Reference Method For Grading Management Of Agent Channel

The hierarchical management of agent channels refers to different levels of agents, according to the actual situation of strength, a certain level, and then according to different levels to give corresponding management, that is, different levels of agents to different levels of marketing resources and take different management Rizos.

Agent level: provincial agents (first level agents), prefecture level agents (two level agents), three level agents.

The advantage of dividing the three tier agents is that they can maximize the development of agents and the resources of agents.

Although it is theoretically possible to jump over the provincial agent to achieve the greatest possible utilization of agent resources by regional agents, the process of product investment needs a process. Taking the prefecture level as a primary agent requires hundreds of distributors. The development takes a long time, and the investment and management difficulties are relatively large. In order to achieve the best use of resources, the development of a powerful provincial agent can save the investment time of the company and promote the deep management of the local area, especially for a zero start new sales team.

The function of the provincial agent is to complete the sales task of the agent products in the province, develop the distribution network in the province, and manage the rush goods and bidding matters in the province.

The conditions for provincial agents must be their own pure selling ability, and the pure sales can complete more than 60% of the annual sales tasks of provinces and regions, and have strong market management ability.

The function of the agent at the prefecture level is to complete the sales tasks of the agent products in the area, and to be responsible for the pure sales and tendering in the area.

The three tier agent: refers to the retail operators who operate only one to several hospitals or small areas, and is a good complement to the one or two level agents.

(1) the selection principle of the three tier agency system 1. the selection principle of the provincial agency 1) must be a powerful individual who is affiliated to the company or a company. Generally speaking, no individual is considered. With the deepening of drug management, even those who do not have regular warehouses will not be suitable for acting as provincial agents. 2) the provincial agent must be a provincial agent who has pure selling ability and no pure sales capacity. No matter how many networks he says, he is actually only a second-hand master.

因此，省级代理必须要有临床或OTC纯销队伍，其纯销队伍应该能完成该省区60%的销售； 3)省级代理必须有市场管理能力，有的公司或挂靠的个人市场能力有，但是，在管理上没有意识，在操作上没有思路，交给他一个省，肯定市场要乱； 4)省级代理必须有分销能力，再强的代理商，也有能力达不到的地方，因此，省级代理商还必须有一定的分销网络； 5)省级代理必须在招投标方面有相当的经验和实力； 2.地级代理的选择原则 1)地级代理必须是当地纯销实力较强的； 2)地级代理必须在当地能负责招投标事项的； 3)地级代理必须是具有市场操作思路的； 3.三级代理的选择原则 1)三级代理选择只能是有有临床纯销能力的，OTC的不能考虑； 2)三级代理必须在其选择的医院有快速进入的能力； （二）三级代理制的市场管理体系 在三级代理齐全的情况下，由省级代理

The management of the prefecture level agent and the three level agent is straight-line management. The Sales Department of the company carries out the cross type management to the prefecture level agents and the three level agents, that is to keep in touch with each other. The specific business management is carried out by the provincial agents. Only when the agents at the provincial level are not handled properly, the two level agents produce opinions or complaints, and the company's sales department carries out questioning and supervision.

In the absence of first level agents, the company's sales department directly manages the two tier agents. If the first tier agent is developed, the existing two tier agents will be pferred to the first tier agent.

At the time of the pfer, all the policies enjoyed by the two tier agents remained unchanged.

(three) the agency price management company under the three tier agency system set up a unified price system with the goal of setting up a unified price system at the time of setting up the sales agent price system, and implementing the unified agency policy in the whole country, that is, the agency price of the one or two level agents is the same.

In the three tier agent system, the provincial agent has assumed certain market management functions. Therefore, the provincial agent must have corresponding management cost and management profit requirement.

To this end, under the premise of a unified agency policy, the company takes one or two extra points as the distribution management fee of the provincial agent.

The advantage of this is whether the two tier agent is directly affiliated to the company or pferred to the first level agent, which does not generate additional costs and increase costs for the two tier agents. On the contrary, it can also increase regional market support that some companies can not give, such as first tier agents to help develop the market, facilitate delivery, business coordination and so on.

(four) margin management under the three tier agency system is a key component of the company. Margin is undoubtedly necessary.

The purpose of margin is not to use customer funds, nor to make windfalls, but to protect and regulate the market.

