2017 Fertilizer Sales Plan_Promotion Plan

Chemical fertilizers are closely related to agricultural production and are more affected by national regulatory factors and policies. The fertilizer market opened later than other chemical industries, and the degree of opening is also lower than other chemical industries. The following is a fertilizer sales plan I compiled for you, let’s take a look!

Fertilizer Sales Plan 1

As a qualified agricultural input and fertilizer salesperson, you should first have the most Basic marketing knowledge, as well as a systematic understanding of professional knowledge, including the composition of various products, as well as the advantages and disadvantages of each brand, price system, market strategy, industry development status, and regional market conditions in the industry , market capacity, the influence and demand of various channels such as dealers, distributors, retailers and consumers on the industry. If you do not grasp these basic conditions, you will undoubtedly be blind.

Before doing sales, market development, or talking to customers, these basic knowledge are essential. Only after understanding this basic information can you have an overall and comprehensive understanding of the industry. A basic entry pass. To understand the market, you must have a correct attitude and correct methods. For specific target regional markets, you cannot just visit a few wholesalers in this industry, or determine the market position based on the information from visiting these wholesalers.

Through an in-depth understanding of all aspects of the regional market, including the regional market. Industry product channel flow, regional market wholesale market, core retail market, county market composition, regional market industry characteristics, etc., and at the same time grasp the specific business status, management level, business ideas of core customers in the regional market, Economic strength and network resource advantages; only in this way can we have a comprehensive and in-depth understanding of the overall market; only in this way can we develop customers in a purposeful, targeted and proactive manner.

Regional managers should not rashly enter into cooperation negotiations between large and small stores when they first arrive in a new market, or hope that it will be successful in one go, or dream about getting customers once and for all, rather than the blind man's luck mentality of encountering a dead rat. Through the tempering of basic skills such as industry understanding and market understanding, after having a deep and comprehensive understanding of the regional market, we will have a clear understanding of the target customers in the market. At this time, we can select cooperative customers based on our Conditions to rank target potential customers.

Before formally visiting the customer, there is another important thing to do, which is to make a targeted business plan for each target customer, which includes the customer’s current business analysis, future business plan, etc. The strengths and weaknesses in the industry, areas that need improvement and areas for improvement. On this basis, we combine our brand promotion plan and market operation ideas to analyze the positive impact that our brand can bring to the customer and promote their business while integrating with the customer.

In the business plan, special attention should be paid to the combination of customers, market, and own brand. It especially reflects that our brand marketing plan can bring improvements to customers' business and image, even if it is too late to do so. A formal business plan, at least before visiting the customer, you must straighten out your ideas, understand the direction of cooperation with the customer, the planning and layout of the market, and the operating ideas for the market in this location. Only by considering and examining the significance of cooperation from the customer's perspective and thinking can we have a correct and reasonable negotiation state.

After the preliminary preparation and investment, formal customer visits are put on the agenda. Since the customer has given us an opportunity to display products, discuss ideas and market planning, then we must make good use of such opportunities. , let customers correctly understand, understand and accept our brand.

The regional manager's appointment with the client should be arranged as much as possible during a period when the client's business is not too busy, and at the same time, try to stay away from the client's business store, or at least try to have the meeting in the client's office, so that the client will have the energy, time, and ability to meet with the client. Be in a mood to listen carefully to the regional manager's introduction of products, brands, market ideas, and business plans, so that customers can calmly understand the promotion and positive impact that the brand brings to his business, especially in the network development of the market, our market Investment, overall annual business volume, and analysis of customer profit margins and profit volume.

We must make full use of our product advantages, brand promotion ideas, market advertising, investment in promotional materials, as well as market follow-up of personnel, professional industry image, etc. to impress and convince customers. Present the business plan to the customer objectively. Maybe the customer is reserved when tempted. At this time, you need to give the customer a space to think, so that the customer can seriously and comprehensively and correctly consider how joining hands with each other will bring about improvements in business and image. , and carefully understand the positive significance of cooperation between the two parties.

