Rippa Group Foreign Trade Division Terminal customer, agent, exclusive agent management system
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In order to strengthen the unified management of global overseas warehouses, distributors and agents, standardize the operation and management of global overseas warehouses, distributors and agents, and ensure the smooth sales of the company's products in each distribution area, this system is specially formulat- ed.
Chapter I General Provisions
1 、End customer: refers to the customer whose purchase purpose is for personal use, or whose cumulative purchase volume is small and has not formed a certain scale. When the country/region of the end customer has an exclusive agent, the end customer shall pick up the exclusive agent brand model from the exclusive agent.
2 、Dealers: refers to customers who sell their own brand products in a certain area (including all products sold with or without RIPPA brand logo);2 、 Dealers: refers to customers who sell their own brand products in a certain area (including all products sold with or without RIPPA brand logo);
3 、agent ：
1）Refers to customers who sell the company's products in a certain area (including all products sold with the RIPPA brand logo)
2）The number of orders for a single brand product is greater than or equal to 3.
3）Clients are prohibited from conducting auctions in the name of RIPPA.
4）According to the historical order volume, it is divided into firs
t-level agents, second-level agents and third-level agents.
4 、Exclusive Agent: An exclusive agent for a specific brand model of excavators, skid steer loaders, forklifts, loaders, and backhoe excavators within a designated area, protected by the RIPPA Group's regional protection and adhering to its agent system. Each exclusive agent is permitted to represent only one product.
1） National regional agents：
A. Annual sales of more than 50 units or sales of more than $357,000.
B. The agent area is within 80km or the city where the agent is located
C. For applications outside the 80km range, annual sales of more than 500 units or sales of more than $300,000 are required
D. Pay a $20,000 deposit
E. The upgrade and increase of regional agent area shall be confirmed with the head of international business division
2） National exclusive agent (US/Canada/Russia)
A. Annual sales of more than 2,000 units or sales of more than $15,000,000
B. The area of coverage, the whole country
C. Pay a $50,000 deposit
3） National exclusive agent (countries other than the United States, Canada and Russia)
A. Annual sales of more than 1,000 units or sales of more than $6,000,000 in the
B agency area, throughout the country
C. Special circum- stances of paying a deposit of US $50,000 shall be applied for separ- ately.
4） After the exclusive agency agreement is signed, a notification letter will be sent by the official email of RIPPA International Business Department to inform agents worldwide and in this region. The content of the notification letter shall be subject to the official email.
5） Official Email:rippagroup@rippa.com
6） The notification letter requires:
- Present the company information of RIPPA and exclusive agents in a clear and complete manner.
2. Define the scope of the exclusive agent, the model of the agent and the time limit of the agent.
3. Summarize the purpose and direction of the exclusive agent.
4. Inform the customer of the way and time to place an order in the future.
5 、 This system aims to standardize the operation mode, marketing strategy and business processing of the terminal customers, distributors, agents and exclusive agents of RIPPA Group, so as to maintain a good cooperative relations- hip between the company and each agent and exclusive agent, and promote the common development of both sides.
6 、 The exclusive agent term is one year, and the agreement is signed once a year;
7 、 Agents and exclusive agents identified by RIPA Group shall abide by the rules and regulations of the company in their distribution activities and shall
not engage in any acts that harm the interests and image of RIPA Group.
8 、 Exclusive agents, upon the effective date of the agency and distribution agreement authorized by the RIPPA Group, shall, in strict accordance with the provisions of the Agreement and the requirements of the RIPPA Group, independe- ntly operate and be responsible for market development, publicity and promotion, after-sales service, coordination of external environment and other related business operations and business processing within the distribution area.
9 、 Agents and exclusive agents should actively collect information about their own industry and timely feedback market information, so as to help the company publicize its enterprise and product image and further strengthen the construction and management of sales network.
10 、 Exclusive agents should do a good job of filing in their respective regions, and actively do a good job of pre-sale, sale and after-sales work.
Chapter II Requirements of exclusive agents
1 、 Must be an enterprise or individual that can independently bear civil liability and engage in the agency sales of construction machinery products or related products in the local area.
2 、 They fully identify with the products and corporate culture of RIPPA Group, have a strong willingness to cooperate, have a high loyalty to the operation of RIPPA Group, and are full of confidence in the products and the market.
