經銷商如果偶爾請(qing)農民吃(chi)頓飯(fan)，交流一下(xia)感情也在情理之中。問題(ti)是(shi)在一個鎮，一個村，十幾家農資經銷商輪流請(qing)農民吃(chi)飯(fan)，就(jiu)有些不太正(zheng)常了。
近幾(ji)年(nian)，隨著(zhu)市場經(jing)濟的(de)迅(xun)猛發(fa)展，農資市場由原來(lai)的(de)賣方市場變為(wei)買方市場，競(jing)爭(zheng)越來(lai)越激(ji)烈。在激(ji)烈的(de)市場競(jing)爭(zheng)中，靠(kao)(kao)什么去爭(zheng)取客(ke)源(yuan)？靠(kao)(kao)什么去吸(xi)引農民？靠(kao)(kao)什么提高競(jing)爭(zheng)力？我認為(wei)只有靠(kao)(kao)過硬(ying)的(de)產(chan)品(pin)質(zhi)量(liang)，靠(kao)(kao)優惠的(de)商品(pin)價格，靠(kao)(kao)真誠(cheng)的(de)服(fu)務態度以及經(jing)銷商扎實的(de)農業技術。沒(mei)有這些“硬(ying)件(jian)”做基(ji)礎(chu)，靠(kao)(kao)請客(ke)吃(chi)飯做生意決(jue)不會長久(jiu)。
誰都知道，經銷商開店為盈利，世界上哪有免費的午餐？請客吃飯是需要花錢的，這筆費用從哪里來？經銷商只有抬高農資價格，甚至以次充好，以假亂真，到頭來吃虧上當的還是農民。農資產品屬于特殊商品，尤其是化肥、種子一旦出現問題，耽誤就是一季甚(shen)至(zhi)一年，造(zao)成的損(sun)失將永(yong)遠無法挽(wan)回。
羊毛(mao)出在羊身上！其實大多(duo)(duo)數農(nong)(nong)(nong)民(min)(min)(min)看中的(de)(de)不(bu)是(shi)經(jing)銷商(shang)(shang)這頓飯(fan)，他(ta)們(men)注重的(de)(de)也(ye)是(shi)經(jing)銷商(shang)(shang)的(de)(de)產(chan)品質量(liang)(liang)和農(nong)(nong)(nong)業技術。經(jing)銷商(shang)(shang)請農(nong)(nong)(nong)民(min)(min)(min)吃的(de)(de)再(zai)好(hao)(hao)，如果(guo)產(chan)品質量(liang)(liang)不(bu)好(hao)(hao)或(huo)者當農(nong)(nong)(nong)民(min)(min)(min)在生(sheng)產(chan)中遇(yu)到(dao)(dao)難題，給他(ta)們(men)解決(jue)不(bu)了(le)(le)，他(ta)們(men)還是(shi)不(bu)會買你(ni)的(de)(de)貨。筆者手頭(tou)就有個例子：平度(du)市(shi)崔(cui)家集鎮袁家村周圍有冬暖(nuan)式番茄大棚1700多(duo)(duo)個，本村有個農(nong)(nong)(nong)資店(dian)(dian)生(sheng)意異(yi)常火爆，方圓十(shi)幾里(li)的(de)(de)農(nong)(nong)(nong)民(min)(min)(min)都打車到(dao)(dao)他(ta)店(dian)(dian)里(li)買藥(yao)買肥。農(nong)(nong)(nong)資店(dian)(dian)的(de)(de)老(lao)(lao)(lao)板陶(tao)(tao)風(feng)海從早(zao)忙到(dao)(dao)晚。老(lao)(lao)(lao)陶(tao)(tao)憑什么吸引了(le)(le)這么多(duo)(duo)的(de)(de)顧客？一個村級農(nong)(nong)(nong)資店(dian)(dian)靠什么會有這么大的(de)(de)吸引力(li)？通過(guo)了(le)(le)解，老(lao)(lao)(lao)陶(tao)(tao)從不(bu)請農(nong)(nong)(nong)民(min)(min)(min)吃飯(fan)，而是(shi)憑他(ta)多(duo)(duo)年在實踐(jian)中積累(lei)的(de)(de)植保經(jing)驗，靠過(guo)硬的(de)(de)產(chan)品質量(liang)(liang)，真誠為(wei)農(nong)(nong)(nong)民(min)(min)(min)服務(wu)。平時南莊北疃誰家大棚蔬菜發(fa)生(sheng)病害，農(nong)(nong)(nong)民(min)(min)(min)第一個想到(dao)(dao)的(de)(de)是(shi)找(zhao)老(lao)(lao)(lao)陶(tao)(tao)。用老(lao)(lao)(lao)陶(tao)(tao)的(de)(de)話(hua)說：“賣農(nong)(nong)(nong)資就是(shi)賣技術，賣服務(wu)，靠的(de)(de)是(shi)質量(liang)(liang)和信譽。”最近老(lao)(lao)(lao)陶(tao)(tao)又(you)給農(nong)(nong)(nong)民(min)(min)(min)辦(ban)了(le)(le)兩(liang)件事：一是(shi)他(ta)根據多(duo)(duo)數農(nong)(nong)(nong)民(min)(min)(min)缺乏農(nong)(nong)(nong)業技術，自己掏錢訂(ding)購了(le)(le)《北方蔬菜報(bao)》和《農(nong)(nong)(nong)村大眾》免費(fei)分(fen)發(fa)給農(nong)(nong)(nong)民(min)(min)(min)，現在農(nong)(nong)(nong)民(min)(min)(min)到(dao)(dao)老(lao)(lao)(lao)陶(tao)(tao)店(dian)(dian)里(li)，不(bu)僅能(neng)買到(dao)(dao)貨真價實的(de)(de)農(nong)(nong)(nong)資產(chan)品，還能(neng)看到(dao)(dao)科技資料(liao)；第二件事是(shi)老(lao)(lao)(lao)陶(tao)(tao)又(you)投資上萬元，購置(zhi)了(le)(le)電腦(nao)，并在電腦(nao)上安裝了(le)(le)農(nong)(nong)(nong)作物病蟲害診斷軟件，用電腦(nao)免費(fei)為(wei)農(nong)(nong)(nong)民(min)(min)(min)診斷作物病蟲害。農(nong)(nong)(nong)民(min)(min)(min)說：“老(lao)(lao)(lao)陶(tao)(tao)的(de)(de)農(nong)(nong)(nong)資店(dian)(dian)才是(shi)真正為(wei)咱(zan)農(nong)(nong)(nong)民(min)(min)(min)辦(ban)的(de)(de)。”
同樣都是(shi)農資經銷商，有些人把(ba)錢花在(zai)(zai)請客吃(chi)飯上，老(lao)陶卻把(ba)錢用在(zai)(zai)為農民訂科普報刊、購置(zhi)電腦上，把(ba)精力用在(zai)(zai)抓產(chan)品質量(liang)和為農民提(ti)供技術服務(wu)上。靠請農民吃(chi)喝做(zuo)生(sheng)意，也許能紅火一時，但不(bu)會(hui)(hui)長久(jiu)；只有象老(lao)陶那樣做(zuo)生(sheng)意，才會(hui)(hui)把(ba)生(sheng)意越做(zuo)越大(da)。
