Click the image for details When terminal stores face salespeople's pitches, the first thing they think about is making money—but not entirely. More owners care about whether your product (especially new products) will sell, and whether they'll lose money. If selling the product won't lose money and provides a sense of security, then the profit story can work better. What words or phenomena make terminal customers feel secure? In summary, it's the following points: 1. Small order quantity, no capital pressure, attract consumers, why not try a small amount? Boss, today I recommend a new product (show the new product sample). You haven't sold it before, so don't rush to take a lot; first take a small amount to try. Our retail store isn't wholesale; we don't move dozens of cases at once. Retail stores sell at retail, so with small quantities, you need a full range of products. You make money by having a wide variety, and the best is to let people find everything they want to buy in your store, so you can earn from the people who come. If you don't have it once, and don't have it twice, they'll go elsewhere. There are plenty of stores; maybe they'll go to the one across from you. Explanation: Especially for small and medium terminals, when promoting new products, it's best not to place too large an initial order. First, reducing the owner's inventory pressure can increase the closing rate; second, if the first batch sells quickly, the owner will think the new product is popular. After the first order sells through, you can appropriately increase the order quantity the second time, using increased inventory pressure to boost the owner's willingness to push the product. 2. Encourage trial sales; the first batch can be exchanged, zero risk. Yes, yes, yes! You're right; not every product you bring to the store will sell and make money, but you must try. Take a small amount to see if it sells. If it doesn't, you won't have much inventory or capital tied up. If it does sell, you've added a way to make money. Moreover, if after three months you really find it doesn't sell, we can exchange it for a best-selling product you specify. You know we usually don't accept returns or exchanges, but this exchange guarantee is only for the first batch of products. So today's order is zero risk. Why not try it? 3. There's plenty of time, and the new products we launch usually take off! Long exchange period: We allow exchanges for new products within three months. Three months gives you ample time to try whether this new product can sell and make money. Long shelf life: This product has a 12-month shelf life. You're getting this month's new product, so there are still eleven months before expiration. With eleven months, are you afraid you can't sell these few packs? Products we launch usually take off after a while: Think back: which product wasn't hard to open the market at first, and eventually went from not selling to being hot? Besides, our company's products are the number one brand domestically. Advertising investment, promotional support, and follow-up service from salespeople are things small companies can't match. Products we launch can't possibly not move at all. Whether it becomes hot is just a matter of time. When you first started selling [product name], wasn't it hard to sell? Now it sells well! 4. We don't just sell you the product and forget about you; we provide periodic follow-up service to help you move inventory. You can always reach me: You're lucky to be stocking new products now. In the past, this market was operated by distributors, and sometimes service wasn't up to par. This year, our factory set up an office to make periodic visits to retail terminals. I'll visit you every week. If you have any issues, you can tell me directly, and I'll help solve them within my capability. Also, see the customer service card we posted in your store; it has my mobile number and our company supervisor's phone. You can call anytime. We don't just sell you the product and forget about you; we provide periodic follow-up service to help you sell these products together! Our interests are aligned; I must help you sell the goods: Don't worry, I won't deceive you by making you stock products you can't sell, and then you can't move them, and you never order from me again. My job isn't to "get you to order once" but to find ways to "help you sell more." Only when you have sales and profits will you order our products long-term. So I must provide you with a series of services: help you set up shelves to boost sales, help you calculate orders based on sales, help you manage inventory to prevent near-expiry products, give you promotional support directly (ensuring you get promotional items), and inform you of changes in product promotion focus (so you don't order wrong and fall behind the company's focus). I must help you make your store prosperous. If you sell well, I get more orders. Our interests are unified. This time, I'm not harming you by having you stock new products. If you can't sell them, you'll come to me, and I'd be causing trouble for myself. 