3 、 It should have good business scale, office conditions, equipment and personnel, fixed business premises and warehouses for machine display and storage, certain regional product distribution capacity, good credit ability and commercial reputation.
4 、 Have high management ability, provide more perfect market management, expansion and marketing plans;
5 、 Familiar with surrounding markets and related products.
6 、 Have a certain amount of working capital and the ability to pay for the first batch of purchases.
7 、 Ability to develop and implement marketing expansion plans and cooperate with the company in marketing activities.
8 、 Have a professional spirit and good service awareness, when the customer requires, the agent should provide the corresponding after-sales service and support for local customers.
9 、 Have full-time sales personnel and market development ability, have certain after-sales service ability;
Chapter III Application and Approval of Qualifications
1 、Information required for application
1 、 Information required for application
（1）Application for a plan The content includes: business license, company profile (including premises, personnel qualifications, scale, sales network, logistics capabilities, etc.), selected annual reports of the past three years, business history and performan- ce, advantages in the sales of excavators and other small construction machinery, agricultural equipment, estimated investment for product sales, personnel, and after-sales resources, market development plans for the next three years, and sales collection targets for this year. The documents must be in written form and bear the official seal.
（2）Qualification materials Unit qualification requirements: personal identity certificate, copy of individual or unit business license with official seal, tax report, copy of id card of enterprise responsible person, etc.
（3）Basic information sheet Fixed format, see the attached table: "Basic Information Form of Exclusive Agent".
2 、Approval procedures
（1） The exclusive agent will prepare the materials and submit them to the department managers of the foreign trade department for filing.
（2） Upon receiving the application, the manager of the Foreign Trade Department submits it to the Sales Director. The Sales Director, based on the company's annual dealer network development plan and the actual situation of local exclusive agent layouts, decides whether to establish a branch. If a branch is required, the manager of the Foreign Trade Department conducts a qualification review within 3 working days. If the applicant meets the company's requirements, the manager will fill out the 'Exclusive Agent Franchise Approval Form' based on the review results and send it to the Financial Department Director, the Foreign Trade Department Director, and the Chairman for further review.
（3） After the approval, the sales manager organizes the exclusive agent to sign the cooperation agreement. The agreement is in duplicate and becomes effective after both parties sign and seal it.
3 、In special cases, special application can be made.
Chapter IV Duties and Management of Exclusive Agents
1 、Exclusive agents are managed by dedicated personnel, who establish files for both the exclusive agents and their network users. The company conducts regular evaluations of these agents through on-site visits, online inquiries, and communication. If an exclusive agent fails to comply with the RIPPA Group's exclusive agent management system or does not meet the sales targets outlined in the agreement, the RIPPA Group has the right to revoke their agency status and select a new exclusive agent in the relevant region.
2 、Exclusive agents should report their next month's order plan before the 25th of each month.
3 、Exclusive agents strictly implement the company's "Purchase Price Regulations", and all customers around the world implement deposit production and final payment delivery.
4 、Agents and exclusive agents must strengthen daily management, prohibit agents and exclusive agents from selling fake RIPPA products, exclusive agents are prohibited from selling non-RIPPA brand products, once found, they have the right to cancel their agency qualification according to the seriousness of the circumstances;
5 、The department head or business personnel will conduct actual visits, network inquiries and communication with agents and exclusive agents from time to time to understand their business conditions, solve problems for agents in a timely manner and assist agents in their sales work;
6 、Business personnel are prohibited from selling the brand and model products agreed in the contract to the exclusive agency area. If there are inquiries or customers for the brand products agreed in the exclusive agency area, business personnel shall transfer them to the exclusive agent for follow-up and maintenance as soon as possible, and business personnel shall draw commissi- ons according to relevant systems.
7 、All overseas warehouses do not provide inventory support for exclusive agents. Urgent orders can be picked up from overseas warehouses. The number of urgent orders is no more than three, and the volume of a single order is no more than three units.
8 、Agents and exclusive agents must accurately and comprehensively introd-
uce the products and services under the jurisdiction of RIPPA to customers, assist users in promptly and effectively addressing any emergencies. They must not allow incidents such as deception, misleading customers, shirking responsib- ility, delay, or poor service to result in customer complaints or legal disputes, which could damage the brand image of RIPPA;
9 、All types of economic contracts and their appendices, supplementary agreements, signed, amended, or terminated between the company and the exclusive agent, as well as important letters concerning prices, rewards, and payment of liquidated damages, must be stamped with the official seals or contract-specific seals of both parties and signed by the legal representatives or authorized persons of both parties to be valid;
10 、No matter whether the agreement is terminated or not, agents and exclusive agents shall not divulge the company's trade secrets and technical secrets. Once discovered, the company will deal with it seriously and the company that causes losses will be held accountable according to law.
