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中国营销传播网 > 营销策略 > 营销管理 > 产品过剩时代,渠道商如何挑选适合自己的产品?

产品过剩时代,渠道商如何挑选适合自己的产品?


中国营销传播网, 2019-07-20, 作者: 黄利鸿, 访问人数: 1111


  对于“产品过剩”,这个已经不是一个新鲜的话题了。各种各样的产品在市场上我们几乎都能见到,甚至以往在国外才能见到的产品,今天在国内也会见到,甚至还会见到国外所见不到的也不奇怪了!

  不过,对于活跃在市场上的渠道商来说,面对产品过剩,又应该怎么选择到适合自己发展的产品以应对竞争对手和时代淘汰所可能带来的挑战呢?今天笔者就此话题一起与大家探讨一下,共同学习进步。

  做好定位与规划

  孙子曰:未战而妙算胜者,得算多也;未战而妙算不胜者,得算少也。从一个企业发展的角度上来说,不管是大到跨国企业,还是小到只有一个人注册的个体工商户,在产品的选择上,第一就要非常注重的就是该产品是否符合企业的定位与规划。

  为什么这么说呢?首先就是表现在选择该产品之后,你就要进行资金和市场的投入,资金的投入很容易体现,但是对于市场的投入可能就需要经历一段时间的考验,比如人脉、资源等。如果该产品与自身的资源和人脉不甚匹配,也有违自己对公司发展的规划,那么,等于前期的投入就打了水漂。如果能在较短的时间内就感受到不妥,进而选择退出还好,不然就会给自己带来资金方面的压力,更为严重的可能还会受到该产品竞争对手的排挤,甚至令自己丧失了产品销售的最佳时期,导致更多的悔恨!

  所以,对于一个聪明的渠道商来说,总比较喜欢受到来自外界的打鸡血式的知识灌输——要给予来推销产品的业务员一个机会,其实也是在给自己一个选择产品、促进发展的机会。不过,笔者更想说的是:建议渠道商朋友一定要有自己的定位和规划,哪怕这个定位和规划目前还是不够清晰的,但是起码得有自己的那个“称”在哪里,这样你就会有了做“裁判”的标准,而不至于左右为难,难以决策。

  抓大势迎大局

  孙子曰:善动敌者,形之,敌必从之;予之,敌必取之。以利动之,以卒待之。故善战者,求之于势,不责于人,故能择人而任势。从产品的生命周期来说,任何产品都是有其寿命时限的,所以,对于产品的选择方面,一个比较好的选择时机就是在发展的上升期。

  那么,怎么去判定产品的生命周期呢?在这里有一个不成文的规矩,那就是当一个产品在你所在的“朋友圈”中“闻所未闻”的时候,一般情况下都会判定为该产品处于一个起步阶段。当该产品已经在“朋友圈”中已有人听闻,并且还有较少数人已经赚取到一定收益的时候,说明该产品已经是处于一个发展的上升期了!所以,很多人都是在这个时候做出选择该产品的决定的!

  从产品发展的角度上来说,这个可以说是能够作为判定抓住一个产品的大势所做的一个决策,但是并不是惟一的,也并不一定就会非常准确,因为你还得考虑一个大局,做出迎大局的决策。怎么去迎大局?用艾家超速热电热水器楼总的话说,那就是你作为一个电器渠道商,不但要时刻关注到电器行业发展趋势,而且还要更加清楚所有的电器产品中,哪个产品才是最好地体现出你的敏锐眼光和价值所在的?把握住了,就说明你把握住了发展大局,迎合了行业和产品发展的大局势!

  所以,在产品的选择上,对于渠道商来说,笔者建议一定要懂得审时度势,看准了就出手,看好了就动手,才能真正做到抓大势迎大局!

  实干兴邦更注重速动

  孙子曰:胜兵先胜而后求战,败兵先战而后求胜。善用兵者,修道而保法,故能为胜败之政。一般认为,在选择产品的时候,有很多的渠道商都会有对厂家存在诸多的担心,比如供货周期、品牌推广、市场操作等等,对于自己本来就没有任何头绪的,那就更会乱糟糟了。

  其实,这归根结底都是渠道商们对于自身的定位和规划比较模糊所导致的。其实,从发展的角度上来说,如果一个产品已经进入到成熟期时才选择的话,那已经不是企业选择产品,而是产品选择企业了。所以,“修道而保法”其实就是渠道商日常就要去做的基础工作,把基础工作做好、做足了,在面临产品的选择时,你的侧重点就不会在于产品本身,而是开始注重对于该产品选择之后是否能够快速启动起来。

  所以,当面对产品的选择时,渠道商在对产品和企业进行考察的时候,笔者建议渠道商朋友们就要更加懂得善于“听其言,观其行”,对产品品牌和营销团队有更多的认识,无论是从营销观念、思维和行动上,都要有一个基本的“裁判”标准。就像我们以前经常听到这样一个词语:实干兴邦。从营销的角度上来说,实干兴邦其实更加的注重的就是速动——快速行动起来,敢于试错,快速改进和提升,只有这样,才能快速地应对市场,摘取胜利果实!

  在十多年前的粤西地区曾流传过这样一个与婚姻有关的话语:要么通过钓个金龟婿快速提高生活条件,要么通过娶个有钱人家的女孩快速改善生活环境。选择一个产品对于渠道商来说已经是一个很平常的事情,但是正确与否,能否对自身发展更加有利,则是一门很深的学问!

  有相关统计数据显示,速热式电热水器是目前家电行业产品中惟一年增长率超过50%的电器。正如艾家超速热电热水器楼总所言,对于这样一个处于发展上升期的产品,你不赶紧抓住时机上马,更待何时呢?

  欢迎与作者探讨您的观点和看法,联系电话:18688258097,电子邮件:yellowhongli@163.com



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