Four ways to deal with the backlog of inventory: clever hitchhiking. This method is relatively simple to operate, that is, taking the unsalable and overstocked products as gifts of another product, which can be new products or "popular" best-selling products. Through the influence of new products on the market and best-selling products, the backlog of products will be driven to turn around quickly. For example, the distributor of a liquor manufacturer in Guilin also acts as an agent for the local best-selling brand Liquan Beer. After the peak season of liquor sales, the regional manager of the manufacturer cooperated with the distributor to use his own liquor products as promotional gifts, so that the best-selling Liquan beer could be digested. Promotion regulations: Anyone who buys 30 cases of a mid-range beer will be given a box of six bottles of liquor to facilitate the digestion of the backlog of liquor products. Skillful hitchhiking methods need to pay attention to the following two points: 1, and "hitchhiking" cannot be forced. When the overstocked products are regarded as promotional items, we should try our best to persuade the downstream dealers to accept them, which requires the sales staff to master the wording skills and promote the products smoothly without causing the other party's disgust. 2. The number of hitchhiking products should be controlled. In other words, there cannot be too many best-selling products or new products at a time to prevent the "secondary backlog" of downstream channels. According to the actual sales ability of downstream dealers, giving a reasonable proportion of gifts can not be ignored, otherwise it will definitely suffer in the end. Binding piggyback method. The so-called bundling method is to "bundle" the overstocked products with the best-selling products in the market. That is to say, if you want to sell the best-selling products, you must sell the overstocked products together with them. In this way, the backlog of products can be skillfully "realized". For example, the "classic" products of a liquor manufacturer are very popular in the market, and even in the off-season, the products still have great sales. In order to digest the inventory in time and prevent a large backlog of a new gift product launched by the manufacturer before the Spring Festival, the manufacturer has launched a "classic" product, which must be matched with the new gift product according to the ratio of 10%. Although this seems to be an act of "buying hard and selling hard", "classic" products are very popular and the profits are considerable. So, in this way, the unsalable inventory circulated in the market, realizing the "inventory transfer" expected by manufacturers: the risk was passed on to the dealers, forcing them to sell hard and completing the "thrilling jump from goods to money" of the backlog products. Different from the ingenious hitchhiking method, hitchhiking is to treat the backlog of products as promotional items that will not "move", that is, gifts, while the bundled hitchhiking method is to sell the backlog of products in another way and finally realize payment, thus eliminating the risk of backlog. It should be noted that the products of 1 must sell well. If it is not a best-selling product or a product favored by downstream distributors, this method is difficult to work. Therefore, it is a prerequisite to have suitable best-selling products. 2, manufacturers must carry out in-depth joint marketing, in order to thoroughly digest the backlog of products. After inventory transfer, the overstocked products must eventually be consumed, that is, by assisting dealers to distribute to downstream channels, and finally accepted, consumed and digested by customers. This requires the sales staff of the manufacturer to take responsibility, help the dealers to distribute goods, increase the promotion efforts, and finally realize the products. Reverse fare increase method. This method needs some operation skills, and of course it also needs some courage and boldness. The key points of this method are as follows: 1. Decisively increase the price of products, and the extent of increase can be determined according to the price of first-line competing products in the market. Second, at the same time as the price rises, increase the promotion or discount to make it attractive enough, and generally speaking, the final price of the product is lower than the original. Third, products should be sold in areas or channels that have not entered, which is the key to the success of this method. For example, in order to digest the unsalable inventory products in the off-season circulation channels (such as retail stores), a beer dealer raised the original delivery price of each box of 24 yuan products (the reserve price after deducting various promotions is 2 1 yuan) to 36 yuan, and then intensified the promotion, implemented "buy one for one" and distributed goods in food stalls, B and C restaurants on a large scale. Due to the promotion force, the following points should be noted in the operation of the reverse fare increase method: 1. The products after the price increase must be carried out in "unfamiliar" areas and untouched channels. If it is a "sandwich" region or channel, it is necessary to operate carefully to prevent the price from "wearing" and the product from "revealing". 2. The promotion or discount must be strong enough to make downstream channels and customers excited, so as to "lead the king into the urn" and let him submit. 3. Using this method, salespeople must be courageous, knowledgeable and dare to "bid" to infect customers and eliminate their "worries" through confident sales promotion. 4. Don't let downstream customers know that this product is a backlog product, otherwise even if the price is cheaper and the promotion is stronger, customers may not be willing to accept it. The backlog of inventory products often makes people "scared". Find another way. When the above three methods can not effectively deal with the inventory backlog, we should consider adopting the method of "finding another way". The so-called "finding another way" is to process and digest products at one time through alternative sales methods different from general channels, such as group buying business and developing special channels. Commonly used methods are: 1, group purchase, and "transform" the overstocked products into welfare products. China is a country that pays attention to humanization. With the establishment and improvement of trade union organizations in various units, the awareness of labor insurance and welfare is getting stronger and stronger. Therefore, it is the most convenient way to deal with the backlog of products and directly enter the consumption channel through the development of enterprises and institutions. 2. Joint promotion. That is, in conjunction with other non-similar enterprises, under the principle of win-win, the overstocked products will be regarded as the "promotional items" of the other party, and finally the purpose of digesting the overstocked products will be achieved. For example, a liquor manufacturer in Sichuan once had a backlog of tin-boxed liquors, and when it was really difficult to sell them through normal channels, it took the initiative to cooperate with a VCD manufacturer in Guangdong to implement two-way cooperation, that is, when VCD manufacturers sold their products, each set was given two boxes of liquors, while when liquor manufacturers sold their products, VCD products were rewarded as prizes to outstanding distributors, downstream distributors and retailers, thus solving the problem of inventory backlog reasonably. There are two points to note when operating in another way: 1. In group buying, we should consider the national conditions of China, pay attention to the application of "hidden rules" in some industries when contacting the responsible persons of relevant units, and "do whatever we want" by investigating and studying the "key persons" of relevant units (those responsible for purchasing and financial decision-making), using relationships, human feelings, gifts and kickbacks. Open a group buying unit. 2. Joint promotion should be reserved and not degraded. Although it appears in the form of promotional items, the value of the products can not be underestimated. In this regard, the "promotional value" of the overstocked products can be marked and explained through brochures, single pages, etc., so that the products will not lose or reduce their value because they become promotional items. In addition, product replacement is also an effective way to deal with the backlog of products skillfully. For example, with the backlog of products, advertisements can be replaced by media; It can also be replaced by products of other enterprises and distributed as welfare goods; It can even be used as a cost to offset the arrears of enterprises. In short, the backlog of inventory products is a difficult problem for enterprises. However, as enterprises and salespeople, only by not flinching, not afraid of difficulties, actively giving ideas and finding ways to solve the problem of product backlog can enterprises get rid of the trouble of product backlog, reduce the losses caused by product backlog and realize a virtuous circle of product sales.