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1. Channel Construction: Products circulate through channels, whether hotel, distribution, supermarket, hypermarket, or the now-popular O2O. Building good channels is a prerequisite for product circulation. How to build channels should be set based on product attributes. Today we focus on Guangping wine operations. Guangping wine has a broad audience. As a low-end baijiu, its market capacity should not be underestimated. Currently, Lao Cun Zhang, which operates nationwide, achieves nearly 5 billion yuan in annual sales, showing that our choice has a future. For Guangping wine, we focus on building distribution and catering channels. Distribution channels should emphasize sinking to township markets, mom-and-pop stores, and retail shops in residential areas. We should actively encourage the selling capability of these stores and focus on cultivating large wholesalers. This not only increases sales volume but also avoids disrupting market prices, ensuring the product's lifeline. For catering channels, we should focus on C and D class hotels. The consumer groups of these hotels align well with Yufeng products, achieving consumption parity. Especially the development and maintenance of food stall catering. Products in catering channels are directly consumed and experienced, so for low-end baijiu like Yufeng, entering catering first allows the audience to encounter our products.

2. Customer Tiering: Customer tiers are a one-sided creation by distributors, where sales representatives artificially use historical sales figures. Because customers grow, customer tiers serve only as a reference for future market development, not as a definitive basis, just like market research results—for reference only. Customer tiers enable effective, scientific, and rational resource allocation. Resources are scarce and controllable; building the foundational market requires resources. Using customer tiers allows focus and targeting. How to classify customers: There are two methods: First, use sales volume, but not solely pursue high sales; comprehensively evaluate, also considering the pace of customer capital turnover. Second, assess the customer's market awareness—whether they sincerely cooperate with the company, being true customers rather than fake ones. Actively mine 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, use a developmental perspective to consider customer attitudes and market behaviors, adapting to circumstances and changing with the situation.

3. Profit Distribution: This must be discussed; we cannot avoid it due to personal feelings. It is a core issue. Business development cannot be separated from profit; profit is the intrinsic driving force. Profit distribution is also a double-edged sword. Active and stable profit distribution motivates participants in the marketing chain to exert subjective initiative. How to achieve reasonable profit 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 high-level coordination and control capabilities.

  1. Route planning: Take out the regional map, familiarize yourself with the terrain and landforms, understand the driving speed of routes, and try to proceed scientifically. Do not dispatch vehicles without a plan; adjust 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.
  5. Fuel consumption management: Record the mileage and fuel amount for each refueling, and summarize at the end of the month.
  6. Payment security: Suggest drivers carry a bag to store documents and payments, increasing the safety factor.

5. Territory Division: There are many ways to divide territories, commonly known by channel, area market, product price, etc. Territory division should combine with the actual situation of sales staff, fully mobilizing everyone's enthusiasm and 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 sales staff, 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. Philosophy and Concepts: Unified thinking and recognized concepts are lethal weapons in market competition. Only when the enterprise and distributor's philosophies and concepts are highly aligned can they generate synergy to promote product and market development.

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

7. Operational Methods: Differentiated operational methods are a direction in current market competition. Market competition is extremely fierce, requiring manufacturers and distributors to have their own set of tactics 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. Be specific and executable: Understand competitor tactics, know yourself and the enemy, and formulate marketing strategies that fit the actual market.

8. Prize Redemption Management:

  1. Set prize ratios reasonably and effectively to maximize terminal sell-through and form push.
  2. Assign dedicated personnel to manage prize cards, keep redemption records, and settle 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-Sell-Stock)

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

10. Materials Management:

  1. Based on market development needs, invest reasonably and boldly, never stingy. Advertising investment needs concentrated resource bombardment to create short-term visual, auditory, and other sensory stimulation.
  2. When not needed, never use privately or abuse. Maintain rational and efficient use of resources.
  3. Market promotional materials should have applications, records, control, and feedback, ensuring resources are implemented.

11. Team Building: An individual's ability can 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 fair 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 count, 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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