In the operation of an enterprise, if a businessman makes a serious mistake and causes a very serious problem, then punishment or even elimination of the businessman often becomes the most direct response. But it is not easy for the purchaser to eliminate a first-class businessman.
The difficulty of eliminating the best businessmen
In fact, it is inappropriate to discuss "which ** business" is discussed independently. Any initiative against the best business should be aimed at the best businessmen with some characteristics, not which business. Furthermore, the premise of "elimination" is that there are already better alternative suppliers. Otherwise, no matter how reluctant you are to cooperate with a ** businessman, you will not be able to eliminate it. Therefore, the difficulty of "elimination" actually lies in introducing and cultivating better first-class businessmen and creating greater freedom of choice. "Elimination" is only a natural result of optimizing the business structure, and it is not something that needs to be done deliberately. The key and difficult point of optimizing the structure of the first business is to choose what kind of business, not to eliminate which businessmen.
Introduce new ** merchants
There are usually two angles to choose the best quotient, one is to "avoid shortcomings", and the other is to "promote strengths".
"Avoiding shortness" refers to reinforcing the defects of the ** chain, such as the excessively high proportion of the material number of a single channel, such as the low proportion of local feeding, etc. This situation is not that there is any negligence or improper cooperation of the business itself, and the second is that from the perspective of the overall chain configuration, the chain is not strong enough. In this case, the introduction of new vendors usually does not lead to the elimination of the original vendors.
"Growth" refers to determining the characteristics of the required business according to the current operation strategy of the enterprise and optimizing the business structure accordingly. In this case, the characteristics of the required quotient are determined, and which of the existing quotient are close to or meet the selection criteria, and which are below the standard. Then introduce new ** merchants according to standards that are more in line with the needs. In the case that the layout of the quotient structure is determined, the quotient that does not have a suitable position in this layout will be eliminated.
The actual operation of eliminating ** businessmen
As I said before, in the management of **business, we should never be overly enthusiastic about eliminating **businessmen. The cost of helping a business to grow is usually lower than the cost of developing a new business. Before making up our minds to eliminate a leading businessman, we must have made sufficient rectification efforts.
However, when both parties are really not suitable to continue working together, it is necessary to prepare for the "breakup". The "breakup" with the best business is not completed at one time at a certain time, but gradually completed in a stage by reducing shares and inventory.
1. Do not place orders in the materials of new products.
If a first-class merchant has entered a quasi-elimination state, then in the existing first-class relationship of the material, it is necessary to reduce the share step by step. In addition, in the material of the new product, it should not be placed again, and it is easier to reduce the share in this way than to reduce the share in the material of the existing product, and the impact on the enterprise itself is also smaller.
2. Count the existing inventory and agree on the consumption method.
The existing finished product inventory of the first business, especially the inventory of special materials, should be consumed by the first business as much as possible to reduce the direct loss of the first business, so as to gather and disperse.
To sum up, there is the following summary of the elimination of the first businessman: the elimination of the first business should not be a deliberate goal, but should be a natural result of optimizing the structure of the first business. The focus of optimizing the structure of the first business is to choose the best business, not what to eliminate. To determine the best business to be eliminated, we must reasonably arrange two things: reducing the share and reducing the inventory.