Chapter V Incentive policies for exclusive agents
1 、price policy The price is differentiated by region. While shaping the brand with high quality, the exclusive price is used to expand the sales scale of overseas warehouses, distributors and agents.
2 、Exclusive agent price authority--refer to the stage price of the Financial Division of RIPPA Group.
3 、OA policy (suspension of OA credit sales)
In principle, credit sales are not allowed. In special cases, each case is discussed on a case-by-case basis. Sales of products with credit sales or special discounts are calculated; specific reference shall be made to the standards of "Export Order OA Management System".
5 、The company provides necessary technical and training support to agents and exclusive agents, and assists dealers/agents to carry out product promotion activities in the local area.
6 、Provide comprehensive after-sales service for products and timely technical support.
Chapter VI Brand Agency System and Standards
1. Rippa, the agent enters RIPPA, the standard of the official website
1) Only sell RIPPA products (good reputation and no arrears, no overdue, no rejection, etc.)
2 、Rippa agents' secondary agents are stationed in RIPPA, according to the standard of the official website
1) If a secondary agent wants to be listed on the RIPPA website, he must obtain the consent of his superior agent
2）The name prefix of the secondary agent on the website must be preceded by the name of its superior agent (or company name)
3）The secondary agent signs a brand agency agreement with its superior agent (only selling Lipai products). Once it is found that the secondary agent sells products of other brands, its information will be removed from the Rippa website, and its superior agent will be assessed with an amount of 2000 US dollars
4）The number of brands and models ordered by the secondary agent from the superior agent in the past should not be less than 6.
2. Agent price control mechanism
1 、 channel of distribution
RIPPA has 8 excavator brand products only available to agents, namely R10, R13, R15, R18, R22, R32, R57 and R82; 2 sliding loader brand products are RS06 and RS07; these 10 models have been expanded to more than 30 models.
(R15 model will be officially closed in the retail market of the United States and Canada on March 1, 2025. This model is prohibited by Rippa Group from retailing to end customers, and can only be sold to agents; R32 can be sold normally)
2 、Machine pricing
Rippa factory uniformly formulates the price system of brand models in each country, which are factory price, overseas warehouse price, terminal retail guide price and minimum retail protection price; after the above prices are formulated, Rippa factory will synchronize them with all brand agents in each country according to the needs of agents in each country.
(Whether it i s the factory price or the overseas warehouse price, it must be implemented on the basis of protecting the interests of agents to ensure that the interests of agents are not lost)
3 、Escalation
After the Rippa factory fluctuates according to the cost of raw materials, it shall notify the agent immediately after the price adjustment, and the subsequent orders shall be executed according to the adjusted price.
4 、Price implementation
Agents strictly follow the corresponding price range according to the order quantity.
5 、Price monitoring
To prevent agents from engaging in low-price competition, disrupting local market prices, and harming their interests, agents must strictly adhere to the Rippa brand pricing system. The Rippa factory has the right to monitor the local retail prices set by agents and conducts irregular inspections of these prices. The local retail prices set by agents must not fall below the minimum retail protection price. If an agent is found to be selling at a price below the minimum retail protection price, the Rippa Group reserves the right to penalize the agent. The penalty standards are as follows:
|
The retail price of agents is lower than the minimum retail protection price |
Penalty standard (N means the number of units sold by the age- nt) |
|
1 Again |
N* $1,000 (and all order rebates are cancelled) |
|
2 Again |
Downgraded to a second-level ag- ent and fined |
3. Protection of agents' interests
1 、 Step back rebate (for brand and model only)
In order to encourage long-term cooperation and enhance loyalty, Rippa Group can reward brand agents based on their historical order volume. The specific incentive plan is as follows:
|
class |
Standard rebate fac- tor |
Reward rebate coefficient |
Refund policy |
remarks |
|
|
agent |
one- level |
2% |
4% |
The rebate is based on the current year The rebate po- licy issued by the degree is implemented. |
1 、 The standard reb- ate policy i s impleme- nted in the current order. 2 、 The rebate policy is awarded at the end of the evaluation cycle |
|
exclusive factory sales agent |
Implement exclusive agent rebate policy incentive program |
|
After the deadline, it will be paid out in two evaluation cycles according to 50% each. 3 、 Special customers are dealt with on a case-by-case basis 4 、 Both the factory price and the overseas warehouse price are based on the rebate standard at the factory price |
2 、Digital channel control
Machine traceability, machine installation positioning system, can monitor the location of the machine, easy to check the use of the machine. At the same time, you can also check the owner information and other conditions of the machine.
