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分销在中国的IT圈内已是一种被普遍接受的销售方式,但是如何做分销,如何把分销做好,又如何进而成为一个超级分销商,却始终是业界一个仁者见仁,智者见智的话题。8月17日当记者采访了去年底刚刚被美国专业分销商Ingram Micro收购的怡海北方区总经理张建之后,深感这家已具备西方“血统”的分销商,将吸取一些Ingram Micro的“洋招儿”来使自己的渠道出彩。在传统的分销领域,一些商家各展神通纷纷竖起了分销的招牌,各自代理一些品牌产品,公司的Sales只要能卖出产品就行,他们要熟悉产品,要跑客户。渐渐的一些有实力的公司对产品进行了细化,按产品成立了事业部制,如联想就是这样的典型,联想凭借自身强大的实力和完善的销售网络,成为业内顶尖的分销商,也有一些公司不分产品,而是针对不同的客户成立销售部门……但一个公司若要代理(分销)销售上万,乃至上十万种产品时,能再这样吗? 在美国有一家知名的专业分销商叫Ingram Micro,它去年在其本土的销售额达165亿美元,海外销售额更高达300多
Distribution in China’s IT circles is already a commonly accepted method of sales, but how to do distribution, how to do a good distribution, and then become a super distributor, but it has always been the industry a benevolent, wise insightful topic . August 17 When reporters interviewed Zhang Jianzheng, general manager of Yihai Northern District, which was acquired by Ingram Micro, a US specialty distributor, late last year, he deeply felt that the distributor with Western “descent” would draw some Ingram Micro “Foreign recruit children” to make their own channels out of color. In the traditional field of distribution, some businesses have shown signs of distribution, each acting as a branded product. As long as the company’s Sales can sell the product, they should be familiar with the product and run the customer. Gradually a number of powerful companies to refine the product, according to the product set up a business unit, such as Lenovo is such a typical, Lenovo with its own great strength and improve the sales network, become the industry’s top distributors, there are some Instead of a product, the company sets up sales for different customers ... but can a company do the same thing when it comes to selling (or selling) thousands or even a hundred thousand products? A well-known professional distributor in the United States Called Ingram Micro, which had $ 16.5 billion in sales last year and more than 300 overseas sales