How to establish closer cooperation between feed enterprises and pig farms

Introduction: as a "customer-centric" marketing system and a "profit centric" corporate development model, great changes have taken place in pig farm In view of the current situation and combined with experience, the following steps should be taken to seek cooperation with pig farms Looking for customer information and fully analyzing the establishment and implementation of any scheme are from real and extensive data, so we should understand and collect relevant information as much as possible For example, we should have a clear idea of the nature of ownership, decision-makers, operation status, technical directors, technical personnel level, existing scale and production level, future development trend, breeding level, disease control ability, feed use, new management and technical requirements, etc Then according to the above data to make scientific and reasonable inference, looking for a breakthrough Find out the demand To survive and develop, pig farms must use feed, additives, veterinary drugs, etc., which is the demand Whether the products of an enterprise are needed or not depends on whether the products can meet the specific needs of the pig farm They can meet each other through price, quality, marketing, technology, concept, information and other ways and methods To be fundamentally customer-oriented, you can't just have one mouth and two legs off Experience, qualification, learning ability, concept, perception, etc should be kept up If one aspect cannot meet the needs and cannot make a comprehensive and reasonable response, it will affect our work Therefore, comprehensive quality is the key We should find exciting points, reach consensus, solve problems, do well in experiments, lead each other by points, and vigorously promote In the long-term discussion and judgment, we should accurately capture the exciting points of the other party, and constantly stimulate, communicate, negotiate, and reach consensus in terms of views, concepts, technology, price, value, etc., so success is near The next step is to help the other party solve the production problems and create real high value for the other party Select the subject matter of the experiment, do well in the experiment or vigorously promote the feed products of the enterprise through the ready-made test results During this period, it is necessary to find out problems in time, solve problems, and make product recognition take root Service is fundamental, and the current feed marketing is actually technical marketing Whoever has good service will have a market place if he can get the position Integrate existing resources and strengthen users' confidence In terms of technical support, we have scientific research, development and production of technology center and Technology Research Institute, and direct service of Technical Service Department of each office In terms of public opinion, we have farmer daily? Modern agriculture weekly, Dabei agriculture technology and service daily, Dabei agriculture weekly, etc in terms of training and education, we have Chinese farmers The University and Fengtai training center meet the needs of different levels; in terms of network, there are China rural network, service network matching with the company's development, raw material procurement network, information, concept, management and other aspects to be improved Only through our intangible and tangible work, we can really think for the farmers, and constantly strengthen their faith in the company's products, talents, technology, services, network and other aspects Only when they believe in our strength and feel that we are really, really thinking for them, can we have more lasting cooperation Pay a timely return visit and attach importance to the communication When the farmers (pig farms) use the products, the feed enterprises are not once and for all In fact, there are still many things and work to be done Emotional connection is human nature, and the solution to production difficulties is a timely help New thinking, ideas, concepts and technologies are even more urgent needs What's more, in the process of using products, we should constantly adopt new processes and methods to achieve better benefits Therefore, communication is two-way and should be timely, accurate and in place No matter how high the level of the farm is, there are more or less limitations in guiding consumption and getting out of the mistakes What's more, scientific and technological knowledge, advanced production technology and methods are changing with each passing day, which puts forward higher demands for feed industry and breeding industry We must constantly improve ourselves, and at the same time actively devote ourselves to the healthy and pollution-free breeding industry, so as to overcome the short pursuit In order to catch up with the developed countries, we can face up to the crisis of the industry through some lectures and research and design meetings, walk out of the misunderstanding, and catch up with the developed countries through improvement, breeding, disease control, strengthening breeding management, opening up the international market and expanding domestic demand Therefore, it is a long-term arduous task to guide the rational consumption of farmers, which needs the participation and support of the industry In the face of fierce market competition, how to develop the market is the key to feed enterprise management The market operation has certain rules to follow, and the thinking determines the way out At the beginning