Based on the actual situation of the visit, every customer visited was carefully sorted out and queued up, and the intended customers’ needs for the brand were carefully considered. Then, based on the sorted situation, different follow-up plans should be made for different customers, especially the first target and second target intended customers, and follow-up plans should be made carefully. After the visit, when saying goodbye, you should leave a foreshadowing for the next visit, agree on the next visit, or create opportunities for the next negotiation, and reach a clear understanding of the specific conditions for cooperation at the right time, so as to go further. Advance in the direction of placing orders, making payments, and even signing comprehensive cooperation agreements.

It is the most dangerous and stupid behavior for a regional manager to put all his hopes on one customer. We must figure out who is willing to cooperate with us, and let us determine the customers; rather than which customers we are willing to cooperate with, we lose the initiative. It is necessary to determine the list of customers who agree to cooperate with us, select the best from the best, negotiate with each prospective customer one by one, always grasp the initiative in negotiations, use the elimination method, and finally lock in the customer. Fertilizer Sales Plan Part 2

Currently, the number of pesticide companies is decreasing, while the number of fertilizer companies is gradually increasing. In the current state of relative saturation of chemical fertilizers, increasing sales has become the most important challenge faced by various companies and agents. How should we do it? Promotion has become a simple and effective method. According to my personal experience and Experience, share with everyone the promotional methods you have come across as well as their pros and cons.

1. Gift Promotion

At that time, I was still very young. Currently, a relatively well-known company in Linyi has another trademark. At that time, the advertising was also quite powerful. I will use it now. During the fertilization season, a corporate promotional truck was used to carry towels and play music. The farmers were curious and came out to watch. In addition, local dealers were present. The company personnel explained to the farmers and took advantage of the farmers' mentality of taking advantage - ordering towels. , anyway, it was the season and it was time to use fertilizer. The farmers donated generously and paid deposits or full payment. At that time, credit sales were not serious. Promotions naturally seize the opportunity and have a higher chance of success.

Advantages and Disadvantages

With the help of farmers’ psychology, we were one step ahead, completed the promotion and got huge profits. At that time, the promotion was relatively successful because it had just started, but the method was aging. , not suitable for the current market form.

2. Promotion method of bringing literature and art to the countryside

This method has been around for five years. Song and dance performances are performed at night to attract farmers to come and watch. In the middle, there is agronomy. The teacher exaggerates the efficacy of fertilizers and provides gifts to attract farmers. When necessary, local dealers come up to guarantee the quality. The dealers find a few more agents to confuse the farmers, and then they rush to buy them.

Advantages and Disadvantages

At that time, this method could effectively gather people and capture the excitement of watching. In addition, the explanation atmosphere was better, and the success rate of ordering was relatively high.

But because most agronomists are fake and exaggerate their effects, it is easy to have sequelae. They take the money and walk away, so you should deal with it slowly. The cost of this method is higher, and the price of fertilizer will increase invisibly. Although there are gifts, the smarter farmers will not buy it if it is much higher than others. This method will fail if the atmosphere is not good when you first order.

3. Expert Lecture and Visit Method

With the long-term use of the previous methods, farmers have also realized the disadvantages and no longer believe them. In order to show their strength, they find an expert to deceive them. Go to the countryside by car, gather people with small gifts such as pesticides and shoe brushes, and then take a few farmer representatives to visit the warehouse, have a meal at noon, and then go back and take the lead in ordering. As the saying goes: "Take someone else's hand short and eat their mouth." short. ?No way, let’s just be fooled this time! This method was often used by some small businesses at the time, and the effect was pretty good.

