Article 1: Regulations on rebates for each agent and dealer Notice: Regulations on rebates for each agent and dealer All dealers: The company's rebates to merchants are based on an annual settlement cycle, and the rebates are based on Rebates in the form of physical products. Dealers are required to open an account with a purchase of more than 5,000 yuan. Customer service standards: free delivery for orders of more than 5,000 yuan within the fifth ring road, and free delivery for orders of more than 10,000 yuan within the seventh ring road outside the fifth ring road. If the amount is less than the quota, the dealer will pay for it at his own expense. The Waifu regional company is responsible for delivering the goods to the freight station in Beijing designated by the customer, and the long-distance freight charges are borne by the customer. Notice hereby! The right to interpret this explanation belongs to xxxxx. Signed: May 28, 2012 Main sender: Sales Cc: Finance - Archive name="2" > Part 2: Agent and dealer What do agents and dealers mean? What is the difference? Distribution Both dealers and agents are the middlemen of the channel. The independent operating organization owns the goods (buys out the manufacturer's products/services) and obtains operating profits. The process of multi-variety operating activities is not or rarely restricted by suppliers. The agent is not necessarily an independent organization and does not own the goods (agent for the manufacturer's products/services). It earns commissions (commissions). Its business activities are guided and restricted by the supplier. The greater supply power comes from the manufacturer. Channels to retail terminals 1. Manufacturer → dealer → consumer 2. Manufacturer → general agent → dealer → consumer 3. Manufacturer → general agent → first-level agent → dealer → consumer 4. Manufacturer → General agent → First-level agent → Second-level agent →... → Dealer → Sub-dealer → Consumer agents are mainly divided into general agents, regional and sub-brand agents, provincial branches established by the general agents themselves, etc. The establishment of agents can share the risks of manufacturers, allowing manufacturers and agents to jointly stimulate the market and reduce the operating risks of manufacturers. At the agent level, in addition to setting up general agents, agents can also set up first-level agents or regional agents according to the manufacturer's channel model and cooperate with terminal sellers at the same time. In this way, agents transform from simple distribution to channel maintainers with management functions. In addition to business management, agents also have various functions such as brand management, promotion management, service docking, and financial management. The agency system and the distribution system can also penetrate each other. The main difference between various sales channels is the increase in the levels of agents or dealers. At present, manufacturers' management of agents and dealers mainly focuses on price and supply management, and will also provide some support for personnel training and advertising. For agents and dealers, their profits mainly come from sales profits, rebates, installation and maintenance services, etc. name="3" > Part Three: The 2017 Dealer Rebate Management Measures on the management of customer rebates in 2017 are to standardize the rebate system and implementation standards of each branch, and at the same time strengthen the company's standardized, data-based and standardized management, especially Formulate this management regulation. 1. 2. 3. Declaration authority: Branch managers and regional salesmen have the authority to declare rebates for dealers in this region. Audit authority: The Marketing Management Department has the authority to audit the rebate policies declared by branches and regional businesses. Application process: 1. The branch manager’s application process confirms the rebate customers and content → fills in the "Rebate Policy Application Form" → the marketing department manager reviews and approves → drafts the "Dealer Sales Agreement" → signs the "Dealer Sales Agreement" 2. Business supervisor declaration The process confirms the rebate customers and content → Branch manager approves → Fills in the "Rebate Policy Application Form" → Marketing Manager reviews and approves → Draws up the "Dealer Sales Agreement" → Signs the "Dealer Sales Agreement" 4. Information collection: All signed "Dealer Sales Agreement" The Dealer Sales Agreement must be photographed before 23:00 on the same day and sent back to the branch sales back office. The headquarters sales back office is responsible for collecting and archiving the Dealer Sales Agreement. The paper version of the agreement needs to be delivered to the back office of each branch for storage (such as If there is no back office, the warehouse management will be responsible), and it will be sent to the headquarters within 10 working days, and the headquarters sales back office will organize and archive it. Tips: The business personnel of each company strictly follow the above application process for dealer rebates; the company will not be responsible for all unapplied rebate policies in 2017, and the losses caused will be borne by the individual. 5. 6. This notice will be strictly implemented until March 1, 2017. 7. For existing cooperative rebate customers who have not signed an agreement, they must all be re-approved according to the above application process before March 28, 2017 and sign the "Distribution Agreement". Merchant Sales Agreement. Any rebate not signed before March 28, 2017 will be invalid.

