"Proposing relatives" or "recruiting relatives"?

Most ceramics companies in Foshan, unlike those of other domestic small and medium-sized ceramic producing areas, have gone through years of hard work and development and have basically transitioned from "how to make products" to "how to sell products".

At the moment, each ceramics company has basically developed and established a relatively systematic sales channel network by combining its specific conditions. However, as the domestic market has slowed down, the pressure from the sales channel maintenance costs and product profit margins has gradually increased. In addition to continuing to expand more product distributors and covering a wider range of market areas, enterprises will acquire more terminal and customer resources and will become the next match point for market competition.

Major customers have the advantages of low direct maintenance cost and high unit sales contribution value for enterprises. Therefore, they have always been the target customers for all companies to develop and develop. However, due to the dispersal of customer resources, the development cycle of large customers is limited. Long, it is difficult to expand, so many companies are through the regional distributors, indirect expansion and maintenance of large customers within its coverage, which makes it more difficult to have direct customers in addition to the increase in customer management costs Communicate and get more effective and real information feedback.

Therefore, under such circumstances, many ceramic companies have begun to choose to develop large customers and more effectively find the ideal cooperative enterprise by participating in market-appealing, professional and professional exhibitions. As a result, real estate developers can significantly reduce their own procurement costs, and decorators and decorators can provide their customers with better and cost-effective implementation solutions. In terms of design agencies and designers, they can develop R&D and design concepts for the most advanced products. , Have a more comprehensive and in-depth understanding, and the interpretation of the meaning of these products in their own works, make its design more perfect, and more maneuverable. From the perspective of both the enterprise and the user, through this relatively concentrated professional platform, the efficiency of finding the ideal partner for each is higher, and the cost is lower than the traditional indirect model, and the natural rate is relatively high.

If we say that the traditional large-scale customer development model in the past was “promoting relatives”, and developing large-scale customers through high-quality exhibition platforms was a kind of “promotion”, the chance of “natural marriage” would be greatly improved. And the cost is lower. Under this mode of development, enterprises must make a good selection of the exhibition platform, and the larger the scale, the more authority the exhibition organizing organization has, the more secure the quality of the exhibition. Of course, the higher the theme product category of the exhibition, the more consistent with the product category the company operates, and the better.