Advantages and Disadvantages

Taking advantage of the honest and honest psychology of farmers, they are embarrassed to give up after taking it. If some people with prestige participate, the success rate is higher. But after all, he is an expert in deception. It is easy to make mistakes during the teaching process. Good things can sometimes be misunderstood. There are many false elements in the lecture. I remember that I once encountered a thing used in construction projects. The deceiver poured water on it. It solidified, and then it was said that fertilizer retains water. At that time, a farmer said that he had used it when he was working. It just failed. When visiting, a poor warehouse scale can easily cause adverse effects. Even if your warehouse is full of good things, on the contrary, as long as your warehouse is large, farmers will believe that bad things are good.

IV. The method of visiting households in rural areas

Various promotional methods are no longer effective, and there are more and more fertilizer sales outlets, making business more and more difficult. It is just sitting there waiting for death. It was better to find another way out. Finally, some wholesalers who responded quickly came up with a new method, which was to ask the retailers to lead them or the salesmen of the manufacturers to the homes of farmers they were familiar with, and use relationships and truly professional things to convince them. It was just right. They also take advantage of the farmers' hard-to-shirk mentality to complete the order and of course receive generous gifts. After all, the expenses are reduced and the price will also drop. After making an order, people who are familiar with it will also go to the house of an unfamiliar person and tell them that everyone has ordered it, and then show the order to others. After all, people from the countryside can't shirk it, so they will order it no matter what, even if it is only half.

Advantages and Disadvantages

It saves costs, is a single exchange, is easier to communicate, and has a higher order success rate than any other method. but. The efficiency is relatively low. It takes several days to complete a larger village. If necessary, it can be divided into multiple groups and carried out at the same time. However, personnel must be arranged reasonably to avoid getting twice the result with half the effort.

Several common promotion methods are probably the above. However, with the transfer of land, the continuous enhancement of farmers’ professional knowledge and the gradual understanding of "wool comes from sheep", these methods are now We all have a certain degree of immunity, so how should we gain a foothold? This is a question we should think deeply about, especially those in the agricultural industry in our new era. We should consider how to become bigger and stronger, rather than just thinking about making money. Just get it.

In order to gain a firm foothold in the future development of agricultural inputs, we must do the following:

1. Enrich your professional knowledge. Only by knowing more than the farmers can you convince them, and then you can sell things to them and make money. When it comes to making money, it's not a cheesy question because that's what we're in business for.

Second, we must constantly update our thinking and let unique things attract others. In the past, the use of electric seed mixers and electric sprayers is believed to have benefited a lot from stores equipped with early warning. Nowadays, corn seed fertilizer and precision seeding machines, etc., are all necessary tools for us to succeed.

3. Don’t make or sell fake products and make money with conscience. With the continuous strengthening of national law enforcement and the popularization of popular science knowledge, fake and shoddy things will not last long and have a higher chance of being discovered. Moreover, we must consider that what we earn is farmers' money and cannot be pitiful and irritating. They are being fooled. They will never trust you again when they know you are lying to them.

Fertilizer Sales Plan Part 3

1. Product strategy.

Product strategy is mainly reflected in appearance such as particles, color, and packaging. There are two points that need special attention. One is to win with appearance. Nowadays, farmers generally like "beautiful" chemical fertilizers. Wherever the same variety of chemical fertilizers is placed, the ones with large particles, less dust, roundness, uniformity, and bright color will sell the fastest. Second, the packaging forms should be diversified to facilitate farmers to purchase and use. Today’s fertilizers are basically 50kg or 40kg bags, which are too big and heavy. Nowadays, in rural areas, men basically go out to work and women farm. It is too troublesome for women to carry such heavy things. Moreover, after opening the package, it will easily absorb moisture and dissolve if it is not used up at one time, resulting in waste. Lightweight packaging of 25kg, 15kg or even 10kg should be produced to facilitate farmers’ choice.

