Over 30 industry experts, 100+ B2B platform founders, and 800+ manufacturer and distributor friends gathered in Fuzhou to discuss the internet transformation of the FMCG industry. If you pee into a frog's eyes, the frog's eyes not only do not close, but open wider. If a frog can do that, what can't a real man endure? To carry forward and refine conference marketing, you must work hard on team management, marketing skills, and service concepts. The following are ten related laws and principles in these three aspects. 1. Pygmalion Effect Also known as the "Rosenthal Effect," it was proposed and validated by famous American psychologists Rosenthal and Jacobson in elementary school teaching. It is said that Pygmalion, the prince of Cyprus, loved sculpture. One day, he successfully sculpted the image of a beautiful woman and was so enamored that he admired it daily with deep affection. As he watched, the woman came to life... ●The Pygmalion Effect essentially reflects the power of psychological suggestion, which is the first step to success. ●As a team manager, for your team members, and as a marketing employee, for your potential customers, throughout the marketing process, you must believe that your team is the most cohesive, your members are the most excellent, and the products you sell are the best! 2. Mushroom Law It refers to the fact that newcomers in the workplace are often placed in a dark corner, not taken seriously, and like mushroom cultivation, they are even sprinkled with manure and left to grow or die on their own. Mushrooms must go through such a process, and the growth of newcomers in the workplace will definitely go through such a process. This is the Mushroom Law, or the Sprouting Law. Many new employees who leave campus and join a marketing team have high expectations, thinking they should be valued and well compensated. If they don't get it or are dissatisfied, they complain and slack off, which is a loss for both the company and the employee. ●As the ancients said, "Only by enduring the hardest hardships can you rise above others." In a marketing team, starting as a "mushroom" is the best choice. ●On one hand, it allows you to build a solid foundation and fully understand the company's operations; on the other hand, it eliminates illusions and builds confidence. The "mushroom" experience is like breaking out of a cocoon; if you can't endure these hardships, you will never become a butterfly that spreads its wings! 3. Wine and Sewage Law It means that if you pour a glass of wine into a bucket of sewage, you get a bucket of sewage; if you pour a glass of sewage into a bucket of wine, you still get a bucket of sewage. ●Destruction is always easier than construction. A capable and upright employee may quickly be swallowed up in a chaotic marketing team, while an incompetent and immoral person can quickly turn an efficient team into a mess. ●If there is "sewage" in your team, you should try to turn it into wine. If you are unable to do so, you should at least turn it into pure water. 4. Occam's Razor Law In the 12th century, William of Occam in England advocated nominalism, recognizing only things that actually exist, and believed that those empty universal concepts were useless burdens that should be ruthlessly "shaved off." This is the so-called "Occam's Razor." ●In team management, Occam's Razor can be further evolved into the law of simplicity and complexity: making things complex is simple, but making things simple is complex. ●Instead of thick marketing books, it's better to organize the most important few points and teach them to employees; instead of complex conference marketing processes, it's better to demonstrate them personally once; instead of lengthy administrative meetings, it's better to be brief and to the point... 5. Critical Point Law The critical point originally refers to the condition under which an object changes from one state to another. Everything in the world has a "critical point" where it changes from one state or physical quantity to another. In the process of close combat with potential customers, the potential customer's purchase behavior is the critical point. In the hotel venue where marketing activities are held, in the specialty stores of marketing terminals, at the other end of telemarketing, or in the homes of customers being visited, the final push is particularly important. At this time, a phone call from the potential customer, a complaint from a nearby customer, or a dissuasion from a customer's relatives or friends can all make this purchase critical point vanish. This requires our marketing personnel not only to have excellent marketing skills but also to have meticulous thinking and a good attitude. 6. Either-Or Law The most classic story is: on a street, there are two snack shops, A and B. Every day, the number of customers visiting the two shops is similar, but shop A's turnover always fails to surpass shop B's. After observing for a long time, the owner of shop A found that the problem lay with the waiters. The waiter in shop A always asked customers: "Would you like to add an egg?" while the waiter in shop B always asked: "Would you like to add one egg or two eggs?" So in phone invitations, customer visits, and conference marketing sites, we can ask: "Are you free at 10 a.m. tomorrow or 3 p.m.?" "Do you prefer Product A or Product B?" 7. ABC Law The "golden rule" in the marketing world, also called the leverage law. A (Adviser) refers to the advisor, also the support system, which is the force you can borrow in marketing. For example, leaders, authorities, celebrities, old customers, media tools, etc.; B (Bridge) refers to the bridge, which is yourself; C (Customer) refers to the potential customer or referral target. In the marketing process, success is not achieved by individual effort alone. The "ABC Law" is about integrating a series of effective resources to maximize energy and achieve the goal of sales or referrals. 8. 250 Law and 100-1=0 Law The famous American salesman Joe Girard summarized the "250 Law" in business battles. He believed that behind every customer, there are about 250 relatives and friends. If you win a customer's favor, it means you have won the favor of 250 people; conversely, if you offend a customer, it means you have offended 250 customers. The "100-1=0" law originally came from a prison duty discipline: no matter how well you did before, if one prisoner escapes from the many, it is a permanent dereliction of duty. Introducing this law into conference marketing and team management: among 100 customers, 99 are satisfied with the service, but as long as one customer holds a negative attitude, the company's reputation and loyalty immediately return to zero. These two laws powerfully demonstrate the true meaning of "the customer is God." From this, we can draw the following inspiration: we must seriously treat every potential customer around us, because behind every customer there is a relatively stable and sizable potential consumer group. 9. Frog Law Okamura Yoshiharu, who won the Japanese Nissan sales championship for 16 consecutive years, visited 100 potential customers daily and never feared rejection. It is said that this mainly benefited from his valuable childhood revelation: once, on a ridge, he saw a frog with wide-open eyes. Okamura Yoshiharu mischievously peed on the frog's eyes, but found that the frog's eyes not only did not close, but opened wider! Then he thought, if a frog can do that, what can't I, a real man, endure? This is his "Frog Law." 10. 80/20 Law and Long Tail Theory In 1897, Italian economist Vilfredo Pareto summarized from statistical results that 20% of the population owns 80% of the wealth, which in economics is called the "Pareto Income Distribution Law." In reality, the ratio is not so precise, but it reflects a stable imbalance, which is extended to become the so-called 80/20 economic law. In conference marketing, 20% of brands occupy 80% of the market, 20% of people create 80% of performance, 20% of customers contribute 80% of the company's profits, 80% of products are purchased by our 20% of customers, and we spend 80% of our time on our 20% key customers... However, just when we have enshrined the 80/20 law, in October 2004, Chris Anderson, editor-in-chief of the American magazine "Wired," wrote an article proposing the "Long Tail Theory," which posed a subversive challenge to the 80/20 principle. The most powerful evidence is that Google currently gets about half of its business from small websites; in the total sales of the famous online bookstore Amazon, a small number of bestsellers account for about half, while the vast majority of niche books account for the other half. In fact, there is no contradiction between these two laws. Rather than saying the Long Tail Law subverts the 80/20 law, it is better to say it is an innovation and development of it. This requires us to be both decentralized and intensive in conference marketing, paying attention to both the 20% "head" and the 80% "tail." New Food Era · New Distribution —— 2016 China "FMCG + Internet" Summit Forum —— This is a grand event focused on how the FMCG industry channels will change under the general trend of Internet+ transformation Conference Agenda 09:00-09:30 Registration 09:30-09:35 Host opening 09:35-10:05 2016 China FMCG Industry Trend Analysis Report——Zhao Bo 10:05-10:25 FMCG Enterprise Transformation Strategy and Path——Liu Chunxiong 10:25-10:45 Opportunities and Challenges Brought by FMCG Channel Reform——External Service 365 CEO Liu Zhao 10:45-11:25 Alibaba Retail Link All-round Empowerment——Alibaba Retail Link Guo Kunkun 11:25-12:00 Round Table Forum——Brand Transformation: Improvement vs. Reconstruction? (Guests to be confirmed) 12:00-13:30 Lunch 13:30-14:00 Distributor Transformation: City Distribution Trend Development——Weijie City Distribution CEO Wang Qi 14:00-14:30 Round Table Forum——Why Should Distributors Do Logistics in Transformation? 14:30-15:00 Detailed Explanation of Zhongshang Huimin's "One Machine, Two Wings" Strategy——Zhongshang Huimin Vice President Su Xiaoxin 15:00-15:30 Detailed Explanation of Zhanghe Cloud Factory Strategy——Zhanghe Tianxia Yang Lixiang (Speech content to be confirmed) 15:30-16:00 Supply Chain Finance: The Lubricant for B2B to Drive Traditional Business——51 Order CEO Chen Xian 16:00-16:30 2B Investment Principles and Ideas——Zhen Fund Founder Xu Xiaoping (Guest to be confirmed) 16:30-17:00 Small Retail, Big Business Opportunities: China's Retail Transformation and Upgrading——Yurun Group E-commerce Division General Manager Wang Jianfeng 17:00-17:30 Round Table Forum——Who is the King of FMCG B2B Models? (Guests to be confirmed) 18:00-20:00 Dinner For manufacturer and distributor friends who want to transform, this grand event is not to be missed. Interested friends can long-press the QR code below or click "Read Original" to register. Registration Method: Long-press the QR code below or click "Read Original" ↓↓↓ Click "Read Original" [Register] ↓↓↓