Ten Principles For Effective Selection Of Products By Individual Agents

In the vast space of the third terminal, in the development of the third terminal army, in addition to the pioneering efforts of some manufacturers, a large number of individual agents have increasingly become the main force in the operation of the third terminals. They have followed the flexible mechanism of individual agents and worked quietly in one market after another.

Some happy families worry that some of the individual agents are quick to succeed, and in the regional market, they can get wind and rain and gain a lot of profits in a short time.

But at the same time, there are also some individual agents who work hard. If they work hard for a long time, they may earn only a small sum of hard money.

The reasons for their failure are the reasons for their failure, the reasons for the fierce competition in the market, the reasons for their personal abilities, and the reasons why they should not operate. These reasons may be varied. But the most fundamental reason is that the reason why the product is chosen is that the product is the third end of operation. If there is no suitable product and product line combination, it will lose the foundation and carrier of the operation. Therefore, product selection is very important.

So how should we make effective product selection?

According to the author's experience, as an individual agent, the following ten principles should be adhered to in the operation of the third terminal product: first, the moderate quantity as the individual agent in the operation of the third terminal, we must consider the quantity of the products in operation, too much and too little.

Too much can not emphasize the key, the operation is dispersed, it is not easy to increase the volume, and the funds can not be guaranteed.

Too little is unable to apportion the operation cost. The operation of the third terminal is different from the centralized operation of the urban market customers, and the third terminal customers are dispersed and the operation cost is relatively large.

According to the author's experience, the operation of third terminals, especially the number of products with conference as the main mode of operation, is the most effective among 20-30.

Two, effectively update for the third terminal customers, timely updating and replacement of products can effectively make profits for them.

Now the competition between the rural retail market and the medical market is fierce. Customers want to find relatively exclusive products. At least for a period of time, other clinics or drugstores do not sell or sell at a low price. This requires that when the third terminal is operated, the replacement of products should be done in a timely manner to meet the customers' pursuit of exclusive pursuit of new products.

At the same time, in the process of operation, we should remove the unsuitable products in time, or some products are too expensive, or some products will have poor curative effects, or some products will not be packaged well. In short, we must carry out a clean sweep in the course of operation, so as to avoid the problem of single products affecting the overall operation effect.

Three, agents who operate the brand agents over third terminals are very clear, and often encounter a problem in the process of selling. Customers are always used to choose brand products, including popular brand products and channel brand products.

The purchasing psychology of choosing brand products is not formed in one day, but the purchasing habit that has been formed over the years. It is rooted in the confidence of brand products. This kind of confidence and recognition is not formed in a day.

For individual agents, when choosing the products they operate, they should follow the principle of brand agency as much as possible. First, it is necessary to directly combine a certain number of brand products, though they do not make money, but they must be named.

The two is that we can play the difference ball, choose the non brand product operation of the brand enterprise, have the reputation of the brand, but it is not the brand product, but also can guarantee the best space and profit. Unlike brand products, there is no profit can be guaranteed.

Four, the type is complete. Due to the scattered sales characteristics of the third terminal customers, the single product structure can not support the overall operation. Therefore, we must effectively grasp the width of the product line, that is, the combination of multiple products and the combination of the third terminal target customers commonly used drugs as the premise. It can be a common disease medicine covering the rural areas, which can be classified as various kinds of therapeutic drugs according to the human body system. On the one hand, it can meet the psychological needs of one-stop shopping for customers. On the other hand, it can be sold in the East without bright western light, so there is always a suitable customer.

Five, the curative effect is remarkable. Third terminal drugstores or clinics are relatively "traders", that is, the consumers who come to see the doctor or sell drugs are the relatively fixed crowd. The range of radiation and influence is very limited to some extent.

Therefore, the curative effect of the product is very critical. Without a good effect, it will soon spread around the consumers, so they pay more attention to the efficacy of the product when purchasing drugs.

The product's good curative effect is the key to decide the product's flourishing and repeated purchase.

If the product is effective, it will soon be purchased two times and three times. It will soon be verified. At this time, the work of terminal customers will be very easy to do.

Therefore, the individual agents who operate the third terminal must inspect the efficacy of products when selecting products. The inspection is also very simple, requiring direct verification of samples, clinical investigation of products, consultation with doctors and so on.

In short, the efficacy of products should be effectively grasped.

Six, the price is right. The third terminal market belongs to the middle and low end market. Generally, the products with lower price are the main ones. The consumers in the rural market are most concerned about the price when they visit the doctor and sell drugs because of the restriction of the economic ability. Although the rural market develops very fast in recent years, it can not compare with the city market after all.

Therefore, when looking for a third terminal product, the individual agent must consider the price factor, and the price must not be chosen from the actual acceptance ability of the market.

We must combine the actual acceptance ability of the market effectively, and choose the cheap price as far as possible under the premise of reliable quality and efficacy. At the same time, we should try to reduce all kinds of operating costs and form a price competitive advantage, so as to better attract the target customers.

Seven, the effective combination for agents, the fundamental purpose of the operation of products is to earn profits, but profit is not simply a price increase sales, for the third terminal operation is even more so.

Third the operation and promotion of terminals should be fully integrated with effective product mix, policy mix and promotion methods.

In the product mix, we should form effective category management, combine the product of the goods with the profitable varieties, and form a new product with old products on the sales, promote the profit products by taking the goods, and share the operating cost with the goods.

In terms of policy mix, different products make different sales policies, and different policies are formulated in different seasons. For the promotion of the third terminals, the diversity and flexibility of policies should be maintained.

In the promotion method, we should form a hundred flowers bloom, do not single use a method, follow the principle of "no matter black cat and white cat catch a mouse is a good cat", we should popularize products in the most effective way to maximize the cost of promotion.

Therefore, in the corresponding product selection, we should fully take the above combination characteristics as the principle, do not choose a product in a single way, do not consider a single method to run the product, and choose products not only considering the characteristics of a season.

Eight, the promotion of any product in advance should be preheated, and the products promoted by the third terminal are no exception.

As an individual agent running the third terminal, we must grasp the principle that new products need pre heating and early promotion when choosing products.

Seasonal products should be selected according to seasonal changes.

In rural areas, winter and spring are the most frequent seasons of diseases. We should launch corresponding products before the season arrives, so as to seize market opportunities.

Nine, habits cater to us in primary school textbooks learned, China is a vast territory and abundant resources.

This is especially true for the sale of drugs. Due to the difference in climate, due to the different physique of human body, due to the different habits of long-term medication, any regional market will have its own unique characteristics of local medicine.

Therefore, when selecting products, we should take full account of the regional characteristics. First, we should investigate the adaptability of regional products to local diseases, understand the differences of disease spectrum among different regions, and then aim to combine local demand products to form a suitable product line combination.

Such as the Northeast market in the use of tablets is like using board installed, bottled is difficult to promote, for example, many rural clinics in Henan area is like bottled products, this is the regional differences, it is difficult to promote the change solely by the strength of individual agents, habit cater to is the only thing we have to do.

Ten, packaging is first suitable for third terminal individual agents to operate and promote products are all new generic drugs and pseudo generic drugs. The so-called new generic drugs are the new products produced by the upgrading of old drugs and the upgrading of clinical technology.

In essence, homogenization is very serious, and many of them are generic products that are repackaged and replaced by trade names.

Therefore, in terms of product characteristics, products that are suitable for the operation of third terminal individual agents are almost highly homogeneous products. In terms of functional indications, there is hardly any novelty in drug composition.

To this end, as an operator of the third terminal, the individual agent must give priority to the packaging of products when choosing products.