Uncertainty of manufacturer's duties limits the operation of cabinet dealers

Since entering the initial stage of “franchising franchise”, China’s cabinets have had only 8 or 9 years of history. If we reflect on the process and details of “commercial cooperation” and summarize the gains and losses and feasibility, as long as we have personal experience and experience, we must It will have a strong "reformative desire" for the substantive content of "chain operation". It is known in practice that the status quo of dealers and the unclear responsibilities between brand manufacturers and distributors have limited the normal operation and development of dealers.

(A) To solve the industry's ills, we can rationalize the "industrial and commercial cooperation":

(1) Even if the “brand manufacturer” conducts its own full-service service independently, there is a serious “out of line” in the cooperation between “market sales, design” and “production and installation”. This is the common “sick illness” in the cabinet industry. As far as the general phenomenon is concerned, brand manufacturers do not have a complete, universally-available system that can be referenced before and after, and there is no common “sales, design, production, and installation” of commodity objects, and no layer is formed around this object. The "law" of service.

(2) Cabinet makers have no administrative power in the face of dealers limited to "brand" and "product" cooperation. Manufacturers' operational requirements and professional requirements for regulating sales and design are only wishful thinking. The dealer's working experience cannot be understood, and it is difficult to cause consensus and resonance.

(3) Differences in the nature of the work between the “business and industry” and different perspectives in understanding are the main barriers to “no expansion of the business platform” and “low efficiency and high cost” in the Chinese cabinet. Dealers did not closely link their sales and design with the manufacturers' production. Even some dealers never cared about the “industrial basis” of the brands they joined. "How does the industrial equipment?" "What is the production method and philosophy?" "What are the future trends of the industry and the industrialization of the brand"?

(4) The different understandings formed between the “industrial and commercial” from different perspectives are the main reasons for “before and after disconnection”. If the dealer's "display and sales", "sales and design" can not always meet the needs of the industrial "system and law"? If it can not be closely linked with production, packaging, shipping? Then, the dealer's operation will not be normal. The quality of the products (component parts) obtained by distributors will not be stable, the cost will not be reasonable, and the installation success rate will not be improved.

(5) Under the premise of “restrictions” at the dealer’s front end, brand manufacturers’ production order will not be normal, and “heavy production lines” will no longer be needed. Productivity efficiency will not increase, quality will not be stable, and shipment of “semi-finished products” will be accurate. Sex will not be high, the brand has no substantive meaning, and expansion is severely constrained.

The above "sickness" is the main reason for the current status of China's cabinets, and is the main reason why manufacturers and distributors have encountered many difficulties in practice. It is also the root cause of strange phenomena in the cabinet industry.

(B) Cabinet dealers to reflect and reform:

(1) The "cabinet" should be re-interpreted. Cabinets are not “abstract” and are specific living facilities. They need to be “designed and installed” in various types of kitchens. This design and installation capability is very specific.

(2) The responsibilities of the "dealer" should be re-interpreted. The ability to design and install is a must-have for cabinet dealers. Only by excluding psychological dependence can these responsibilities be given high priority.

(3) The “sales, design, and installation” of dealers should be formed to meet the “production-oriented” operating system suitable for “universal and standard industrialization”. First solve the "selling what?" "How to sell"? "How to design"? Procurement, production, transportation, inspection and acceptance, and integration and installation can form a logical “business line” operation.

(4) Does the distributor's sales, design, procurement, etc., and the manufacturer guarantee the quality? Guaranteed accuracy? Increase productivity and reduce costs? Responsibility, will directly affect the dealer's cost, profit and installation success rate.