of operation, we should formulate corresponding strategies and fight well before we can achieve good performance One of the thinking strategies of market development is market segmentation Reasons for market segmentation: 1 limited by enterprise resources Compared with the huge market, the human, material and financial resources of any company are relatively limited, and only when the advantages are concentrated and the strength is lost can a breakthrough be made; 2 The market demand is constantly changing, and the purchase behavior and habits of customers are not unified, so the market segmentation has become inevitable; 3 Considering the market competition, enterprises should try their best to play their own advantages, weaken their disadvantages, avoid the advantages of competitors, and attack Its disadvantages, effective segmentation, to achieve sales goals The second strategy is market positioning Market positioning includes product positioning, price positioning, channel positioning and service promotion positioning Product quality and price positioning should be unified Selling low-end products at high-end prices is cheating Selling high-end products at low-end prices is unreasonable Channel positioning should consider direct sales or distribution Today, with similar price and homogeneous quality, service promotion is the key for enterprises to gain competitive advantage Service itself has value, product is the carrier of service, and service is the way to win Clear thinking, determine the region, determine the personnel, and start the five step market operation strategy: Strategy 1: do a good market research in the region First, investigate the customers Investigate the market capacity, market share, market demand for what type of products, customer type differentiation, dealer reputation, end-user breeding level and efficiency, and analyze the breeding situation Second, we need to investigate competitors Investigate the competitor's product type, product price, quality, sales channel and promotion means Investigators should learn to praise, listen and ask questions Closed question: do you buy feed? The answer is "don't buy"; open-ended question: how do you feel about the materials you use now? You can often get the response from customers "very good", thus leading to the topic Finally, researchers should learn to establish customer data sheet and market questionnaire Strategy 2: establish the key market, tap the selling points of products, find the focus of problems, and make the market hot spot The key market refers to the large market with relatively concentrated breeding area, large market share, the ability to establish dealers as the center, and the company's valuable input of a large number of forces Product selling point is a long-term work of tapping potential Seeking quality and effect is the best performance Seeking material benefits will also win demand, provide convenience and possibly get purchase With selling point, we need to enrich it To find the focus of the problem, we need to know the key points of market promotion: whether the credit is prevailing, or the dealers are interfering; whether the quality effect is not obvious, or the promotion service is not keeping up The importance of marketing is self-evident From the perspective of purchasing psychology, 20% of customers are brave to innovate and try; 30% of customers are tracking and conservative; 30% of customers are swing and herd; 20% of customers are stubborn Only by making the market hot, that is, establishing loyal customer base, can we make the custom customers lead in, the customers follow the crowd and follow the purchase Strategy 3: establish a market development team and a team sales team The market development team can be composed of market researchers, management business personnel and service business personnel First, enter the market alone to mediate According to the survey, the business management personnel or star business personnel analyze and plan, and two people cooperate in the implementation, exploration and evaluation Once the market is driven and has a certain foundation, service personnel or service experts will be dispatched for team sales Strategy 4: effective promotion and market promotion The promotion methods that feed enterprises can adopt: 1 Personnel promotion: cooperate with dealers to make market plans, be terminal customers, stimulate dealers' enthusiasm, guide and promote dealers to make market (as an example); 2 Customer demonstration: focus on representative customers, cultivate and develop loyal customers and core customers; 3 Advertising promotion: media advertising and wall advertising are available 4 Seminar promotion: seize the opportunity, make full preparation and implement effectively Strategy 5: benefit evaluation, good market management, establishing benefit centered cooperation with dealers and end users, "there is no eternal business, only eternal benefits" First, let the customer accept your idea, let the customer learn to analyze the final cost, and learn to analyze the benefit In addition, it is necessary for dealers to establish a correct attitude to benefit, so that they can realize that benefit = profit per unit product R Sales R sustainable time Sustainable time is reflected in popularity, satisfaction and loyalty Dealers should be committed to establishing brand influence In terms of the company's benefit concept, in addition to guiding the customer concept, they should also implement the win-win concept and pay attention to reasonable investment (author:) share to feed Weibo share to: