Click the image for details Introduction: How to enter township markets and share in the development of rural markets is an urgent problem we face. Only by following the practical manual for distributor teams' township distribution, based on the three principles, four supervisions, five dos, and eight key points, can we possibly enter rural markets and open up a broader blue ocean of development. "Better to retreat and weave a net than to stand by the pond and admire the fish." After carefully investigating all weak county and township markets in the region, and following the four-step approach of "build a team, set standards, create models, and ensure implementation," we systematically proposed a township market development plan. To create a healthy, harmonious, and sustainable development situation for the township imported red wine market, we would like to share our actual cases of developing township markets with you. Please feel free to correct any shortcomings. Thank you! I. Build a Team: Form a "Dedicated Vehicle, Dedicated Personnel, Professional Assessment" System.

  1. For a market to develop healthily and sustainably, a professional and stable sales team is indispensable. Given the actual situation of the township market, a certain trading company invested 5 salespeople and 3 vehicles, with a reasonable division of labor. The market has 20 townships under its jurisdiction, with National Highway 320 passing through, dividing the market into two halves. We used Highway 320 as the boundary, assigning one distribution vehicle to each side, and designated the county seat as a separate area, with one full-time person responsible for self-built and special channels, forming a management model with clear division of labor and responsibility to individuals.
  2. With dedicated personnel and vehicles, and combining customers with salespeople, we formulated the "Salesperson Salary Assessment Plan," implementing the management principles of "more work, more pay; distribution according to work; heavy rewards for new products." With progress checks every five days, meetings every ten days, and monthly assessments, the enthusiasm and combat effectiveness of salespeople were greatly enhanced. II. Implement the "8 Key Points for County and Township Market Development" to Achieve a New Situation in Township Development.
  3. Previously, the company issued several standards, but the results were not obvious, and this market was no exception. Why? It's like time: when people wear one watch, they can tell the time, but with two watches, they become confused. Therefore, there can only be one standard for market operations, and only by adhering to this standard over the long term can we achieve twice the results with half the effort.
  4. Standards are important, but setting standards is especially important. "Water has no fixed shape, and markets have no fixed trend." To set standards for township market operations, we visited all weak county and township markets and then formulated the programmatic and typical "8 Key Points for County and Township Market Development," which pointed the direction for the township development of this market. The owner and salespeople of the trading company, after studying this plan, were full of confidence and high morale. Here is a jingle:
  1. Dedicated vehicles and personnel are essential, otherwise development is hard to achieve.
  2. The boss's inspection is key; if you don't check, it will be chaotic.
  3. Product construction is 6-10, differentiated products make the most money.
  4. Model markets are three threes, building the network cannot be delayed.
  5. Market distribution has eight steps, honest operation ensures long-term success.
  6. Dedicated shelves must be visible at the entrance, and long-term persistence is the real challenge.
  7. Products must be fresh and prices stable; any violation results in a fine of 1,000.
  8. Self-built channels should be valued; after a year, you'll be all smiles. Note: Product construction 6-10 means that in township market terminal stores, a store with one room should stock at least 6 varieties, and a store with two rooms should stock at least 10 varieties. Model market three threes means that at the county level, at least 30% of townships should be model townships, each township should have 3 model supermarkets, and 3 model wholesale points.
  1. Sales personnel strictly implement the "8 Steps for Customer Business Personnel Market Distribution" formulated by the office, namely: 1 look, 2 discuss, 3 press, 4 unload, 5 arrange, 6 collect, 7 record, 8 settle accounts. This has achieved a new situation in township markets with diversified terminal varieties, maximized shelf space, unified prices, fresh dates, and harmonious customer relations.

1 Look: Every time a salesperson enters a store, after greeting the owner, they first look at the product display, check whether the products are neatly arranged, whether there is a shortage, and whether there are near-expiry or expired products.

2 Discuss: Discuss with the terminal owner about new products entering the store, replenishing stock, etc., and also let the owner taste new products on the spot and solicit feedback.

3 Press: If the terminal customer operates competing products or is a high-volume seller, consider how to get the owner to stock more products, with the aim of seizing terminal inventory and squeezing out competitors.

4 Unload: After communicating well with the terminal owner, you can start unloading goods. Be careful to handle them gently to avoid damaging products and causing losses.

5 Arrange: When arranging products, follow the product display principles: new products in front, double-row display; bagged products on top, single bottles below, vertical display.

6 Collect: Count and collect products with quality issues or near-expiry/expired products.

7 Record: Prepare a notebook to record in detail the terminal owner's opinions and other details.

8 Settle Accounts: The last step is to issue the invoice and settle accounts, then bid farewell to the terminal owner, completing the distribution work for that terminal store. III. Create Models: "The Power of Example is Infinite." There are 20 townships in this market, each with 1-3 terminals with relatively large area or sales volume. Doing these 1-3 terminal stores well will set a learning example for other terminals in the township. Therefore, doing model stores well is particularly important. When creating model stores in township markets, we follow three principles.

