After the end of the furniture exhibition in Guangdong in March, many furniture companies will follow up the customer data obtained after the exhibition to follow up, consolidate and develop customer relationships. In order to further follow up with customers, furniture companies will send regional managers to carry out market expansion and maintenance work. We know that regional managers expand and maintain the basic work of the market, including sales products, market maintenance, establishing customer relationships, collecting market information, and guiding customer operations. So how can regional managers improve marketing and execution?

First, customer resources are the core of marketing

There is no shortage of excellent products and services in the world. Customers are important assets of the company. Whoever has the customer resources will have unlimited business opportunities. The key to competition between companies is to choose the competition for customers and create customer value. Management guru Peter Drucker said: "The ultimate goal of the company is to create customers and retain them." Therefore, the development and maintenance of customer resources is the core work of regional managers.

1. Ways to expand customer resources

(1) Search professional websites of furniture industry: corporate websites, furniture associations, dealer alliances, news reports, industry reviews, etc., recommend China's largest furniture B2B platform China Furniture Network.

(2) Furniture Exhibition: The most worthwhile place to go; there will be many companies exhibiting and dealers visiting. At the forum held by the special exhibition, many excellent dealers will participate.

(3) Old customers: Sincerely request old customers and excellent distributors to recommend new customers and partners, this is the most effective way to expand new dealers.

(4) Market research: Obtain customer information by visiting the market.

(5) Recommended customers: Let the furniture companies that do not have a competitive relationship recommend each other and develop together.

[Case]: Example of exchanging customer's SMS

Dear Mr. Wu: Hello! Since you are an old customer of A brand furniture, our B brand has specially launched a special offer for B brand stores (only for A brand old customers), because this is our joint marketing with A brand. Our advantages are available at If you are interested, please call: XXXXXX, B brand will create unlimited business opportunities for you!

Regional managers should categorize customer information, maintain regular contact with customers, and constantly strive to enhance customer understanding of the brand and enhance distribution confidence. I will contact these customers on the eve of each new product launch conference, investment promotion meeting, or ordering conference. I believe he will become your customer.

2. Key customer and big customer management methods

Manage large customers to enhance their competitive advantage. From the 20/80 rule, we know that 20% of customers create 80% of sales and profits. Therefore, large customers are the source of wealth for the company, and regional managers manage large customers mainly from the following aspects:

(1) Professional VIP service; provide excellent products for large customers, continuous personalized solutions, and give professional help and guidance. Such as priority shipping, pre-information communication, customized products and effective maintenance, repair and upgrade services, shopping guide training, promotional support.

(2) Plan development; help customers analyze the market, analyze competitors, and then develop practical marketing plans to encourage large customers to exceed their goals.

(3) Effective incentives; thanks to customers who have long-term cooperation with the company and contributed a lot, the awards will be grand, and the customer image will be hung in the corporate publicity hall to greatly enhance the satisfaction and loyalty of the big customers.

Second, improve marketing ability is a weapon to double performance

Enhancing the marketing ability of regional managers is an important tool for enterprises to enhance their competitive advantage. It is the foundation for enterprises to improve customer value. The Ministry of Commerce has conducted research on Chinese enterprises, indicating that the most pressing problem facing SMEs is that the first is to understand customers; the second How to find more customers; how to expand the sales area in the third; the survey results show that improving the marketing ability of regional managers is the most pressing problem and demand of SMEs.

1. Four principles for regional managers to expand the market

The important job of the regional manager is to expand and maintain the market, so how can we let the dealers push our products? Regional managers should follow four principles:

(1) Principle of interest

The dealer pursues the maximization of benefits, so protecting dealers' distribution profits and making dealers earn money is the first priority for managing dealers. The regional manager should let the dealers obey the management and cooperate with the manufacturers to do the market promotion work. It is necessary to protect the interests of the distributors and maximize the profits brought by the dealers to distribute our products.

(2) Development principles

When the dealer chooses the product to do it, the development potential of the product and the future benefits it brings are not the immediate profit. Therefore, the regional manager is to do a good job of planning, regularly remind the dealers to adjust the product structure, help them continue to cultivate some good growth products, in order to maintain the steady and rapid development of dealers.

(3) Communication principles

The regional manager must strengthen the return visit work to the customer, actively communicate with the customer, understand and discover the problem in advance, and solve the problem to win the customer's greater satisfaction.

[Case] ​​A insists on multiple forms of communication and contact with customers.

A regional manager follows the principle of proactive contact with customers. He communicates with customers at least once a week by phone, SMS, QQ, email, etc. This can show respect and attention to customers. Once there is real demand, first of all Think of us! He insisted on sending text messages every week, sending text messages in a concise manner, highlighting the advantages of the company's products and services, and specifically stating "There are any needs and problems, please feel free to call";

B Visit the customer and record the customer's request in time

In visiting customers, the regional manager carries a notebook with him, and remembers the time and place and customer needs, the things that the client has to do, and the time of the next visit. When the regional manager piously takes notes while listening to the customer, a sense of respect is also born in the customer's mind, and the next camp sales will be smoother.

(4) Quick response principle

When tracking the customer, the regional manager must always adhere to and strengthen the rapid response, which is to strengthen the execution. This move will win the trust and belonging of many customers.

A gives the customer a clear time. When the customer asks for the demand, we have to give the other party a clear time at the first time. For example: the customer asked us to provide a comprehensive solution and quotation, we have to carefully ask each other's specific needs, evaluate how long it takes to design the solution and the quotation, and then tell the customer, "We will be in **** time Send you the past."

B said that it is true, and it is truly “quick response”. Commitment to the customer, then the next job is to go all out to complete our "commitment", to achieve "speak to do", to give customers the greatest integrity and trust!

Filter Foam Sponge with variety colors from Chinese supplies.

Filter Foam - Be made through strip film processing. High porosity, the opening rate can reach 99%, good breathability and high mechanical strength; good flexibility, strong tension, fast dust filtrate speed and high dust filtrate rate, low resistance, chemical function is good. It can be cleaned after washing the effect do not degrade. 

Filter Foam Sponge

Filter Foam Sponge,Filter Cleaning Sponge,Filter Sponge,Filter Foam Soft Sponge,Bulk Filter Sponge

FengRun Commodity Co.,Ltd. , https://www.sponges.nl