Shenzhen Meizhong Technology Development Co., Ltd. February 17, 2017........................ ................................................................. ................................................................. ................................................................. .................... name="4" > Chapter 4: Sales Rebate Regulations Sales Rebate Payment Regulations Every time a salesperson signs a contract with a rebate policy, It must be approved by the general manager, sales management department, and financial filing. 1. Rebates for issuing invoices: (1) Rebate coupons: refers to sales being invoiced in full. When invoices are issued, the rebate portion is deducted from the face of the ticket in the form of sales discounts, and the customer's repayment is based on the balance after deducting the rebate. (2) Invoicing in the form of high invoices: refers to the invoicing amount including the rebate part. In this form, the face amount is used to collect the payment, and the tax is 8% higher than the base price, and a fee note for the rebate amount is provided. After receiving the payment and expense notes Pay rebates. 2. Rebate without invoicing: (1) Sales will issue a sales list in full amount, and the customer will receive full payment. After payment, the rebate will be paid according to the agreed standard; (2) Sales will issue a sales list in full amount, and then refund the premium. The customer will get the money back after deducting the refund price in full, and no refund will be given after payment is received. 3. The sales department has a unified rebate policy for rebates: The sales department records the rebate policy approved by the general manager in the financial department, and the sales management department records the rebates for each salesperson and the agents under the salesperson's name, and the agent is responsible for the hospital and health center. Indicate the rebate accounting standards respectively, and prepare a unified "Salesperson Rebate Situation Registration Form" and submit it to the finance department. When there is a rebate, the salesperson submits an application according to the rebate standards and procedures established by the sales department. The management accountant of the finance department calculates the rebate based on the rebate standards. The financial manager reviews it. After approval by the general manager, the cashier transfers the money from Xinhe to the agent account. The Sales Management Department should promptly revise the "Salesman Rebate Situation Registration Form" based on the nature of the business and the rebate policies for different periods. Finance will not calculate rebates in the following three situations: 1. Rebates not signed by the general manager; 2. In the Sales Management Department There is no registration status in the "Salesperson Rebate Situation Registration Form"; 3. Unrecorded contracts; Gansu Zhongrui Medicine Co., Ltd. 2013.3.1 name="5" > Part 5: How to support dealers How agents can support dealers And agents? What kind of sales policy can activate dealers? Of course, the more rebates, the more dealers like it; the better the products sell and the profits are good, these are what dealers like. However, market competition is becoming more and more ruthless, and the policies that manufacturers can use to help dealers are becoming more and more demanding. Especially as the company gets bigger, dealers can only obey and make cool money. From another perspective, if a company blindly develops terminals, takes into account its own interests, and allows dealers to fend for themselves during the development process, it will not work. This brings up the question, what kind of measures should manufacturers take? Can policies activate dealers? At a time when many home appliance products continue to be in the off-season, discussing this topic also facilitates cooperation between manufacturers and the two-way choice of progress. Nanjing Li Gong. So what kind of policies can activate dealers? We don’t want to go into details here. We have summarized a few practical policy points to elaborate on this issue. In other words, what kind of policies can help dealers to impact Sales volume, to achieve the sales target to the maximum extent; we will explain it from the following points. Base volume multiple progressive method The so-called "base volume multiple progressive method" is the most common method used by enterprises to use incentives as leverage and is oriented to regional dealers completing rated target sales targets. Enterprises usually set a basic sales target A of 10,000 yuan. This target A is easy for dealers to achieve, and the base is also large; above this, every time the dealer picks up goods by one order of magnitude (we call it variable growth Indicator) B million, the company will realize an immediate rebate of C%. As B continues to increase, the number of C will also continue to increase, and it can even approach the cost critical point to motivate dealers. We use a simple chart to describe it intuitively: Basic sales indicator A Variable growth indicator B1 Variable growth indicator B2 Variable growth indicator B3 Note delivery amount 10 million 3 million 4 million 5 million Gross profit rebate C% 18% 20% 25% 32% Critical point 33% Total target amount 10 million 13 million 14 million 15 million Historical highest sales in the same period 14 million Actual total rebates 18% 18.9% 20% 22.6% (The picture shows the fourth quarter sales of a range hood product in a certain regional market Policy explanation) In this way, in addition to the basic indicators, if the improvement indicators are higher, the higher the gross profit return will be obtained by the dealers. This method can stimulate dealers to advance towards higher goals, give it a try, and even Can work wonders.

