1. Channel Construction: Products circulate through channels, whether it's hotel channels, distribution, supermarkets, hypermarkets, or the now-popular O2O. Building good channels is a necessary condition for product circulation. How to build channels should be set according to the product's attributes. Here, we focus on the operation of low-end liquor (光瓶酒) as an example. Low-end liquor has a wide audience. As a low-end baijiu, its market capacity should not be underestimated. Currently, Laocunzhang, which operates nationwide, achieves annual sales of nearly 5 billion yuan, showing that our choice has a future. For low-end liquor, we focus on building distribution and catering channels. The distribution channel should emphasize sinking deeper, including township markets, mom-and-pop stores, and retail shops in residential areas of Bengbu City. We should actively encourage the selling capability of these stores, and focus on cultivating large wholesalers. This can increase sales volume and avoid disrupting market prices, ensuring the product's lifeline. For the catering channel, we should focus on C and D class restaurants. The consumer groups of these restaurants can align well with Yufeng products, achieving consumption equivalence. Especially the development and maintenance of food stalls. Products in the catering channel are directly consumed and experienced, so for low-end baijiu like Yufeng, it's important to enter the catering channel first, allowing the audience to come into contact with our products.

2. Customer Classification: Customer classification is a one-sided product of the distributor, where sales representatives artificially use historical sales figures to classify customers. Because customers grow, customer classification is only a reference for future market development, not a basis, just like market research results—for reference only. Customer classification enables effective, scientific, and reasonable allocation of resources. Resources are scarce and controllable. Building the foundational market cannot be done without resources. Using customer classification can achieve focus and targeting. How to classify customers? There are two methods: First, use sales volume, but not blindly pursue high sales; comprehensively evaluate, also considering the pace of customer capital turnover. Second, consider the customer's market awareness, whether they sincerely cooperate with the company, whether they are true customers rather than fake ones. Explore active and effective outlets to support business development, rather than pursuing superficial outlet numbers. Customer levels can change because the market develops, products have life cycles, and customers have development trajectories. Therefore, we should think about customer attitudes and market behavior with a developmental perspective, adapting to circumstances and changing with the times.

3. Benefit Distribution: This must be discussed; we cannot avoid it due to face. This is the core issue. Business development cannot be separated from benefits. Benefits are the intrinsic driving force, and benefit distribution is a double-edged sword. Active and stable benefit distribution motivates participants in the marketing chain to exert their initiative. How to achieve reasonable benefit distribution? In current market competition, cost competition is a popular trend. The lower the product cost, the stronger the competitive advantage in the market.

4. Vehicle Delivery: Logistics management is a necessary part of enterprise operations. Reasonable and efficient logistics can make product circulation highly efficient. It requires strong coordination and scheduling abilities, as well as the ability to control the overall situation.

  1. Route planning: Take out the regional map, familiarize yourself with the terrain and landforms, understand the driving speed of the routes, and try to proceed scientifically. Do not dispatch vehicles without a plan; adjustments can be made as appropriate under special circumstances.
  2. Route coordination: Try to arrange logistics in the same direction uniformly to save delivery costs.
  3. Driver management: Safety education, handling of emergencies, and assessment of driving skills.
  4. Cargo safety: Always pay attention to the quantity of goods in the vehicle during delivery, keeping track in mind.
  5. Fuel consumption management: Record the mileage and fuel amount for each refueling, and summarize at the end of the month.
  6. Payment safety: Suggest drivers carry a bag to store documents and payments, increasing the safety factor.

5. Regional Division: There are many ways to divide regions, such as by channel, area market, product price, etc. The division of regions should combine with the actual situation of salespeople, fully mobilizing everyone's enthusiasm and sense of urgency.

  1. By channel: divided into hotel, distribution, KA hypermarket, group buying, wedding photography studios (wedding banquet market), e-commerce, etc.
  2. By area market: For distribution and hotel channels, this is a reasonable use of enterprise resources combined with the actual situation of frontline representatives. Take out the regional map, based on the distribution of market customers, combined with the actual situation of salespeople, to reasonably plan the area market. This can achieve full coverage of the regional market and also give full play to frontline talents.
  3. By product price: Distributors and sub-distributors focus on a certain price segment to operate the market based on matching resources.

6. Ideology and Concepts: Unified thinking and recognized concepts are lethal weapons in market competition. Only when the enterprise and distributor's ideologies and concepts are highly aligned can they generate synergy and promote product and market development.

  1. It is conducive to executing the manufacturer's concepts and market promotion plans.
  2. It is conducive to resource concentration, forming good competitiveness in the market.

7. Operation Methods: Differentiated operation methods are a direction in current market competition. Market competition is extremely fierce, requiring manufacturers and distributors to have their own set of strategies to participate in market competition.

  1. Market-oriented: The quality of a product is judged by the market. Market share will give an objective answer. Operations should be down-to-earth.
  2. Specific and executable: Understand competitor tactics, know yourself and the enemy, and formulate marketing strategies that fit the actual market situation.

8. Prize Redemption Management:

  1. Prize setting ratio: Reasonable and effective, maximizing stimulation of terminal sell-through, forming push.
  2. Dedicated personnel responsible for prize cards, keeping redemption records, and settling daily.
  3. Scan each prize card (each card can only be scanned once).
  4. Regularly destroy centrally to avoid secondary circulation.

9. Inventory Management (Purchase, Sales, and Inventory):

  1. Use of Guanjiapo software for electronic management.
  2. Based on annual and monthly plans, ensure reasonable inventory levels, maintaining effective and reasonable inventory during the two festivals (Spring Festival and National Day) to ensure supply.
  3. Real-time monitoring and interaction.

10. Material Management:

  1. According to market development needs, invest reasonably and boldly, never stingy. Advertising investment needs concentrated resources to bombard, creating sensory stimulation in a short time.
  2. When not needed, never use privately or abuse. Maintain reasonable and efficient use of resources.
  3. The use of market promotional materials should have applications, records, control, and feedback, ensuring resources are implemented.

11. Team Building: An individual's ability can make you go fast, but to go far, you need the strength of the team. Regularly train the team on brand operation and sales skills to improve the team's comprehensive combat capability.

  1. Rewards and punishments: Rewards and punishments should be clear and consistent. Set assessment standards and incentive measures based on stage tasks, rewarding those who do well and motivating those who lag behind.
  2. Assessment: The assessment method is dynamic. Sales volume is one indicator; others include market outlet numbers, customer quality, sell-through data, etc.
  3. Training: Learning ability is a person's core competitiveness. With the popularization of education, more and more people with high education participate in market competition. Live and learn. Regularly share knowledge to improve individual combat capability.

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