continuity of our company's marketing norms and policies. Familiar with all available customer resources in the new market to be developed, including the old business departments of the company and customers who actively request cooperation. In fact, it is preparing for finding customers. In June 2000, when I was developing Henan market, I successfully developed Luoyang, Pingdingshan, Zhengzhou and Puyang markets in just one week. At that time, my colleagues in polished rice company thought I was very powerful. In fact, before I went to Henan, I fully collected some customer resources that had business dealings with our company, including raw material suppliers and equipment suppliers, and specially told the telephone answering personnel to pay attention to those customers who called Henan on their own initiative, so after I arrived in Henan, I visited customers so quickly. Step 2: Just arrived in a new market, and achieved one "inspection" and three "affirmations". Fully conducting market research is the necessary and primary link to open up new markets. The process of market research is actually a process of finding your own feelings in the market. Through investigation, you can fully understand the market situation, market potential and sales forecast of your competitors, so as to find market opportunities and breakthroughs. The three "affirmations" are as follows: First, on the basis of market research, we will determine the position and advantages of our products and marketing policies in the same industry through analysis and find a breakthrough. When the polished rice factory was put into operation in 2000, I was responsible for developing the Wuhan market. When I first arrived in Wuhan, I plunged into the grain wholesale market according to traditional habits. As a result, the agent could not be found. Later, through analysis, we found that the price of our products could not be docked with ordinary rice, so we changed our mind. Why should I honestly sell our products as rice? Why not sell food? So I put forward the concept of "selling our rice is not rice, but buying it as food", so that when looking for customers, the foundation will be much wider. This concept has just been put forward, and some people think it is funny, but it has greatly affected the thinking of our polished rice company when developing customers at that time. Why are we now acting as grain and oil agents so little affected by this? In March of 200 1 year, when I took over the Jiangxi market, there was only one dealer. After I went to the Jiangxi market, I found that the Jiangxi market itself is rich in high-quality rice, even better than that in Hunan. It is really difficult to buy rice in Jiangxi, but through analysis and comparison, I find that our company's 5 kg plastic packaging is our advantage and selling point. The packaging of competitors is mainly woven bags, and the design is relatively resistant. Therefore, when developing customers, I emphasized the development prospect and profit margin of 5 kg small packaged rice, which touched many customers. By July 2006, it had developed into a 12 dealer. Also, although I wasn't in charge of noodle sales at that time, I found that our noodles had a good market in Jiangxi (the return rate was high, and the retailers had enough profit margin), so sometimes the dealers began to be unwilling to cook, so I introduced the noodles to him first, and it was much easier to ask him to cook after cooking for a while. I cite these two examples mainly to illustrate the necessity and importance of investigation and analysis in opening up new markets. Secondly, according to the market demand, it is very important to preliminarily determine the channel distribution mode to be selected, whether it is a regional exclusive agent or multiple agents, direct sales or agents, which directly determines what kind of customers we will visit later. The third is to initially determine the "blacklist" of customers you are about to visit. In addition to the list of customers collected before departure mentioned above, there are several ways to determine the "blacklist" of customers: 1 Go to the supermarket to find some best-selling brands related to our products, record the phone numbers and find their agents in this area. Inquire about some well-known suppliers through supermarket procurement; 3 multi-party investigation, inquire about the successful agents in the circle. Step 3: Preparation before visiting customers: 1, samples and related promotional materials. 2. Determine the bus route, make an appointment by phone in advance, and ensure that you arrive on time. 3. Marketing plan. 4. Organizational language: determine the general content of the conversation with customers during the visit. The following are the main contents of my first visit to customers: ① General situation of the company and its position in the same industry, production scale and capacity, quality assurance and stability system, mainly to reassure customers: First, it is with our company.