This method is a very humane incentive measure for dealers. The basic volume indicators are easy to complete. It is like taking a reassurance pill. Better completion also depends on the dealer's pursuit of higher challenges in their own market, because The company does not use tough policies to narrow dealers. Dealers can adopt more scientific brand protection measures to increase sales with a tolerant attitude, which is a good thing for brand companies. However, one thing that upstream circulation companies should pay attention to is that the basic sales target cannot be too high. If the basic sales target cannot be achieved or is even out of reach, then no matter how high the gross profit growth target is, they can only hope to stop high, thus shaking the sales enthusiasm of dealers. . This requires the enterprise to fully consider the actual market conditions when setting basic indicators. The reasonable advancement of variable growth indicators must also be controlled to a certain extent. There must be certain considerations between the incremental amount and the incremental rebate gross profit. In view of the crazy sales of the entire home appliance industry at the end of the year, companies must be mentally prepared for naked profit competition. They cannot retain a certain amount of reasonable corporate profits just because of basic indicators. In the process of continuous increase, this part of profits can be based on other competition in the market. The opponent's situation has been severely reduced. Guaranteed Impulse Method "Guaranteed Impulse Method" often uses the highest sales volume A in the dealer area in previous years as the base indicator. This indicator is also relatively high and is basically an indicator that is difficult to achieve in many cases. If the dealer can break the regional sales record of previous years and reach a new sales record B while completing the guaranteed sales volume, the manufacturer will give the dealer a larger record-breaking grand prize in addition to normal rebates, rewards and other incentives. Because this record is not only a sales increase in the region for the manufacturer, but can be used as a sales case to be promoted to the entire region. It can prove that the market capacity of brand products has potential to be tapped. It is very important for manufacturers to rationally formulate brand development strategies. It has great reference significance. We also use a table to graphically illustrate: Sales record A in previous years Unable to complete A New impulse record B Notes on delivery amount 10 million 8 million 11.5 million Historical highest sales in the same period 10 million Gross profit rebate C% 37% 30% 42% + one car critical Points are 55%, and cars are additional incentives. The actual total rebate is 37% 30% 42% (the figure shows the fourth quarter sales policy of a certain home theater brand product in a certain regional market). Generally, the total annual sales of home theater products is 30 million. The threshold is generally one-third of the total sales at the end of the year. The gross profit of home theater products is relatively high, and some brands are even very opaque. In an environment of increasingly fierce market competition, the sales of many brands are showing sluggish or even negative growth. Therefore, one of the ways to stimulate sales is to establish a typical market and enhance the overall dealer confidence. This method is more effective for companies in trouble. . Let’s put aside the fact that dealers are seeking rewards for collecting goods. If a dealer of Nanjing Li Gong can break the sales record, then the set of methods summarized by the dealer from sales are worthy of reference and research by manufacturers. This kind of research will have a profound impact on brands and products. It is helpful to predict future market trends and adapt your own brand products to the competitive environment. ◆ Analysis of market potential and market purchasing power: The implementation of China's family planning policy and the current status of an aging society have made pregnant women and infants the focus of attention for young couples and the core of love for the older generation. The current phenomena of "little emperors" and "little suns" indicate that pregnant women and infants are the focus of family consumption for both generations. The annual consumption of newborns alone is between 2,000 and 5,000 yuan (excluding food consumption). And the focus of its consumption is gradually shifting to consumption aspects such as quality education. 2. Social attention and investment: Pregnancy is a special stage in the growth process of life that requires the most care and care. Pregnant women need recognition and support from their families, and newborns need to be carefully nurtured physically and psychologically. Therefore, the state has invested a lot of manpower, material resources, and financial resources in promoting eugenics and eugenics, prompting modern parents and infants’ health requirements not only to stop at material supply and traditional care, but also to pay more attention to psychological adjustment, spiritual nourishment and Learn from scientific pregnancy and baby culture. The maternity and infant industry itself has also put forward higher and newer development requirements. Introducing products, culture, and services into the market will be the biggest selling point of the maternity and infant industry in the future. , Renewal of concepts of pregnancy and infants: The advancement of pregnancy and infant culture has led to a comprehensive update of traditional conceptions of pregnancy and infants. Modern life has an increasing desire for multi-functional, diversified, high-tech products and perfect, humanized after-sales service and professional guidance. 4. Consumer demands: The increasing age and cultural level of parents of newborns have brought about the desire for parenting knowledge and the enhancement of health awareness. However, the lack of parenting practice has caused a conflict between traditional parenting concepts and the process of modern civilization. . This makes the maternity and infant market call for the combination of traditional parenting and scientific parenting, promote understanding of new nursing practices, and enhance awareness of comprehensive nursing and professional services, so as to complete care and love during the special period of life. 2. Derivation of consumer groups: The consumption power of pregnant women, infants and young children alone is limited. But don’t forget that China is a society that attaches great importance to human relations and sophistication. Parents, uncles, aunts, friends, colleagues and other people around pregnant and infant children will come to visit and congratulate. Then, a large number of consumer groups with considerable purchasing power will emerge around the group of pregnant women, infants and young children. There are at least 8-12 consumers with purchasing power and decision-making power around every pregnant woman or infant, with unlimited consumption potential.

