---
title: "One Map, One Route, Three Tables, Seven Fixes: How to Seize the Terminal"
description: "The terminal is the final link in the distribution chain, encompassing various retail outlets where consumers purchase goods. For distributors, these include hypermarkets, supermarkets, convenience stores, grocery stores, and retail stalls. Terminals hold significant commercial value, such as shortening distance, providing convenience, and promoting purchases, leading manufacturers to increasingly prioritize them, resulting in phenomena like 'grabbing territory,' 'grabbing terminals,' and 'grabbing displays.' However, numerous problems exist in terminal operations, including product chaos, pricing inconsistencies, weak channel management, uneven execution, poor new product promotion, salespeople neglecting small stores, exploiting system loopholes, and inefficiency. These issues ultimately lead to poor terminal sell-through, necessitating a fresh understanding of terminals."
author: "New Distribution"
publisher: "New Distribution"
email: "zhaobo258@gmail.com"
telephone: "+8615854817671"
published: "2017-07-10"
language: "en"
canonical: "https://xinjignxiao.com/en/articles/one-map-one-route-three-tables-seven-fixes-how-to-seize-the-terminal-233dc33b/"
markdown: "https://xinjignxiao.com/en/articles/one-map-one-route-three-tables-seven-fixes-how-to-seize-the-terminal-233dc33b.md"
original_source: "https://mp.weixin.qq.com/s/hdpx1RhHsN_L8IVTBGcwHw"
translation: "https://xinjignxiao.com/zh/articles/%E4%B8%80%E5%9B%BE-%E4%B8%80%E7%BA%BF-%E4%B8%89%E8%A1%A8-%E4%B8%83%E5%AE%9A-%E6%8A%A2%E5%8A%AB%E7%BB%88%E7%AB%AF-%E5%B0%B1%E8%BF%99%E4%B9%88%E5%B9%B2-233dc33b.md"
attribution: "New Distribution — https://xinjignxiao.com/en/articles/one-map-one-route-three-tables-seven-fixes-how-to-seize-the-terminal-233dc33b/"
usage_policy: "https://xinjignxiao.com/ai-policy.txt"
---

# One Map, One Route, Three Tables, Seven Fixes: How to Seize the Terminal

> The terminal is the final link in the distribution chain, encompassing various retail outlets where consumers purchase goods. For distributors, these include hypermarkets, supermarkets, convenience stores, grocery stores, and retail stalls. Terminals hold significant commercial value, such as shortening distance, providing convenience, and promoting purchases, leading manufacturers to increasingly prioritize them, resulting in phenomena like 'grabbing territory,' 'grabbing terminals,' and 'grabbing displays.' However, numerous problems exist in terminal operations, including product chaos, pricing inconsistencies, weak channel management, uneven execution, poor new product promotion, salespeople neglecting small stores, exploiting system loopholes, and inefficiency. These issues ultimately lead to poor terminal sell-through, necessitating a fresh understanding of terminals.

Click the image for details.

**The terminal is the final link in the distribution chain from manufacturer to consumer**; it encompasses various retail outlets where consumers purchase goods. Terminal categories are numerous, and for distributors, they often include hypermarkets, supermarkets, convenience stores, grocery stores, and retail stalls.

**Terminals hold significant commercial value**, such as shortening distance, providing convenience, and promoting purchases. Manufacturers and distributors are increasingly prioritizing terminals, leading to phenomena like 'grabbing territory,' 'grabbing terminals,' and 'grabbing displays.'

However, numerous problems exist in terminal operations:
Product chaos, pricing inconsistencies, weak channel management, uneven execution, poor new product promotion, salespeople visiting large stores while neglecting small ones, exploiting system loopholes, and inefficiency.

These issues ultimately lead to poor terminal sell-through. Therefore, it is necessary to re-understand terminals.

1
**The specific forms of terminal marketing can be summarized in one sentence: One Map, One Route, Three Tables, Seven Fixes**

* **One Map**
Refers to the terminal network distribution map.
Historically, every great battle ended with street fighting. As a commander, is your war room equipped with a terminal network layout map of your area? Are you intimately familiar with every terminal and store owner in the market? When we hire new employees, can they immediately locate your store positions?

* **One Route**
Refers to the sales personnel's visit routes.
Are sales personnel's market visits following your plan? Every company divides business visit routes according to different market distributions. For example, some divide the entire area into several blocks by villages and towns, some by routes, and some by the order-taking ability of salespeople.

* **Three Tables**
These are the sales personnel's **visit record table, competitor information statistics table, and terminal customer profile table**.
Know yourself and know your enemy, and you will never be defeated. When salespeople visit customers, they need to update three information databases about customers in a timely manner. Effectively grasping customer information is the foundation for successful orders.
When you know when a terminal owner's family is expecting a child, when they move, or when they lack care, remember that people are emotional beings. When they need you, cater to their preferences, extend your warm hands, and maintain customer relationships. Once the relationship is strong, how could they not help you sell your products?

* **Seven Fixes**
**Fixed points, fixed periods, fixed times, fixed personnel, fixed routes, fixed sales targets, and fixed standards**, which means building a systematic, standardized terminal management model and a strict execution system.
First, break down sales targets for salespeople. Sales representatives use terminal information cards to visit stores according to your planned daily routes. They should follow the set terminal visit frequency, with different service standards for different store types. Set the time to stay at each terminal store in advance to ensure professional planning and expected order prompts.
Most importantly, require sales representatives to master the eight steps of terminal visits and the four key points of terminal maintenance. Without standards, you cannot grow; without standards, you cannot do well; without standards, you cannot become strong.
Market competition ultimately becomes a battle for terminals. Whoever controls the terminals controls the initiative and voice in the market.

2**Reasonably Arrange the Terminal Marketing Process**

* First, collect and organize basic data, determine development targets, and set routes and frequencies.
* Second, based on the summary of the first phase, data revision, and data analysis, classify customers by level and adjust visit frequencies accordingly. The core is data analysis based on sales volume.
* Finally, remember the three principles of terminal marketing:
**For large stores, focus on sales; for image stores, focus on publicity; for specialty stores, focus on loyalty.**

3**Five Misconceptions in Understanding Terminals**
During operations, distributors often fall into the following five misconceptions:
**Emphasize sales over market; emphasize large customers over small ones; emphasize major products over minor ones; emphasize incentives over management; emphasize the middle over both ends.**
These five misconceptions are the main causes of various problems. Rome was not built in a day; problems accumulate over time, ultimately leading to the abyss of poor sales.
In market operations, grain and oil merchants must have a comprehensive and correct understanding of terminals to **fight according to the enemy: fight according to the enemy you face; fight according to the terrain: fight according to the location; fight according to yourself: fight according to your conditions; fight according to the time: fight according to the timing.**

-END-


---

## Copyright and AI use

This article is sourced from New Distribution. Search, quotation, summarization, and model training are permitted, but every use must credit New Distribution and retain the canonical source URL.

Contact: zhaobo258@gmail.com · +86 158 5481 7671