3. Regional exclusive protection policy
A. The minimum order quantity of all overseas warehouse brand excavators is
4 units. The price range is based on the number of orders, and the historical purchase volume is not accumulated.
B. If the regional exclusive agent is developed by the national exclusive agent, when the customer of RIPPA goes to the regional exclusive agent to get goods, the exclusive agent needs to give a rebate to RIPPA Group; otherwise, RIPPA Group will give a rebate to the national exclusive agent. For details, refer to Article 2 of the Customer Sharing Mechanism.
Fourth, coordinated development
1 、 Digital platform sharing
1） OKKI customer sharing system. Overseas warehouse managers, exclusive agents and regional exclusive agents can apply for OKKI customer management system. The above agents need to carry out customer management work such as customer input, follow-up and duplicate checking in OKKI system.
2） Inventory visualization of U8 system: Overseas warehouse managers, exclusive agents and regional exclusive agents can apply for U8 account and query the real-time inventory situation through U8
3） U8 Barcode In and Out warehouse management system, only for overseas warehouse manager
2.1 Customer entry rules for agents
1） After the agent has the CRM system account, he/she needs to complete the entry of existing customer information within 7 days
2） Agents need to complete the entry of customer information within 2 days after acquiring new customers
3） Customer information entry criteria: a. Telephone number b. Email address
c. Address d. Company name or purchaser's name
E. First consultation on product content and timing
4） According to the time of customer input, the customer consultation order is judged and executed according to the customer sharing mechanism (Article 2).
2 、 Customer sharing mechanism
I. In view of the fact that customers will consult both Rippa Group and agents at the same time, the order of customer consultation is based on the following
Under the premise of protecting the interests of agents, the rules are as follows:
|
way |
Situation 1: First cons- ult Rippa, then consult the agent |
Situation 2: First consult the agent, then consult Rippa |
|
|
Customer af- filiation |
agent |
agent |
|
|
Give Rippa a return |
have |
not have |
|
|
remarks ： 1.The person in charge of the overseas warehouse in the United States, Canada and Europe is also our agent, who can sell the machine. |
|||
Return standard:
|
brand name pr- oducts |
Standard (units/US $) |
Standard (units/RMB) |
|
|
Established group |
Sales staff |
|
R10 |
81 |
60% of the monthly commission |
|
R15 |
190 |
60% of the monthly commission |
|
R13 |
209 |
60% of the monthly commission |
|
R18 |
320 |
60% of the monthly dry commission |
|
R22 |
390 |
60% of the monthly commission |
|
R32 |
487 |
60% of the monthly commission |
Note: The rebate is limited to the first rebate and the rebate of repurchase orders within three months.
3 、After-sales service support
1） For exclusive agents, Rippa Group can provide factory after-sales technical training
2) Rippa Group after-sales personnel will go abroad for training of overseas warehouse and agent technicians from time to time every year, so as to quickly assist the growth of overseas technical personnel and enhance customer satisfa- ction.
3） Upgrading of after-sales service for agents
ECO model 2 years warranty, PRO model 3 years warranty, agent 2 years warranty
4. Dynamic adjustment
1 、Rippa Group will synchronize the price with the agent as soon as the new price is set
2 、Agents need to report back to Rippa Group as soon as possible according to the changing trends of the local market, so that the factory can adjust quickly
3 、The agent will also provide new suggestions and feedback on brand models and other products to the sales staff or sales director at any time, and the technical department will further upgrade and promote according to the impleme- ntability of the suggestions
VI. Conflict prevention and resolution mechanisms
1 、 The Rippa Group and agents hold regular video conferences to discuss solutions to the problems of agents with the purpose of protecting the interests of agents. The video conference is scheduled for 10-15th of each month
7. Brand agent specifications
1 、 When the agent conducts online or offline marketing in the local area, the Rippa brand must be sold at the same time.