◆ Market status analysis and serious vacancy in practical brand franchises: The domestic maternity and infant market is only in its infancy. Except for a few large shopping malls and high-end specialty stores, there are almost no specialty stores with brand effects. In some more developed areas, maternity and infant stores have a mixed range of product brands, uneven quality, incomplete varieties, no guaranteed safety performance, and poor after-sales service. In more places, maternity, infant and child care products are still sold together with other daily necessities, which is extremely inconvenient for consumers to purchase. Therefore, the market is urgently calling for high-quality specialty stores with brand value to adapt to consumers' shopping psychology. The vacancy in the market leaves an excellent opportunity to develop ambitions in emerging industries!. Few domestic professional operators: At present, there are very few real operators in the domestic pregnancy and baby industry, and even fewer operators with strength and solid foundation. Some companies that claim to be "operators" actually do not have their own brands, but fill so-called specialty stores with products labeled with other manufacturers' brands, "exclusively selling but not exclusive". Ultimately, terminal sales competition is weak, and the profits and credibility of franchise stores are not guaranteed. 3. Shopping geographical environment has great limitations: The main consumers of maternity, infant and child products (except gifts) are pregnant women who are 6-10 months pregnant and mothers of newborns. These two special consumer groups have inconvenient activities and safety concerns. Sexual requirements are particularly strong. They hope that shopping is close to the community where they live, with convenient transportation and an elegant shopping environment. However, most of the current maternity and infant products are located in large markets and shopping malls, which is very inconvenient for consumers. , lack of systematic and comprehensive market organization, the market is relatively single: maternity and infant products involve dozens of industries such as clothing, plastics, light industry, electronics, medical equipment, steel, paper products, etc., which are extensive and scattered. However, the current maternity, infant and child products stores are limited to supplies and clothing, while daily necessities, daily necessities, special supplies for pregnant women, craft etiquette, and fine arts are almost zero. The maternity, infant and child products market lacks a dedicated, systematic and comprehensive supply and marketing organization. Therefore, professional brands and systematic supply and marketing have become the development direction of the industry. , The sales method is monotonous and lagging: The sales of maternity and baby products stores still use the old traditional method of "you come and I sell" and "when the goods are sold out" to receive customers. Monotonous and lagging sales methods have resulted in dull market terminals and unsaleable products. Due to the particularity of the maternal and infant consumer goods group, the industry needs intrusive sales methods such as community services, humanized services, convenience marketing, and family-friendly marketing. Only emerging models can inject fresh blood into the industry. . The existing store price system is unreasonable: At present, imported foreign products and domestic fake and shoddy products flood the market. On the one hand, the high prices of imported products discourage ordinary consumers; on the other hand, low-quality and low-priced products cannot meet the needs of middle-class consumers. ◆ Market prospects, market start-up and broad prospects. At present, the domestic maternity and infant products market is in its start-up period, and most of them are grocery stores. The market will demand mid-to-high-end brand stores that can provide standardized management, unified image, high quality and low price. Therefore, the market prospects for developing the pregnancy and infant industry are broad. , supply exceeds demand and has huge potential. The overall market is in a state of supply exceeding demand and will never dry up. According to the market sales survey report analysis of various types of maternity, infant and child products, there is a serious imbalance between market supply and demand.