of which 50 thousand tons of Moutai liquor production. &quot 心不再遥远

The new Moutai channel manager want to kick dealer area assigned sales rights sales rights to the district manager! The new Moutai channel distributors want to kick? "I spent 15 years to build the existing sales channels, if Moutai to the strong intervention of my current resources, I would rather not sell Moutai." In February 27th, Moutai, a dealer in Southern China, told the interface news reporter. According to the dealers, distributors of Moutai responsible for docking before the district manager, is only for policy for dealers, sales service at the beginning of this year, the adjusted provinces manager responsibility system, the district manager was given the sales authority, on behalf of Moutai and dealers can even set up a joint venture company, that means it is possible that in a few years in the channel and terminal will all the dealers have built for himself. The dealer’s concerns come from the 2016 annual marketing conference held by Moutai sales company in February 18th this year. At the meeting, Wang Chonglin, deputy general manager of Moutai and chairman of sales company, pointed out clearly: "to promote the establishment of new operating companies around the country."." According to reports, as early as the end of 2015 the Moutai dealer meeting, Moutai Group Chairman Yuan Renguo proposed, the dealer can be mergers and acquisitions, joint venture, cooperation, and adjustment, consolidation, optimization of the marketing network, establish the mechanism of survival of the fittest. It was thought that Moutai is only in order to achieve sales growth target, specification and sort out the existing channels, but the joint venture company policy, was very surprised, because it will involve a lot of the long-term interests of dealers." The dealer said. The news reporter through the survey on the interface of North China, southwest part of Moutai dealers, some dealers said that the joint venture company, provincial dealers or in the short term for associates from Moutai headquarters to coordinate more market resources, to the dealer short-term performance improvement is a good thing. But most dealers are worried about the aforementioned Southern China dealers. Chengdu is still good, the iron plow said, the game between the winery and the dealer has been in existence, the Moutai adjustment is so large, is very likely in the next 5 years to increase the performance of target based on the pressure. In 2015, Moutai sales revenue (including tax) 41 billion 912 million yuan, an increase of 2.96%. Total profit of about 22 billion 722 million yuan, an increase of 1.78%, tax up to about 15 billion 127 million yuan. Finished liquor sales increased by 3.59%, net profit increased by 1.21%. Moutai group in 2016 plans to achieve sales revenue of 43 billion 600 million yuan, profit 23 billion 100 million yuan, a subsidiary of the company plans to achieve 10% sales growth target, liquor yield 78 thousand tons (including 40 thousand tons of Moutai wine production, packaging) 40 thousand tons, 97 thousand tons of koji. By 2020, the liquor yield was 100 thousand tons, of which 50 thousand tons of Moutai liquor production. "The current economic situation, Moutai in 2015 to achieve double growth in sales and profits, it is not an easy task, in order to complete five years of rapid growth in growth this year and next, will be fierce strokes" in terms of sales system." On insiders of Moutai group

茅台渠道新政想踢开经销商 大区经理被赋销售权   有销售权的大区经理来了!茅台渠道新政想踢开经销商?   “我花了15年时间才构建了现有的销售渠道,如果茅台非要以强势的方式介入我目前的资源,我宁可不卖茅台。”2月27日,茅台在华南的一名经销商告诉界面新闻记者。   据该经销商介绍,之前负责对接经销商的茅台大区经理,仅仅是为经销商争取政策,做好销售服务,今年初调整后的省区经理负责制,大区经理被赋予了销售权限,甚至可以代表茅台和经销商成立合资公司,那意味着很可能在短短几年内,将众经销商辛辛苦苦建立的渠道和终端,占为己有。   该经销商的担忧源自今年2月18日茅台销售公司召开的2016年度营销工作会议。会上茅台副总经理、销售公司董事长王崇琳明确指出:“推进各地经销商建立新的营运公司。”   据透露,早在2015年末的茅台经销商大会中,茅台集团董事长袁仁国提出,各省经销商可进行并购、联营、合作,并将调整、整顿、优化营销网络,建立优胜劣汰机制。   “当时以为茅台仅仅是为了实现销售增长目标,规范和梳理现有渠道,但是联营公司政策的提出,还是十分意外,因为这将触及到很多经销商的长远利益。”该经销商称。   界面新闻记者通过对华北、西南部分茅台经销商的调查了解到,有部分经销商表示,成立联营公司,省级经销商或可在短期内为联营公司从茅台总部协调到更多市场资源,对于经销商的短期业绩提升是件好事。但大部分经销商都有前述华南经销商的担心。   成都尚善董事长铁犁表示,酒厂和经销商之间的博弈一直都存在,此番茅台调整力度如此之大,极有可能是基于对未来5年业绩增长目标的压力。   2015年,茅台销售收入约(含税)419.12亿元,同比增长2.96%。实现利润总额约227.22亿元,同比增长1.78%,上交税金约151.27亿元。完成白酒销量同比增长3.59%,净利润同比增长1.21%。   而茅台集团2016年的计划是实现销售收入436亿元,集团利润231亿元,旗下子公司计划实现10%的销售增长目标,实现白酒产量7.8万吨(其中茅台酒产量4万吨),包装4万吨,制曲9.7万吨。到2020年实现白酒产量10万吨,其中茅台酒产量5万吨。   “现有经济形势下,茅台在2015年实现销售额和利润的双增长,已非易事,为了完成今年的增长和下一个五年的高速增长,就必须在销售体系方面出‘猛招’。”茅台集团内部人士向界面新闻记者透露。   为了完成这个目标,茅台率先从规范经销商入手。   2016年初,茅台连出四份文件剑指经销商体系,连续处罚79家经销商,其中包括15家经销商不再续签合同。就此拉开了茅台销售体系治理的序幕。   根据媒体报道,处罚的经销商包括给电商供货的3家,低于850元销售的3家,没有完成合同的8家;合同计划在10吨以上的2家,合同计划10吨以下的8家;加入茅台10年以上的2家,5年以下的6家,其中3家是于2013年和2014年茅台两次扩充经销权时的新进经销商。   在三年半的白酒行业调整期,茅台经销商普遍反映市场惨淡。与老经销商相比,新进经销商更加艰难。2013年和2014年茅台在扩权时提出,新经销商第一次加入茅台销售体系,门槛并不低,进飞天茅台的价格为每瓶999元,进货门槛最低为1吨,此后才能按照出厂价819元进货。2013年、2014年飞天茅台的单瓶市场价仅为1100元和1000元左右,渠道利润空间很小。   “茅台今年对大部分经销商处罚以后,整个经销商队伍规范了不少,以前被经销商不规范操作分流的利润,又重新回到了茅台总部的手中。”前述茅台内部人士说。   根据茅台集团发布的消息,今年1月茅台酒的销量在4500吨以上,销售收入近100亿,集团销白酒近万吨。1月无论是销售额还是销量都已经超过去年前两个月之和,有一个较大的提升。茅台系列酒销量与去年1月持平。   这意味着茅台销售体系治理初见成效。而尝到甜头的茅台也有可能进一步对销售体系进行调整。   铁犁指出,惩治不规范的经销商可以规范酒厂销售体系,业绩提升显而易见,但是改变与经销商的合作模式,却是一把双刃剑,一旦在博弈过程中双方矛盾不断激化,很可能会造成双输的局面。0徐雅玲界面记者 进入【新浪财经股吧】讨论相关的主题文章: