Click 'Read Original' for details. Market conditions are unpredictable, with dark horse products emerging at any time, but also the possibility of a large influx of similar products in the short term, creating intense competition. Timely understanding of market trends helps distributors make rational choices when seeking agency products. Amid the overall economic downturn, surveys show that only a few distributors attend the Sugar and Wine Fair solely to select products. Negotiating with partner manufacturers to resolve market legacy issues, discussing this year's operational direction, engaging in in-depth exchanges with peers to share market experience, and attending third-party training sessions and industry forums for self-improvement are becoming the main attractions for distributors at the fair. Find Manufacturers, Resolve Daily Disputes Face-to-Face Some distributors reported that due to the poor overall industry performance last year, they need to increase communication with manufacturers this year. Usually, due to busy schedules, distributors find it hard to meet senior manufacturer executives. The Sugar and Wine Fair provides a rare opportunity for face-to-face communication, and distributors must seize it to discuss issues that are difficult to communicate or resolve in daily operations. Most distributors pointed out that the following key issues require special attention:
First, negotiate market operation plans and strive for policy support;
Second, provide reasonable opinions or suggestions on current cooperation deficiencies;
Third, verify and settle outstanding expenses and rebates from previous years, and confirm this year's sales tasks and incentive policies. "Several manufacturers I previously cooperated with once promised that if sales were sluggish, they would exchange other products for free, with the distributor bearing the shipping costs. Since these terms were not written into the agreement, the manufacturers ultimately did not honor them. Therefore, at this Sugar and Wine Fair, I hope to cooperate deeply with reputable manufacturers," said Yang Ping, a distributor from Shanxi. He believes that during communication and cooperation with manufacturers, besides price, promotions, and rebates, distributors should also pay attention to the manufacturer's credibility, and all cooperation terms should be written into the contract to avoid future disputes. Find Peers, Pool Ideas, and Support Each Other In recent years, distributor alliances and chamber of commerce organizations in various regions have emerged one after another, and communication and collaboration among distributors have increased day by day. At the Sugar and Wine Fair, besides communicating with manufacturer personnel, some distributors have a stronger desire to make friends with peers and expand their networks. In addition to exchanging experiences and recommending potential brands, distributors who represent the same products are more likely to unite. Distributor Mr. Peng from Jilin Province believes that communication among peers can, on one hand, prevent cross-regional selling and maintain market order; on the other hand, it allows for information exchange, recommending best-selling products, and improving the success rate of cooperation. Distributor Mr. Liu from Shenzhen said that most friends in the circle will attend the Autumn Sugar and Wine Fair, and they will discuss the current market situation when they meet. "For example, the latest market dynamics, next-step promotion plans, new development ideas, etc. Some manufacturers will organize us to participate in training, inspect business markets, carry out public welfare activities, organize tourism, etc., which can enhance our understanding and cultivate deeper friendships." Find Forums, Learn, and Stay Ahead Besides communicating with manufacturers and meeting old friends, some distributors also focus on various industry forums held at the Sugar and Wine Fair. On one hand, they aim to resolve their own operational confusion and learn from advanced management experience; on the other hand, they seek national industry information to overcome the limitations of long-term regional operations. The internet brings too much information, making it difficult to decide. Transportation is increasingly developed, making it convenient to attend the Sugar and Wine Fair. Although they may not necessarily represent new brands, listening to industry experts' analyses might be helpful for future development. After decades of development, the Sugar and Wine Fair is no longer just a trading event; its role as a medium has become increasingly prominent. Therefore, participating distributors should plan ahead, fully display their diplomatic skills at the fair, make friends with manufacturers, solve "difficult and complicated problems" in operations, understand the industry's development trends, and lay a solid foundation for business in 2019.