2 、 When selling Rippa brand 2 、When selling Rippa brand products, sales personnel must inform agents about the maintenance of the Rippa brand. If customers violate the brand strategy by removing Rippa labels, model numbers, or only displaying their own brands and models, or if online and offline promotions do not reflect the Rippa label, the sales personnel will also be held accountable
3 、If the agent violates the Rippa, brand strategy, the specific assessment is as follows
|
Te agent has acted in violation of the Rippa brand strategy |
||
|
|
Found one |
The time limit is 7 days, but no rectification has been made |
|
Brand agent |
Cancel brand and model rebate (including standard rebate and reward rebate) and temporarily do not deliver the order |
Cancel the partnership |
|
Corresponding bus- iness personnel |
/ |
Theassessmentbusiness is 500 yuan, and the manager is 200 yuan |
|
Note: If the brand agent completes the rectification within the specified time, the above assessment will be cancelled |
||
4 、 All staff maintain the Rippa brand strategy
The customer or salesperson maintains the Rippa strategic intention to strengthen, and if there is a corresponding feedback behavior, set incentives. The criteria are as follows
|
|
incentive standard |
|
|
The Rippa brand is mai- ntained by the agents |
Reward customers with 2000 RMB order voucher |
|
|
The sales staff mainta- ins the Rippa brand |
Reward: 100 RMB |
|
|
Note: All maintenance actions are subject to the first person who responds |
||
8. Upgrade the brand agent to the exclusive agent standard
For details, see "RIPPA Exclusive Agent Rating Incentive Program"
Chapter VII Penalties
1 、Those who sell counterfeit RIPPA products will be fined 5,000 yuan upon verification, and their agency qualification will be cancelled and handed over to relevant departments for handling;
2 、Agents and exclusive agents who divulge trade secrets to third parties shall compensate the company for losses caused;
3 、The exclusive agent shall consciously accept the constraints of this system. If he violates the provisions of this system or fails to complete the sales task, the company has the right to suspend the supply, and in serious cases, the distribution relationship can be terminated;
4 、If the exclusive agent fails to complete the sales target within the assessment period, the exclusive agent qualification will be cancelled.
Chapter VIII Termination
If the exclusive agent has to terminate the agreement for other reasons, he/ she shall submit a written application to the company one month in advance. After confirmation by the company, the goods and payments shall be settled.
Chapter IX Dispute Settlement
1 、Business competition and conflicts between agents and exclusive agents shall be mediated by the company according to the principles of fairness, impartiality and openness within their respective authorized scope;
2 、Economic disputes between the company and agents and exclusive agents shall be adjudicated by the district court where RIPPA is located;
3 、The interpretation right of this system belongs to RIPPA Group;
4 、This system shall be implemented from the date of issuance.
RIPPA Group
Enclosure 1:
Regional protection policies
If the regional exclusive agent is developed by the national exclusive agent, when the customer of RIPPA goes to the regional exclusive agent to get goods, the exclusive agent needs to give a rebate to the RIPPA Group; otherwise, the RIPPA Group will give a rebate to the national exclusive agent. For details, refer to Article 2 of the Customer Sharing Mechanism.
In view of the fact that customers will consult at Rippa Group at the same time, it is also possible to consult regional agents for delivery in areas where national exclusive agency development is developed. The order of delivery is determined according to the customer's CRM management system, and the rules are as follows:
The national exclusive agent is A and RIPPA i s B
|
way |
Situation 1: RIPPA cust- omers place orders and pick up goods from the national exclusive agent or regional agents deve- loped by the national exclusive agent |
Situation 2: The exclusive agent's customer goes to the regional agent devel- op ed by RIPPA to place an order for delivery |
|
Customer af- filiation |
A |
B |
|
Get a rebate |
B |
A |
Return standard:
|
brand name pr- oducts |
Standard (units/US $) |
Standard (units/RMB) |
|
The Establishment |
Sales staff |
|
|
R10 |
81 |
60% of the monthly commission |
|
R15 |
190 |
60% of the monthly commission |
|
R13 |
209 |
60% of the monthly commission |
|
R18 |
320 |
60% of the monthly commission |
|
R22 |
390 |
60% of the monthly commission |
|
R32 |
487 |
60% of the monthly commission |
Note: Rebates are limited to first-time rebates and rebates for repeat orders within three months. Protect the interests of RIPPA employees.
