---
title: "Master the 'Six Fixes' with Just One Map? Sales Management Tips Every Smart Boss Should Know!"
description: "At year-end, bosses lament tough business and difficult collections, but the real challenge lies in controlling the terminal—the lifeblood of any FMCG enterprise. This article explains the 'Six Fixes' principle for terminal management and how the Field 365 app digitizes it to boost sales efficiency, increase store visits, and streamline operations."
author: "New Distribution"
publisher: "New Distribution"
email: "zhaobo258@gmail.com"
telephone: "+8615854817671"
published: "2016-12-30"
language: "en"
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original_source: "https://mp.weixin.qq.com/s/YuC1hsL5WlbIIYytoy9SRA"
translation: "https://xinjignxiao.com/zh/articles/%E5%8F%AA%E7%94%A8%E4%B8%80%E5%BC%A0%E5%9B%BE%E5%B0%B1%E6%8A%8A-%E5%85%AD%E5%AE%9A-%E5%81%9A%E5%88%B0%E4%BD%8D-%E8%81%AA%E6%98%8E%E7%9A%84%E8%80%81%E6%9D%BF%E9%83%BD%E8%AF%A5%E7%9F%A5%E9%81%93%E7%9A%84%E9%94%80%E5%94%AE%E7%AE%A1%E7%90%86%E6%8A%80%E5%B7%A7-22190746.md"
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# Master the 'Six Fixes' with Just One Map? Sales Management Tips Every Smart Boss Should Know!

> At year-end, bosses lament tough business and difficult collections, but the real challenge lies in controlling the terminal—the lifeblood of any FMCG enterprise. This article explains the 'Six Fixes' principle for terminal management and how the Field 365 app digitizes it to boost sales efficiency, increase store visits, and streamline operations.

At year-end, bosses gather to lament that business is tough and year-end accounts are hard to collect... But after a few drinks, they're back in the game, ready to tighten belts and keep the business going.
Only those in FMCG truly understand the struggle: the economic downturn, coupled with persistently high housing prices, makes the real economy even harder, squeezing FMCG profits further. Given such an external environment, what can bosses do to make money?
**The terminal is the lifeline of a business; controlling it requires more than just talk!**
Anyone in FMCG knows this truth: **all offline sales come from the terminal; only by controlling the terminal can you control your own destiny.** The terminal is the window where products meet consumers, and in today's market with severe product homogenization, product presentation (display) is crucial. Is your product out of stock in the store? Competitors' products are there. Is your product not in a prominent position? Competitors' displays are creative and eye-catching. Are you not running promotions? Competitors sell better. In short, there's no luck in the "close combat" of terminal products; visible standards like distribution rate, display effectiveness, and promotional intensity are the hard benchmarks of competition.
But many bosses overlook this factor because the terminal seems too small: "Why bother with all this effort when I can just build relationships and sell products?" If you're still thinking this way, you'll be crying over expired stock and bad debts at year-end. **Terminal work cannot be delegated or left to lip service; only by doing it yourself can you understand its intricacies.**
**What exactly is the 'Six Fixes Principle' for terminal management?**
It's easy to say, but **doing terminal work well is no easy task; channel refinement is the only way. The industry has distilled the methods for channel refinement and terminal control into 'One Map, Two Tables, Six Fixes.'** 'One Map, Two Tables' is straightforward: the sales network distribution map, customer registration form, and customer service form. In the past, these were handwritten; now most are digitized, greatly improving efficiency. The 'Six Fixes Principle'—what they are and how to implement them—is our focus today.
**The Six Fixes, simply put, are 'fixed people, fixed areas, fixed points, fixed lines, fixed periods, and fixed times'**—meaning the sales team is relatively stable, each salesperson's sales area is relatively stable, the sales outlets each salesperson is responsible for are relatively stable, the visit frequency to each outlet is relatively stable, the work routes of salespeople are relatively stable, and the visit times to each outlet are relatively stable.
**It sounds detailed and tedious, so why do it?** In fact, it's a **quantitative management of customers (mainly retail terminals) and related levels**, standardizing and streamlining salespeople's terminal work through fixed personnel, fixed work content, quantified visit routes, and quantified visit frequencies, then assessing them quantitatively. This detailed service and management comprehensively grasp product sales and market competition, creating a competitive advantage in the channel.
