The barrel drinking water market face the new competition, Robust go into the market of the barrel drinking water market

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provenance:<> 2000 Issue 6Date Added:2000-07-14

The Robust enters the news of the barrel water market, causing the not small vibration in many barrel water business enterprises of everyplace even is a dismay.For is limit by district, have no market competition test of real career vehemence, or the local area barrel water that did not contest with real strong rival produces the business enterprise to say, must go to move, promoting own management ability completely, building up own competitive advantage, experiencing the baptism of the market competition.This text take relatively having the representative's market of Guangzhou as the object, talking that some viewpoints provide the industry reference to this.

objective say up, the barrel water market of Guangzhou hasn't been get the full development.Investigate its reason, is mainly most business enterprises sale ability weaker, see up don't have the market development ability basically from the certain meaning, have no real strenght that changes the market appearance, and the Tian Yuan Longevity Village, Cestbon and Sunraycaves that tripod signs proceed from the various consideration who also would not like to bring about the big conflict.This became the market on the low level of balance.

the Tian Yuan Longevity Village is a scale of Guangzhou biggest, native barrel water business enterprise in best Guangzhou in the management accomplishment, proceed from the consideration toward the stable market, that company conduct the keynote of policy to has been" stability, grow".Stable connotation is, the Tian Yuan Longevity Village be the barrel water market of Guangzhou City to lead the way the sheep, taking the responsibility of have the stability market, can't take the lead to make the price competition, therefore, it always sell the price higher.Though affected the management accomplishment of the company thus, but changed to come to compare good of competition environment.The mindset of grow then builds up at that time because of being affect by the water fountain price and price of water, the barrel water market of Guangzhou is in certain period still impossibly too big, need to be with meticulous care and the understanding foundation that grew patiently on.The fact prove that this kind of management the policy is righter, the market quota of the company and the management sum are steady to promote.

currently, Guangzhou hases already again have to promote the condition of the market capacity, the Robust enters under this premise, although affect to the existing business enterprise beneficial have the fraud, the benefit is is big in fraud.Say from the aspect of the benefit, the well-known brand enter, first, will promote the position of the barrel water, drawing on more consumers, thus making market become larger;The next in order, will urge the market alignment reasonableness and norms, make new the market competition of the round had the preface more;Again, will make the existing business enterprise have more study opportunities, promote the progress of the business enterprise;End, will make the barrel water market end mature from the immature alignment.Also is to say, the Robust enters the market of Guangzhou, is not to re- partition the market in brief, it give of will compare to obtain far of want to have another.

certainly, the Robust enters to bring the existing business enterprise not whole is an evangel, if the existing business enterprise does not work hard to raise the marketing level, the exaltation service quantity, lower the production cost, the huge brand advantage of Robust is in the competition inevitably would to the existing business enterprise result in strong pressure.Beyond all doubt, the worse business enterprise of the part management circumstance will face more predicaments.

while discussing the counterplan with Tian Yuan Longevity Village, the writer think, though the Robust is a national and well-known brand, but the Tian Yuan Longevity Village is a native pre-eminent brand," sit a ground of tiger" not definitely will lose to" lead river's dragon".If the competition strategy properly of words, the Tian Yuan Longevity Village can obtain the certain quota from the market capacity of the extension on the other hand, on the other hand from the small and weak opponent hand in obtain the certain quota again, also will become new a the round compete of be subjected to the benefit.Fight for the price worried, the writer think the Robust and should compare the current competitor in the competition more reasonableness, will not settle the sale price under the production cost at least, take this as the premise, have already owned the large quantity Tian Yuan Longevity Village of the honest customer and been unlikely too passive.Even the Robust adopts the competition strategy that the people do not wish to see, the existing business enterprise also need not worry excessively, having always been to have no real business enterprise vanquish by rival, the business enterprise is just a fail to give oneself- have no competition ability and competitive advantages, want to withdraw the market sooner or later.The business enterprise can't surmount the oneself, never may surmount the rival.

a very deserve research of problem is:Why would Robust enter the barrel water market?

the Robust enters the basic reason of the barrel water market to mainly have 2:00, on ising a barrel water to have the bigger market potential, to further promote it conducts the accomplishment to have bigger value, at the same time, the barrel water market has to compare good of economic performance, have the development value very much.;Two is the barrel water grab considerable water market of quantity, and this kind of circumstance contain the trend of the further extension.Can say, is a benefits to drive and compete the pressure to urge the Robust( according to the dependable news Wahaha also in the activity) to enter the barrel water market completely.

produce the problem of the business enterprise existence to the barrel water, might as well speak of from the Tian Yuan Longevity Village.While just getting in touch with the Tian Yuan Longevity Village, the writer feels the hard comprehension to many problems, for example the salesman presses the water fountain quantity of the sale to lift.Certainly, selling the water fountain can sell the barrel water of the certain quantity by all means, at the same time, selling the water fountain at that time also is can the Õõ arrive the certain profits.But the sale water fountain and the sale barrel waters after all compare greatly distinct, be the salesman income source is mainly water fountain of time, he neglects to develop towards already having the customer to carry on taking selling the water as the lord for two times by all means because of sell the water fountain with all strength, at the same time, the water fountain price that result in lead high because of price markup, also affect the development- customer of the barrel water market by all means to cost for the very first time big, resulted in the development obstacle.For the sake of some water fountain profitses of get , business enterprise even will originally should the equipments be engaged in by the water fountain manufactory maintain the work also contained, to business enterprise is to lose more than gain.Again for example the business enterprise lacks the programming to the market, salesman the full day fly.This kind of circumstance results in the salesman dig the corner of wall mutually, the company offer inconformity, at the same time, also affected the company team spirit inevitably, the salesman is on the business regular meeting because of worrying that the colleague robs the door but dare not to notify own target customer circumstance, blockade the information mutually.

has been adjust, the Tian Yuan Longevity Village has already improved these aspects, but many companies still exist these problems.Currently the barrel water business enterprise existent other problemses still have:

1. the salesman lacks the professional training.Far away below and social average level of the salesman ability of the barrel water business enterprise, the barrel water business enterprise because of ising limit by district and quantities, basic be placed in the closing appearance.

