现代零售业在国内以超常规的发展速度打破了消费品分销渠道原先的动态平衡,尤其是外资卖场,简直成了 KA(重点零售客户)的代名词。KA 卖场不仅冲击着固有的零售渠道,而且不断地向上游供应商攫取着经营以外的利益。经销商在与这些 KA 客户的往来中,很难达成自己原先的期望,一个根本原因就是经销商缺乏 KA 客户动作经验,不了解大型零售商的游 The modern retail industry broke the original dynamic balance of the consumer goods distribution channel at an extraordinary pace of development domestically. In particular, foreign stores have become synonymous with KA (key retail customers). KA stores not only impact the existing retail channels, and continue to grab upstream upstream suppliers outside the business interests. Dealers in the dealings with these KA customers, it is difficult to reach their original expectations, one of the root causes is the lack of dealer KA customer experience, do not understand the travel of large retailers