**Don't underestimate this work; channel refinement plays a crucial role in FMCG terminal competition.** The author once spoke with a low-temperature yogurt distributor with annual sales of 15 million yuan in traditional channels. It's known that channel refinement is hard in FMCG, even harder for low-temperature yogurt, and harder in traditional channels than modern ones. Doing channel refinement well greatly helps yogurt operations, retail terminal service capability, channel expansion, per-outlet sales increase, personnel efficiency, freezer efficiency, and profitability. This distributor's description of the necessity of channel refinement left a deep impression on the author: **"The difficulty of yogurt channel refinement precisely proves its great value, so it must be done, otherwise it's a dead end."**
If you haven't figured this out, it's recommended to visit the market more, learn from advanced local distributors, and you'll find that **successful scaled distributors all refine their channels without exception, while most scattered players face chaotic management and financial losses.**
**Use One Map to Implement the 'Six Fixes'! Field 365 Boosts Offline Sales Efficiency**
As mentioned, many companies have digitized the 'One Map, Two Tables,' improving efficiency. So what effect can the 'Six Fixes' combined with mobile internet have? **Let's look at some data:**
> 1. Salesperson efficiency greatly improved: effective store visits per day increased from 20–25 to 35–40.
>
> 2. Total effective stores per salesperson increased from about 45 to about 70, a 50% efficiency boost.
>
> 3. Individual sales increased, with average income up 30%.
>
> 4. Mobile ordering, clear vehicle inventory management, and faster loading/counting/return/accounting; work hours shortened by 2 hours despite managing more stores, reducing labor intensity.
This data comes from a distributor using the Field 365 app. Previously, **when salespeople performed the 'Six Fixes' manually, daily efficiency was extremely low:**
> Every morning, salespeople picked up goods at the warehouse using manual orders, often losing or miswriting them;
>
> When visiting terminals, bosses didn't know if salespeople actually visited, followed company requirements, or arranged freezer displays correctly and effectively; competitive information couldn't be fed back to the company in time;
>
> Filling out sales orders manually was error-prone; new product names and prices were hard to remember; calculations were error-prone, requiring multiple checks, and bosses had to recalculate when paying, which was troublesome;
>
> Upon returning to the company to submit payments, salespeople had to reconcile the day's orders and cash, check if orders were complete and money was correct, and then recheck all manual documents with finance, wasting time and effort;
>
> Finance had to check if orders matched the bottom copies and warehouse documents, calculate amounts, and verify documents, prone to errors and omissions; each salesperson's account took half an hour to verify, requiring two or more checks, and often discrepancies arose...
**However, when using Field 365 to standardize and streamline salespeople's work, the situation changed completely.**
> Salespeople visit customers daily according to plan, without skipping or missing, following visit standards, ensuring uniform terminal tactics;
>
> Salespeople can submit pickup requests via mobile phone; no need to memorize prices and specifications; warehouse staff check goods against the receipt, convenient and error-free; lost or damaged documents can be reprinted;
>
> Mobile ordering is fast and error-free; unit prices are controlled by the company, so salespeople can't arbitrarily modify them; total amounts are automatically calculated, accurate and trustworthy;
>
> Vehicle inventory can be checked with one click, knowing how much has been delivered, facilitating reconciliation and management;
>
> Salespeople can check daily and historical sales data in the sales daily report, knowing each customer's and SKU's sales amount, total sales, cash and receivables, with clear accounts;
>
> After completing the day's business, salespeople directly hand over cash and documents to finance for reconciliation, which takes only 2–5 minutes.
**As a result, turnover rates for both sales and finance staff drop significantly, and team stability greatly improves. Bosses can also understand the real market situation through salespeople's work and make timely, accurate market decisions.** Truly, you can manage sales from your phone without leaving your desk.
Field 365 uses one map to encompass all elements of the 'Six Fixes.' No wonder smart bosses choose Field 365. **Why not try it now? Click 'Read Original' to experience it immediately!**
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