Deposit amount: according to the varieties, the margin should have different amounts. The key protection should be large quantities of varieties, fewer varieties of sub key varieties, and varieties that are difficult to popularize widely in a short time.

According to the actual situation of our company, the market margin of the three tier agent is 10000~2000 yuan.

Margin usage: margin is only the guarantee of market standard operation. As long as there is no policy of rush sale and violation of the company's terminal sales price policy, the deposit is all refunded.

In case of violation, the penalty shall be punished according to the relevant provisions.

The deposit is refunded in advance: the dealer has developed 3~10 hospitals (two a and above). After verification, the dealers can refund the dealer's market margin in advance. The higher the level and the more security, the more hospitals are required to develop.

Because more and more agents are unable to accept the deposit, they are worried that the manufacturer will not refund the deposit at the end of the contract, and the dealer can give many examples.

Although the manufacturers are increasingly speaking of credibility, there must be corresponding countermeasures to dispel dealers' misgivings.

For this reason, the refund of the market margin during the execution period of the dealer contract can reduce the concerns of dealers and increase the trust degree of mutual cooperation. At the same time, the dealer will go to the hospital to develop, and the hospital will enter into the hospital. If the distributor is in violation of the company's sales policy, such as rush goods and other goods, the company can deduct it directly from the dealer's payment or call the dealer voluntary compensation.

If the dealer refuses, he may stop the goods, terminate the cooperation, and hand over the market to others.

(five) the distribution management under the three tier agency system, though the provincial agent has a certain ability to sell in the province, there are always some difficulties for the stronger customers.

In order to make full use of resources and develop the distribution network in the case of proper management, it is an important force to improve channels and increase sales.

The implementation of distribution management under the three tier agent system has the following eight points: 1., when signing a provincial agent contract, it should talk about the distribution matters.

2.省级代理自主分销时，必须执行公司的统一地级代理政策，不可以过高； 3.公司给省级代理发展的二、三级代理，省级代理必须接受并且承担管理和支持的职能； 4.在发展省级代理之前发展的代理，划转至省级代理做分销商时，省级代理必须执行原来他们与公司签定的合同条件，即划转分销商时，政策不变； 5.省级代理如果没有能力发展分销商并且不能接受公司发展的分销商，公司有权在省级代理能完成考核的情况下从其区域划出来，独立做为公司直管的二级代理商； 6.一级代理对二、三级代理的管理如果不到位，公司有权直接进行管理； 7.二、三级代理可以直接与公司发生业务关系，即可以直接将保证金和货款打到公司，从公司开票，但其货款记入一级代理商名下，货从一级代理那里发，底价税差由一级代理支付； 8.省级代理必须对区域内的二、三级分销

The agency is responsible for the negative management function and has a total responsibility for its market behavior; (six) the examination management under the three tier agency system, regardless of the agent, must have a clear task assessment requirement.

The contents of the examination include seven points as follows: 1., first, after the contract is signed, the contract must be executed within 2 weeks, otherwise, the contract will automatically fail; 2., within three months before the execution of the contract, there should be a definite task requirement, the number of hospital development and the sales volume requirement; after the 3. start-up period, there should be a definite minimum sales requirement and quarterly and annual sales requirements; 4., regardless of whether the overall assessment is qualified, the hospital already developed by the agent, without the rush to buy goods, the company must ensure the right of the agent to continue to sell, protect the interests of the agents as far as possible, and 5. to the unqualified agents, the company has the right to terminate the contract unilaterally or to reduce its authority and area.

降为次级代理后，公司一方面保证其在现有医院的销售权利，一方面要求其必须执行次级代理的价格； 6.对恶意冲串货的代理商，无条件终止与其合作并收回全部销售权利； 7.关于三级代理间就单个医院上量的争议，由厂家牵头协调代理商，可考虑实行买断制和分成制； （七）三级代理制下的特别支持管理 不同级别的代理商，公司根据其销售贡献的大小，对特别优秀的代理，可以给予部分额外的支持，具体包括以下四点： 1.对单品种销售的前十名，可以给予一定额度的铺货； 2.对销售稳定，信誉好的代理商，可以实行见打款单发货，款到帐传提货单； 3.对销售特别大的代理商，可以实行额外奖励政策； 4.对考核有一定差异，销售上升的代理商给予再考察机会，对考核及格但销售持续下降的代理商要注意防范风险，包括冲串货和换品种倒戈的风险等；