对于户外家具企业而言，企业要做大做强，招商加盟的效率远远要高过自身设店经营。企业与加盟商之间将经历一个双向选择的过程，优质品牌自然会得到许多经 销商的追捧，这也就是为什么加盟肯德基麦当劳要花几百万元仍有许多商家趋之若鹜的原因。那么对于实力较为薄弱的中小企业来说，如何才能吸引加盟商呢?
For outdoor furniture enterprises, enterprises should be bigger and stronger, and the efficiency of investment promotion is far higher than their own store management. There will be a two-way selection process between enterprises and franchisees. Premium brands will naturally be sought after by many dealers. That's why there are millions of yuan to join KFC, and many businesses are still in the market. So for small and medium sized enterprises with weak strength, how can they attract franchisees?
户外家具企业日益增多的同时，渠道危机越发突出，主要表现在：1.全球金融危机爆发后，依赖出口的企业受到巨大冲击，赢利能力逐渐降低;2.转内销的 企业在招商加盟上受阻。部分企业挖空心思招商，却没有能力和精力严格把关，经销商存活率极底，最后被迫走进同一地域重复招商的恶性怪圈。
With the increasing number of outdoor furniture enterprises, the channel crisis is more and more prominent, mainly manifested in: 1., after the outbreak of the global financial crisis, the export dependent enterprises have been greatly impacted, and the profitability has been decreasing. 2., the domestic businesses are blocked on the investment. Some enterprises have not brains investment, ability and energy strictly, the survival rate of the end of the dealer, finally forced to walk into the same region repeated investment malignant cycle.
户外家具行业日益升温，市场竞争开始加剧，如果渠道管理不善，也必定会削弱企业产品品牌的竞争力。对此，户外家具企业该如何打造自身的销售渠道呢？
The outdoor furniture industry is growing up, the market competition is becoming more and more intense. If the channel management is not good, it will also weaken the competitiveness of the product brand. In this regard, how should outdoor furniture enterprises build their own sales channels?
注重服务和管理，吸引加盟商
Pay attention to service and management and attract franchisees
中小企业由于实力较弱，可以先小范围地区招商，以巩固市场阵地。在这个阶段，要重点经营专卖店，且一定要在对加盟商的后续服务及管理上做到位，建立一 套良好的售后服务体系，从而来保证加盟商和顾客的利益。在加盟商获取丰厚的利润回报后，他们也会介绍更多的经销商加入进企业的经营队伍行列。这样，企业的 业务范围也就可以得到快速扩张。因此，中小企业要格外注重服务和管理，树立良好口碑，以实现品牌的快速推广，树立良好的品牌形象。具体措施为：1. 严格 把控产品的质量，建立优质的管理体系，拥有一套好的市场运作策略方案；2.倡导共赢理念，要与终端加盟商站在同一战线上，给予加盟商更多的支持和帮助，使 其充满信心。
Because of weak strength, small and medium-sized enterprises can first invest in small areas in order to consolidate the market position. At this stage, we must focus on the management of exclusive stores, and we must do well in the follow-up services and management of franchisees, and establish a good after-sales service system, so as to ensure the interests of franchisees and customers. After the franchisees get a rich return on profits, they will also introduce more dealers to the ranks of the business team. In this way, the business scope of the enterprise can also be rapidly expanded. Therefore, small and medium-sized enterprises should pay special attention to service and management, establish good reputation, in order to realize the rapid promotion of the brand, and establish a good brand image. The specific measures are: 1. strictly control product quality, the establishment of quality management system, has a good market operation strategy; 2. promote win-win concept, to stand in the same line with the terminal franchisee, the franchisee to give more support and help, it is full of confidence.
目前，许多实力尚不雄厚的户外家具企业为快速抢占市场，费尽心机，部分企业甚至不惜铤而走险，使用各种“诱惑”手段，一旦经销商加盟，就不管不顾，任其自生自灭。这样只能两败俱伤，对于加盟商来说是巨大的经济损失，对于厂家而言，受到伤害更大的则是品牌，是信誉。
At present, a lot of strength is not strong outdoor furniture enterprises to bend over backwards to quickly seize the market, and some enterprises even use a variety of temptation to rush into danger, means, once the dealers to join, will be careless with the emerge of itself and perish of itself. This can only lose, to join in business is a huge economic losses for manufacturers, hurt more is the brand, reputation is.
平衡各方利益关系，让利加盟商
Balance the interests of all parties and give profit to the franchiser
无论哪一个行业，利润自始至终都是企业与加盟商追逐的焦点。如何平衡利益关系，实现双方的共赢，让加盟商对其品牌产生较高的忠诚度，已成为当前各户外家具企业急需解决的问题。
No matter which industry, the profit from beginning to end is the focus of enterprises and franchisees. How to balance the interests and achieve win-win situation and make franchisees have a high loyalty to their brands has become an urgent problem for all outdoor furniture enterprises.
在营销方法上，“格力模式”值得借鉴。自上世纪90年代以来，格力电器先后在家电行业首创“淡季贴息返利”和“年终返利”政策，甚至还有不定期返利政 策，让利加盟商，很好地调动了加盟商的经营热情。其实在当时，空调市场竞争激烈，商家变着法子降价促销还是亏本，格力也同样艰难。但鉴于经销商亏损情况， 格力电器还是决定拿出一定的资金返还给经销商。一年后加盟格力的经销商越来越多，格力由此奠定了行业的龙头地位。对于一个企业而言，如何稳住加盟商也是一 门艺术。格力电器的返利政策让加盟商感觉到踏实，加盟了格力就相当于获得了经营信心，对企业会产生归属感。
In marketing, the "GREE model" should be used for reference. Since the 90s of last century, GREE Electric has launched the "off-season interest rebate" and "year-end rebate" policy in the home appliance industry, and even the occasional rebate policy. In fact, at that time, the air conditioning market competition is fierce, business is changing the way to reduce sales promotion or loss, GREE is also difficult. But in view of the dealer's loss, GREE has decided to take out a certain amount of money to return to the dealer. After a year, more and more dealers have joined GREE, and GREE has laid the leading position in the industry. For an enterprise, it is also an art to secure a franchisee. GREE electrical appliances rebate policy makes the franchisee feel solid, joined the GREE is equivalent to gaining confidence in business, the enterprise will have a sense of belonging.