企业与经销商合作关系五项基本原则
作者：editor 日期：20xx年09月21日 来源：中国壁柜网 总浏览数： 749 次 【字体：大 中 小】
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企业与经销商合作关系是相互的，经销商在选择品牌合作的同时也是企业选择经销商的时候，只有这两者在某个方面都符合彼此的需求时，即是两者找到共同点，才能都合作。作为经销商在选择品牌方面可操作空间会比较的大，市场上可以选择的加盟品牌会比较的多，然而企业虽然也是如此，但企业是要靠经销商来开拓市场的话，就不可能轻易的放走一个可以合作的经销商，所以在选择与经销商合作的过程中往往会比较的被动。与经销商合作的还要注意很多的细节问题。如，理念，诚信，履约，互动，责任等。
理念
很多企业，在招商过程中没有把握“统一经营理念”这一原则，只要达到招进来的目的，定了货就好，这其实只是完成了招商工作的一部分，也是最简单的一部分，没有将招商工作做彻底。没有思想和经营理念的交流，合作的基础是不牢固的。签约合作之前要做的一个重要工作就是：统一经营理念。
只有理念统一了，才能保证合约条款的正确履行；才能保证厂、商行动的一致性，在市场上才有真正的竞争力；理念统一了，也有助于解决厂、商合作过程中的各类摩擦，在互相理解的基础上向同一个目标迈进，双方成功的概率就会很高；理念统一了，合作才是持续有效的。 诚信
实际合作过程中，工厂与市场行进节奏完全配套的情况并不多见，产、销间长期存在一定程度的矛盾，企业也在矛盾中不断的成熟、成长，是很正常的想象。表象为或供不应求，生产周期较长，客户不满意、经销商不满意；或订单不足、产能浪费、增加管理难度，老板不满意。在这种情况下，一定要保持工厂和市场间的信息及时互通，并保持信息的真实准确性。一些企业没有把握住这个基本原则，或传递不准确信息、或有意传递虚假信息、或没有及时传递信息，由于信息误导造成经销商和客户之间的矛盾升级。客户不满意，形成纠纷；经销商不满意，萌生退意。 所以，无论工厂有任何异动，一定要提前通知经销商，应及时、准确、真实地让经销商了解企业的实际情况，便于其与客户做好沟通，同公司一起化解危机或矛盾，真正体现合作意识，共同担当风险。想要长期、稳定、实效走合作的道路，诚信原则必须把握，其涵盖合作行为的各个
方面，追随合作进程的始终。
履约
无论是厂家还是商家，在合作前一定要切实统一思想，正确认识合作的重要性，双方以协议为框架，达成真正意义上的谅解，只有这样，才能保证在合作期间，双方都重视并履行这个基本的行为规范，规避后期将发生的各类矛盾，甚至是对人不对事的误解。合作双方的从业经验、经济背景、职业素质、文化水平等都有一定的差异，以“求同存异”为原则制定合作文本，避免走形式的套路条款，才能真正避免该合约形同虚设，才能真正让合作双方走的更顺、更远。 互动
互动行为与合作过程紧密相连，合作的双方都是项目行为的主体。经销商向上游传递的是市场需求、客户投诉、质量问题、竞争对手动态等信息，是厂家进行分析、研究、改进、预防等行为的依据和准则；厂家需向下游提供公司产品、周期、策略、质量、产能、市场分析和规划等信息，是经销商日常操作的指导方向和依据，是做好、做活市场的必要条件，是提高地域品牌竞争力、实现销售的有力保证。
许多厂、商都没有意识到这一点或重视不够，导致厂商间信息互动受阻或缺失、合作过程中矛盾频繁，误解增多、合作凝聚力变弱，厂家找不到市场需求的方向等。无论何种类型的合作，互动是至关重要的第一要素。
责任
合作难免有矛盾和随之而来的责任划分，处理不好会影响双方合作的质量与持续性。责任真空地带的处理是很关键的一个环节。所谓责任真空地带，是指有第三方参与、合作双方都无主动控制权的相关问题。处理问题，一定要在预见性的前提下，本着实事求是的态度，双方协商并提前取得一致意见，后期按约定执行；不能明知此类现象会出现，就因为出现概率不高而回避，矛盾出现了再约定，严重伤害双方的合作行为，不利于良性、持续的共同发展。
说到底，同经销商都要发展，合作是必由之路，合作要注重效果而不是形式。只要统一经营理念，把握合作的基本原则，处理好合作过程中的细节，形成信息完全互动，在相互谅解的基础上将合作进行到底。
第二篇：经销商对合作关系的承诺及其影响因素
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