2. the sale management level is lowly, lacking the customer the management consciousness and technique, manage to the activity of the salesman not professional, not system, not arrive, belong to the typical model of individual promote to promote with experience, the public relations promote.At the same time, serious shortage of the salesman workload, the foundation work of the sale is very not firm.

3. have no target customer's concept, sell the work to have the very big blindness and not coherent, develop the work to have very big of at will sex.

4. sale work and send the water work to become disjointed seriously, lack the management of the system to the customer, the most typical performance is a customer to run off the severity.Currently the more widespread circumstance pays attention to the management to the organization the customer only and as to it's use the guarantee of the water, but the amount of logarithms share the family customer of the absolute advantage to then adopt the permissive attitude, is from the dint work that send the water basically to maintain, lack valid interaction of the business enterprise and customer.

5. lack the research to the rival, the competition measure and the blindness of the meanses compare greatly.

6. the cost and expenseses reside high not next.Result in this kind of circumstance of reason mainly is to sell the scale not enough, the cost and the expenses controls are not strict.The cost and expenseses of the barrel water business enterprise contain huge management space, to take Tian Yuan Longevity Village as an example, two in the last yearses its costs and expenses descend 40% above, be that as it may, the writer thinks to still have the very big leeway.Need to be special explanatory is, many business enterprises lack self-conscious sex of compression cost, expenses.

7. abidance by native market, lack the consciousness and the ability that expands toward the peripheral city that radius allow of conveyance.

to the barrel water business enterprise, the Robust and the Wahahas are terrible of is not its brand popularity, but its profession operates the mode and huge human resource advantages.The well-known brand enter, canning promote to manage the level by this the change barrel water market environment of the low level competition, if the existing business enterprise leading good,, stiring up the employee to start a business the enthusiasm lately, thus and further promoting the accomplishment.Under the new competition situation, the barrel water produce the business enterprise and should work well as follows several works hard:

1. strengthen to train the work, diligent exaltation employee particularly the professional character of the salesman, compete to need with the orientation to develop the demand with business enterprise.The business enterprise competition is the talented person's competition, don't resolve talented person's problem, under the new situation, the existence of the business enterprise will be subjected to the threat necessarily.To the industry business enterprise, creation training consciousness that ratio training oneself is more important.Had the training consciousness, train the work and then can have plan ground to carry on continuously, then can real creation function.The intermittence that not a few business enterprise carry on, not become the system, purpose not explicit, aim at the not strong training of sex, the result is not ideal.

2. strengthen the cost and expenses controls.Can affirm the ground to say, the barrel water price in the near future will significant bottom adjust, can't lead this pass, the business enterprise will can't exist.The big brand enter, will urge the end alignment rationalization of the barrel water price, this also will urge the market capacity to get to extend with maximum limit.The biggest obstacle that the barrel water business enterprise management cost and expenseses descend is a cost, expenses opaque, can't carry on the quantity to turn the management according to the homework process, suggestion the business enterprise needs to carry on the cost and expenseses to pour to calculate according to the competition, the strong line controls to ideal extent.The link of barrel water production and sale is opposite to say that compare in brief, attain this not difficult.

3. adjust the market development homework mode, become thick put the sale as the detial make, lead into the sale method of" sweep the stairs" type, carry on new market development steady-goingly.The concrete operation way can adopt:(1)Carry on according to the salesman ability to the sale district reasonable divide the line, the salesman is only the ability to carry on the development that aims at sex in prescriptive district;(2)All target customers requesting the salesman to district ises carry on the inquisition, and build up target customer's file;(3)According to reasonable standard to target the customer carries on the classification of ABC, then the system develop the A customer, growing the B customer, paying attention to the C customer;(4)Strict bottom reach the customer development plan, according to schedule to can't complete the customer of the development to carry on earnest analysis, and take out the project of the further development;(5)Periodically convene the meaningful business regular meeting, understanding summary experience and teach, resolve the customer in time development in existent problem, in time and definitely aim at sex of competition strategy.

4. the change sends the water homework mode, raising to send the efficiency of water and the service levels on the other hand, on the other hand will send the water and sale and send to the water and customer to manage the close knot to put together, realization sale the best combination of the resources.

5. the circumspect treats to sell the price.Sell best on the market from the beginning is not a cheapest merchandise.The existing business enterprise must promote own management accomplishment with the most reasonable marketing combination, if use the price means persistently, will accelerate own failure.

6. the concern subdivides the market and field of Hsinshihs.Because of the change of the competition structure and form, parts of customers will re- do a choice, thus, parts of business enterprises will have to retreat the position that ten lost fill vacant post.Be placed in the business enterprise of this kind of position, must master to re- look for to exist the space, pay attention to and develop the peripheral city for example.Break the city boundary walk out, looking for the larger market space is not a few business enterprises to get away from the direct and the most viable choice of predicament.

7. pay attention to the market marketing of the well-known brand method, set up the right attitude toward excellent rival study.