---
title: "Doing Township Terminal Distribution Work This Way Works Better!"
description: "For FMCG distributors, the primary marketing issue is to get products in front of consumers before purchase intent can arise. However, many small retail terminals in township enterprises are weak, numerous, densely distributed, and have low traffic, selling to whoever offers the highest profit with little loyalty. How to solidify the 'territory' you've worked hard to conquer and form a sound sales network is a common challenge for manufacturers and distributors. Improving distribution coverage through proactive promotion to achieve effective sales is particularly important. Therefore, distribution..."
author: "New Distribution"
publisher: "New Distribution"
email: "zhaobo258@gmail.com"
telephone: "+8615854817671"
published: "2015-12-18"
language: "en"
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# Doing Township Terminal Distribution Work This Way Works Better!

> For FMCG distributors, the primary marketing issue is to get products in front of consumers before purchase intent can arise. However, many small retail terminals in township enterprises are weak, numerous, densely distributed, and have low traffic, selling to whoever offers the highest profit with little loyalty. How to solidify the 'territory' you've worked hard to conquer and form a sound sales network is a common challenge for manufacturers and distributors. Improving distribution coverage through proactive promotion to achieve effective sales is particularly important. Therefore, distribution...

For FMCG distributors, the primary marketing issue is to get products in front of consumers before purchase intent can arise. However, many small retail terminals in township enterprises are weak, numerous, densely distributed, and have low traffic, selling to whoever offers the highest profit with little loyalty. How to solidify the 'territory' you've worked hard to conquer and form a sound sales network is a common challenge for manufacturers and distributors. Improving distribution coverage through proactive promotion to achieve effective sales is particularly important. Therefore, distribution is the primary issue that marketing activities need to solve. Many agents also know the importance of terminal distribution, which is basic marketing common sense, thinking it's just sending a vehicle, delivering goods, or tidying shelves. However, active and correct distribution work has significant implications for the company's development!

So, how should terminal distribution be done well?

**1. Select the correct terminal distribution points**
Each terminal's customer location, size, and consumer group differ, so the products they sell naturally vary. Therefore, first, based on the products you sell, find the right terminal points for distribution; this is the prerequisite for good distribution.

**2. Understand product sales-related information**
Regularly analyze the results after the distribution process: which customers' products from which brands sell well, which are cold brands, and what is the distribution rate? Does it meet the company's requirements? During terminal distribution, understand the problems encountered in the sales process, customer feedback, and the reasons for good or poor terminal sales. Analyzing these reasons not only helps improve terminal distribution work and techniques but also, through analyzing and mastering sales information, helps extract methods to improve and enhance terminal sales, carry out effective promotion, and increase distribution achievement rates.

**3. Communicate to reach a distribution consensus**
Understand the characteristics, advantages, benefits, and differences compared to competitors of the products you sell. When communicating with terminal point managers during distribution, convey the reasons for selling the product and sales methods through hints or language to gain their understanding and support, reaching a purchase intention. Also, tell terminal managers how to sell and introduce the product's techniques and methods, ultimately achieving rapid sales after distribution. However, many distributor salespeople are not very fixed; many new employees need to master certain product skills before completing distribution.

**4. Control profits and distribution density**
Profit is always the top priority for terminals; without profit, even if your product is good, terminals won't buy it. At the same time, controlling the density of distribution terminals and maintaining the terminal price system directly affect terminal distribution. Therefore, to control profit margins, you need to adopt corresponding methods, such as taking advantage of competitors' stockouts or raising supply prices to ensure profit and price control, thereby achieving terminal distribution. That is, you need to master the 'market share' of your company's star products and key high-margin promoted products at terminals, and also regularly conduct corresponding promotional activities at terminals.

**5. Set a delivery cycle**
If the terminal distribution cycle is too dense, the quantity per distribution is small, affecting salespeople's work enthusiasm, and the work becomes counterproductive. If the cycle is too long, it can cause stockouts, reducing terminal sales enthusiasm and affecting subsequent distribution and later sales. Therefore, setting a delivery cycle is a supplement to ensure orderly terminal distribution.

**6. Build good customer relationships**
Building good customer relationships is an important point in the distribution process. 'Know yourself and know your enemy, and you will never be defeated.' During distribution, grasping and understanding terminal customers' psychological habits and preferences is the first step to successful terminal distribution. Only by clearly understanding customers and their historical purchase frequency can you handle the distribution process with ease, understand their thoughts and needs, and take effective action. At the same time, making terminals remember you and your past good customer relationships during distribution helps the development of terminal distribution work. Therefore, during distribution, make terminals remember your name and feel your sincerity, which greatly helps subsequent distribution work. So, distribution personnel are required to regularly visit customers according to the company's specified route, even if just passing by, you can say hello and promote the company's new products.

Source: Youshang Software

**-END-**

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