5. There are current policies; low cost, low risk, and early action means higher profits. Low cost means you won't lose money: "Yes, yes, yes." When a new product just launches, consumers don't know it, so sales will be slow initially, but that's just a matter of time. Because it's new, there's such a big promotional push. In a few months, as the product gains traction and the weather warms into peak season, promotions will definitely decrease. Today's promotional base price is so low. If you order 24 bottles and sell 14, you've recouped your cost; the remaining 10 bottles are pure profit. There's no way you'll be stuck with them and lose money. Early action is the only way to make money: Don't wait until it's "hot" to start selling. More than half of a small store's business comes from repeat customers. If you start early, your regulars will know you sell this product, and over time they'll get used to buying it from you. When the product takes off, your path is already paved. Otherwise, if you wait until it's hot, it'll be too late to stock up. (Besides, new products have high margins now; after a while, margins may drop.) 6. We help you move inventory; together we sell the goods. Display-driven sales: Boss, look, our new product not only has high margins, but it's also the company's key product this year. The company provides many visual merchandising tools: banners, posters, leaflets, hanging flags, table cards, standing cards, shelf liners, and KT boards. We've been specially trained in methods to boost sales through visual merchandising. We'll help you set up displays in three positions: outside the store, inside the store, and on dining tables. Outside, we'll hang banners and do empty-case display rewards. Inside, I'll help you create a cut-case pyramid display near the entrance, surrounded by banners, posters, leaflets, shelf liners, and KT boards. The closest point to consumers is the dining table—I'll set up table displays in the main hall, placing empty bottles on each table with price tags, so customers can easily grab and consume them. In fact, a good product display is like having a salesperson in the store who doesn't need a salary. The product displays itself. We've already done several stores with this visual standard at the street corner. You can go check it out yourself to see if it helps boost sales and whether it can fail to sell. Promotion-driven sales: We launched this product before the Spring Festival. It comes with a consumer promotion: each bottle of oil comes with a free microwave lunchbox, plus a lucky draw. First, during the New Year, people cook a lot, so a microwave lunchbox is very practical. Second, this gift retails for over ten yuan in supermarkets. When consumers spend over sixty yuan on a bottle of oil and get a gift worth over ten yuan, they'll feel it's a good deal. Plus, there's a lucky draw. Some consumers buy our product as a gift for relatives during the New Year, and they can say there's a draw with a grand prize of a trip to Europe, which adds weight to the gift and isn't tacky. With such a strong consumer promotion, if you introduce it a bit proactively, can it really not sell at all? Advertising-driven sales: Right now, not many people are asking for it by name, but soon more and more will, because this new product is the company's key product this year. We're running CCTV ads for it for six consecutive months. Click the image for details The 3rd (CFIC) China FMCG + Internet Conference will be held in Chongqing in October 2017. At this conference, New Distribution has invited over 1,000 distributors, 500 brand owners, 200+ B2B platform founders, and 100+ investment and financing institutions to participate. The theme of this conference is: New Forces, New Ecosystem. We will invite well-known domestic B2B industry experts, mentors, and B2B platform founders to discuss the following topics:
********How can the FMCG industry leverage B2B to achieve new growth opportunities
********How to build the new supply chain behind new retail
********How can intra-city logistics help B2B achieve leapfrog development Highlights of this conference: The industry's first "2017 China FMCG B2B Industry Competitiveness White Paper"
Case sharing of excellent distributors who have transformed and upgraded
********Conference + exhibition upgraded again; Hall 6 Internet Technology Exhibition strengthens matchmaking
********Leaders from Alibaba, EAS, Best Store Plus, GLP, Unilever, Hd, and Yunmei will deliver speeches and share pioneering views. October 17-18, 2017 Chongqing International Expo Center Registration is now open. Long-press the QR code below or click "Read Original" to register. Early bird tickets before September 15 enjoy a 30% discount! Add friend and note "Conference Registration" Click the links below to review the highlights of the 1st and 2nd FMCG + Internet Conferences: 2016 "FMCG + Internet" Summit Forum 2017 (2nd) China FMCG + Internet Conference Click the links below to review the highlights of the 1st and 2nd FMCG + Internet Conferences: 2016 "FMCG + Internet" Summit Forum -END-