發展商仍得靠代理促銷

近 月 ， 多 個 新 盤 同 時 推 出 市 場 ， 且 發 展 商 都 是 委 託 市 場 上 最 主 要 的 五 間 代 理 公 司 負 責 銷 售 工 作 ， 以 至 人 手 非 常 緊 張 ， 個 別 發 展 商 感 到 自 己 的 盤 口 似 有 被 忽 略 之 疑 ， 於 是 自 聘 人 手 以 補 不 足 。 有 記 者 問 ， 這 種 發 展 會 否 成 為 一 種 趨 勢 ， 將 來 發 展 商 都 不 再 委 託 代 理 ， 而 靠 自 己 組 織 的 銷 售 隊 伍 去 完 成 任 務 。 
我 看 這 不 會 是 一 種 主 流 方 向 ， 所 以 並 不 擔 心 我 們 會 逐 漸 失 去 一 手 市 場 的 委 託 機 會 。 
問 題 的 關 鍵 是 發 展 商 自 建 銷 售 隊 伍 是 否 成 效 更 好 及 代 價 更 少 。 
從 代 價 上 去 看 ， 現 時 委 託 代 理 都 是 佣 金 制 的 ， 有 成 交 才 付 佣 金 ， 沒 有 基 本 開 支 。 但 如 果 自 聘 人 手 就 不 管 有 沒 有 成 交 也 要 付 出 底 薪 ， 令 公 司 的 固 定 開 支 上 升 。 而 且 ， 不 能 光 聘 前 線 銷 售 人 員 ， 還 得 配 備 管 理 人 員 ， 加 上 組 織 培 訓 ， 才 能 有 生 產 力 。 由 此 可 見 發 展 商 要 自 建 管 理 隊 伍 成 本 不 輕 ， 弄 得 不 好 ， 成 本 增 加 後 效 果 不 一 定 出 來 ， 反 造 成 管 理 人 員 的 壓 力 。 
我 見 過 發 展 商 在 建 立 自 己 的 銷 售 隊 伍 時 所 作 過 的 不 同 嘗 試 ， 有 請 大 學 生 希 望 提 高 形 像 及 服 務 質 素 的 ， 也 有 請 業 餘 散 工 以 減 輕 成 本 的 ， 但 都 不 太 成 功 。 從 成 盤 能 力 去 看 ， 最 值 得 請 的 還 是 以 前 在 地 產 代 理 公 司 有 工 作 經 驗 的 。 但 這 類 人 做 不 長 ， 你 有 好 盤 做 ， 他 就 來 ； 你 沒 有 盤 開 ， 他 就 會 走 ， 他 們 不 會 滿 足 於 只 收 底 薪 ， 故 靠 這 類 人 也 建 立 不 起 自 己 的 班 底 。 
有 發 展 商 曾 為 留 住 這 批 人 ， 在 自 己 沒 有 新 盤 開 時 ， 讓 他 們 去 做 二 手 盤 ， 但 發 覺 一 旦 全 面 開 放 ， 讓 他 們 自 由 選 擇 ， 將 來 要 開 自 己 的 新 盤 時 就 調 不 動 他 們 ， 失 去 原 有 目 的 。 始 終 ， 發 展 商 的 目 的 是 賣 自 己 樓 而 非 做 經 紀 賺 佣 。 
總 的 來 說 ， 發 展 商 在 這 方 面 的 努 力 ， 過 去 都 不 太 成 功 。 所 以 我 相 信 ， 發 展 商 今 後 雖 仍 會 不 斷 再 嘗 試 ， 但 主 流 仍 是 委 託 代 理 去 促 銷 。 與 其 花 氣 力 去 自 建 銷 售 隊 伍 ， 不 如 加 佣 金 去 吸 引 代 理 樂 於 來 做 自 己 的 樓 盤 。 在 新 盤 齊 開 ， 代 理 人 手 分 配 不 足 時 ， 還 可 以 用 獨 家 代 理 的 方 式 ， 事 先 與 代 理 談 妥 條 件 ， 確 保 代 理 能 派 出 足 夠 人 手 時 才 委 託 代 理 去 做 。 
市 場 在 不 斷 變 化 ， 發 展 商 委 託 代 理 的 方 式 也 得 跟 著 變 化 。