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发表人:盘小姐 发表时间:2009-10-6 16:26:00

 

发表新论题

 本栏论题: 经销商与代理商的区别  [10652]
    吸收中间商参与分销渠道时所建立的分销关系,按照中间商是否获得产品所有权,可以分为经销关系和代理关系。
    通常将与生产商建立经销关系的中间商称为经销商,而与生产商建立代理关系的中间商称为代理商。
    经销商与生产商之间是买主和卖主的关系,而且是较为持续、固定的买卖关系
    生产商与代理商之间只是委托--代理关系:即代理商受生产商的委托,并以生产商的销售商品。
    经销与代理这两种关系,存在着本质的区别,不要混为一谈。
    代理关系与经销关系的区别主要表现在以下三点:
    1、经销双方是一种买卖关系,代理双方是一种代理关系;
    2、经销商是以自己的名义销售商品,而代理商是以厂家的名义销售、签订销售合同;
    3、经销商的收入是买卖差价收入,而代理商的收入是佣金收入。
   
    在实务上,代理商与经销商也有许多不同之处。比如在存货和交货期方面,经销商以买卖商品为专业,为应付客户需要,故需要配备适当的库存,
    而且自己多半拥有销售组织。而代理商多半只有样品而无库存,依订单进货。在售后服务方面,经销商常自行负责售后服务工作,代理商常委托
    其他机构代为处理。
   
    经销关系可分为独家经销与非独家经销两类。
    1、独家经销是指中间商以买方的身份从厂家购入商品替其销售,该中间商自负盈亏,而且在一定的区域内,该厂家的特定产品享有独家购买、销售权。因此,
    独家经销商与厂家的关系,在法律上与一般的买卖关系并无本质区别,只是经销商在一定时期、一定区域内对特定的产品享有独家购买权和销售权。独家经销
    合同是规定卖方将独家经销权授予经销商的有法律制约效应的文书。独家经销合同一经签订,原则上授权人(即厂家)将不得通过其他途径将产品售予合同上约
    定的经销地区中的任何企业或个人。同时,独家经销商从原则上来讲也失去经销具有竞争性的其他厂家的商品的权利和自由。(如我们销售西门子等工控产品)
    2、普通经销也称为非独家经销,是指由几家经销商共同经销生产商的某一特定产品。这种经销方式下,供货人(厂家)的商品除了可以通过这几家经销商销售外,
    厂家还可以招揽更多的经销商或通过其他渠道进行销售。
   
    根据以上的定义,我们公司是AB的经销商而不是代理商(因此对外宣传时需注意),我们跟RA的关系是买主与卖主的关系(即甲乙方关系)。
    根据目前华南区的市场格局,RA采用的是非独家经销+大客户直销的模式,即市场上存在我方、南华、正泰等经销商。目前的这种格局是三分天下、诸候割据的
    局势,整个市场没有一个非常明确清晰的划分,渠道管理方面也较为混乱。因此公司每个人要有紧迫感(不要指望别人给你带来订单),我们既然站在这块土地上,就要把她耕耘好,才能够有好的收获。我们要真正做到“内炼素质、外树品牌”(而不是一句口号!),这样诺达才能够立于不败之地,才能够笑到最后。
   
    最后引用“麦当劳”的7条顾客政策来激励大家:
    1、QSFV政策(即质量 Quality 、服务 Service、快揵 Fast、价值 Value)
    2、TLC政策 (即细心 Tender、爱心 Loving、关心 Care)
    3、Customer is First (顾客永远第一)
    4、Dynamic, Yong, Exciting (活力、年轻、激情)
    5、Right Now and No Execute Business (立即动手,不要找借口)
    6、Keep Professional Attitude (保持专业态度)
    7、Up to You (一切取决于你)
   
 

以下是关于《经销商与代理商的区别》论题的回复(共8篇)

回复人:败茅草

 回复时间:2009-11-25 23:41:00

    顶

回复人:刘黎明

 回复时间:2010-2-28 1:14:00

    盘小姐不错

回复人:王远新

 回复时间:2010-5-11 14:37:00

    说的很对

回复人:sunzheduan

 回复时间:2010-6-9 15:02:00

    教材

回复人:云峰11271126

 回复时间:2010-11-29 17:42:00

    c

回复人:龙武

 回复时间:2011-1-6 16:18:00

    学习了

回复人:cxr682

 回复时间:2011-10-12 10:20:00

    学习了
   

回复人:锅炉一条街

 回复时间:2016-5-27 15:24:00

    一甲一举办新工厂落成暨用户交流会
    来源:亚洲锅炉资讯 编辑:阿生 点击率:1658次2014年5月3日,一甲一公司在位于浙江湖州市临港工业区的新址,举行了以“新技术,新发展”为主题的新工厂落成暨用户交流会。省市主管领导、客户与合作伙伴、金融、商业界以及相关媒体等100余家单位,300余名代表出席了大会。
    新落成的一甲一新工厂年生产能力2万台,堪称亚洲最大的生物质系列锅炉制造航母,新建落成投产的新工厂是一座集当今世界一流装备、技术,现代化标准厂房及物流管理于一体的智能化生物质锅炉专业制造基地,主要用于生产环保型高端生物质系列锅炉,以顺应和满足国内外环保事业发展的需要。目前,一甲一节能公司生物质锅炉产品市场占有率达到30%以上,已在华东、华南、华北、东北等地区设立了办事处及4S服务中心,可就近为锅炉用户提供专业咨询、产品配送等售后服务,产品在海内外锅炉业享有较高的声誉。新工厂的落成让广大用户对一甲一向更大、更高、更强发展充满信心。
    会上,一甲一企划部总监张生特别致辞,对与会的嘉宾表示了热烈的欢迎和感谢,并介绍了一甲一的发展历程和发展方向。一甲一隶属香港商务传媒集团董事长张女士也发表了致辞,对一甲一的成就给予了充分肯定,对一甲一未来发展提出了殷切的希望。
    会议期间,还举办了用户交流会,一甲一销售团队从产品、技术、服务等方面与用户进行了广泛深入的探讨和交流,展示了企业形象、宣传了企业产品,收集了客户反馈信息,为今后的市场营销集聚更多的经验。

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