2. Brand strategy.

The brand strategy is mainly reflected in two aspects. First, it is necessary to establish an overall brand of domestic fertilizers to compete with imported fertilizers. Nowadays, the prices of some varieties of imported chemical fertilizers differ greatly from those of domestically produced chemical fertilizers. Taking diammonium phosphate as an example, the market price of imported ammonium phosphate is about 2,000 yuan/ton, while the market price of domestic ammonium phosphate is only about 1,700 yuan/ton. In fact, the inherent quality difference between the two is not big. The second is to establish a good corporate brand. Now in the fertilizer market, for the same domestic brands, the selling price of branded products is 10 to 20 yuan per ton higher than that of non-branded products, and they sell faster. Taking a fertilizer factory with an annual output of 500,000 tons as an example, the net profit increased by this is 5 million to 10 million yuan.

3. Price strategy.

Since the inherent quality of chemical fertilizer products is similar and farmers have low purchasing power, price reductions have an obvious promotional effect. According to estimates, the current demand price elasticity coefficient Ep of fertilizer products is as high as 3 to 8. Taking urea as an example, a 100 yuan/ton reduction in sales price can increase sales by 30. Therefore, in today's fertilizer market, low-price sales are prevalent. Especially when companies want to open up new markets, they will almost always do so at low prices. But we must also realize that the low-price strategy is a double-edged sword. It can hurt others as well as yourself. Too low a price will make you no profit at all, and companies will lose the motivation to develop and innovate. In addition, in many cases, In the minds of consumers, low price is often associated with low quality. If the price is too low, it will have a great negative impact on the product image and corporate image, so the low price strategy must be cautious. On the contrary, adopting a mid-price strategy or even a moderately high-price strategy can sometimes better cater to consumer psychology and be more successful.

4. Channel strategy.

In the past, production enterprises could only sell fertilizers to agricultural input companies, and the sales channel was the only one. After the promulgation of State Council Document No. 39 in 1998, production enterprises can sell to both agricultural input companies and agricultural supplies. "Three Stations", direct sales are also available. Each of these three channels has its own advantages and should be utilized comprehensively. The author believes that direct sales can reduce intermediate links, lower sales prices, and benefit farmers. At the same time, it can greatly speed up the recovery of payment and ensure the safety of funds. It should be vigorously developed in the future. Production enterprises can establish direct sales points on a village basis in the surrounding areas of the enterprise. Wherever fertilizer is needed, just make a phone call and the goods will be delivered immediately. This not only greatly facilitates farmers, but also allows them to firmly occupy Changnong in surrounding cities. The most important thing in the channel of capital companies is to emphasize operating capabilities, to "grasp the good and let go of the bad", and focus on choosing those agricultural companies with strong financial strength, many operating outlets, strong market development capabilities, good operating conditions, and good reputation to cooperate with, so that they can become General distributor and general agent in the regional market, so as not to lose the market, but also to effectively resolve business risks and improve the quality of market share.

The advantage of the agricultural "three-stop" channel lies in their "expert" status. They are professional agricultural technology departments who often deal with farmers and guide them to scientifically fertilize. Farmers can trust them. At the same time, compared to agricultural input companies, their personnel The burden and historical burden are light and the profitability is strong. Although the proportion of fertilizer sales in the agricultural "Three Stations" is not large at this stage, there is no doubt that the agricultural "Three Stations" will play a decisive role in the sales of chemical fertilizers in the future. Enterprises should vigorously Develop cooperation with the agricultural "Three Stations".

5. Promotional strategy.

Affected by the traditional planned economy, many fertilizer companies believe that it is enough to sell their products to agricultural input companies, and agricultural input companies should do the promotion work. This concept is very wrong. At this stage, fertilizer companies should do a good job in promotion work in the following two aspects: First, vigorously strengthen advertising, go deep into rural areas to promote products and companies in a form that farmers like to see, improve product visibility and reputation, enhance corporate image, and cultivate Loyal consumers. The second is to vigorously strengthen agrochemical services, provide free technical consultation to farmers, guide farmers in scientific fertilization, enhance the affinity between enterprises and products, and make farmers willing to buy their products. gt; gt; gt; More exciting on the next page? Fertilizer sales plan?