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1、渠道如何快乐地走向共赢（Howtoachieveawin-winsituationhappily）Thisarticleisapracticalcaseanalysiscommentarticle,thecasematerialisprovidedby"salesandmanagement"society:Dealingwithconflicts:agametheoryoflargeareamanagersLongdays,thenewHuayuantireregionalmanager,hasjustcompletedtheZhe
2、jiangandJiangsuvisit,EastChinasalesoccupiesanimportantshareofHuayuan,andindeedseveralEastChinamarketinrecentyearshasbeenverysatisfiedwiththeoverallperformanceoftheheadquarters.Moreover,Huayuanineachprovincesetupabranchmanagementmarket,eachtireisthetirenumbermanagement,
3、butalsorelatestothetiredamageclaim,oncetheoccurrenceofcrosssales,thecompanyfromthetirecanbetracedback,sothestabilityofthetiremarketisquitehigh,itbasicallydoesnotexist.However,SouthandnorthofZhejiangHuayuantiredealerscomplainedofverylarge,althoughtheyareexclusiveregiona
4、ldealersHuayuan,buttheirmarketyoucanbuygoodsfromTaizhouandShaoxing,andthepriceisgenerallylowerthantheir2points,to1500yuanatireiscalculated,whichisnetprofitof30yuan,thetireindustrygenerally5%ofsalesprofits,thedealerisveryangry.Whyisthat?WhentheoriginalHuayuanbrandtoente
5、rthemarket,thepilotistwoZhejiangProvince,becauseitisanewbrand,HuayuanallbytwodealersinTaizhouandShaoxingtopromote,slowlyfromtheTaizhouandShaoxingregionstoestablishareputationandcustomerbase.So,Huayuanonthetwopartsofthedealershavebeengrateful,givethemtherebatethanotherd
6、ealers2-3%.Atthesametime,theirsaleshavealsooccupiedthetoptwointheprovince,in2003theysoldmorethan10million,Huayuanusemorethanmillion.Thisistheonlytwocountriesinthecountry,eventheDragondaysaresuspiciousofthetopexecutivesandtheyhaveaspecialrelationship.Thisisactuallytwode
7、alersZhangLongandZhangHutwobrothers,inadditiontoHuayuan,theyalsoagentsoftheUnitedStates"goodyear"andseveralotherdomesticbrands,oneofthe"gold"and"silver"gotregionalagencysouthernandNorthernzhejiang.Huayuansalesisagoodbrand,whilethedragontigerbrothersgetKoudianthanotherd
8、istributors,theynotonlymeetHuayuangiveprofits,buthopetobelikethe"goldenpoint"and"silver",theestablishmentofZhejiangan