  1. Rectification must bring improvement. After rectification, the standard must be raised, whether in terms of variety, shelf space, or image, to a level that competitors cannot surpass, making them lose confidence and back off.
  2. Rectification requires investment. Each image store should invest in at least one shelf, and all products should be displayed in display boxes.
  3. Rectification must be consolidated. After the image store is well rectified, it must be maintained over the long term, strictly preventing a "three days of fishing, two days of drying nets" approach. IV. Ensure Implementation: Strong Execution is a Powerful Weapon for County and Township Development. Ensuring implementation means executing with force. Execution is the ability to turn ideas into actions and actions into results, thereby completing tasks with quality and quantity. For an enterprise, no matter how great the goals and ideas, or how perfect the operational plan, if it cannot be executed forcefully, it will ultimately be just empty talk. To implement the office's county and township development plan, this market adopted the following four methods for supervision and execution.
  4. Every morning, salespeople report to the manager on the previous day's township market development implementation, achievements, and existing problems.
  5. Every 5 days, a collective salesperson meeting is held to discuss and solve difficulties in township market development.
  6. Every 10 days, a township market development progress table is issued, so that each salesperson is clear about their work progress, creating a good competitive atmosphere of "compare, learn, catch up, help, and surpass."
  7. At the end of each month, the monthly township market development progress assessment is announced, rewarding the advanced and spurring on the backward. Finally, let's share the company's "Five Dos" spirit: Simple work, do it repeatedly, Repetitive work, persist in doing it, Doing what you are unwilling to do is called breakthrough, Doing what you dare not do is called innovation, Doing what you cannot do is called change! Source: Maibai Cang New Distribution will hold the 2019 (5th) FMCG + Internet Conference during the Chengdu Spring Sugar and Wine Fair from March 16 to 18. This conference will focus on the topic of "Breaking the Game" and conduct in-depth discussions with many brand owners, supply chain service providers, distributors, retailers, and others. Compared to previous conferences, this summit will be fully upgraded. In addition to the original topics such as channel innovation, city distribution logistics, and distributor transformation, it will also add multiple parallel forums on new marketing cases, IP + FMCG empowerment, community group buying, and innovative retail. Through three days of ten high-density, high-quality expert sharing and exchanges, we believe that every brand owner and distributor can learn the latest business models, expert opinions, and practical methods, finding new tools and methods for their own breakthrough in 2019, and returning to the track of rapid growth. ****Conference Time: March 16-18, 2019 Conference Venue: Chengdu Longemont Hotel, Longfeng Hall Conference Topics 2019 5th FMCG + Internet Conference Date| Time | Venue| Topic 3.16 | All day| Main Forum| Breaking the Game – 2019 (5th) FMCG + Internet Conference 3.17| Morning| Parallel Forum 1| New Logistics, New City Distribution Parallel Forum 2| How Can Distributors Achieve Iterative Upgrades? Afternoon| Parallel Forum 3| IP Empowerment, Boosting Brand Growth Parallel Forum 4| How Can Community Group Buying Restructure the Value Chain? 3.18| Morning| Parallel Forum 1| Retail Scenario Innovation Parallel Forum 2| New Product Sales Public Course Afternoon | Parallel Forum 3| Social E-commerce Parallel Forum 4| New Marketing Public Course Invited Guests (Tentative) Chen Qiwei, Chairman of Coca-Cola (China) Investment Co., Ltd. Zhao Shuanglian, Chairman of COFCO Group Co., Ltd. Lin Bibao, Chairman of PepsiCo Greater China Wang Chaocheng, Founder of Yijiupai Su Xiaoxin, Executive President of Zhongshang Huimin Zong Fuli, Chairman of Hangzhou Wahaha Group Co., Ltd. Chen Duye, General Manager of Toutiao Marketing Center Lin Xiaohai, General Manager of Alibaba Retail Link Yang Qianhui, Chairman of Tingyi Holding Corp. China Chen Xiaodong, Senior Vice President of Nestlé Greater China Zhang Nan, General Manager of Douyin Short Video Tao Shiquan, Founder of Jiangxiaobai Cui Zhen, Founder of Hui Xiadan Liu Bo, Vice President of Best Group, General Manager of Best Dianjia Ye Maozhong, Famous Marketing Expert Li Jiaoshou, Famous Marketing Expert Xiao Ma Song, Independent Strategic Marketing Consultant Liu Chunxiong, Founder of New Marketing Theory Fang Gang, Famous Marketing Expert Bai Ya, Founder of Youzan Niu Enkun, Famous Marketing Expert Wang Qi, Founder of Weijie City Distribution Wang Shenbing, Founder of Zhongke Shangruan Chen Siting, Founder of Wanchaobang Rui Yun, Founder & Chairman of Dianda Huang Wei, General Manager of Uni-President Group's Life Food Division Liu Peng, Vice President of Chongqing Jiangxiaobai Wine Co., Ltd. Ma Xiaolong, Marketing Director of Taishan Beer Wu Jinghe, General Manager of Caihua Trading Tang Xiangyang, General Manager of Lidu Liquor Guo Guangyu, General Manager of Squirrel Small Store Wang Jun, Famous New Retail Expert Liu Xiaoting, Famous New Retail Expert Wang Jinghua, CEO of Miduo Big Data Engine Lin Feng, Chairman of Beijing Jundu Zhuoyue Consulting Co., Ltd. Chen Ruifen, General Manager of Uni-President Enterprises Tea Business Group Zhu Zhentao, CEO & Chief Product Officer of Jumi Intelligent Zhuang Jianzhong, CEO of Meinian Changxiao Miao Qingxian, Chief Consultant of Shanghai Yihe Marketing Agency Ding Ding, Founder of Fans Workshop Liao Chuan, CEO of Xian Shiji Zheng Yubin, CEO of Palm Quick Sale More guests are being invited... Ticket Information Type| Price| Early Bird Price| Benefits Regular Ticket| 599 | 399| 1. Access to the full-day conference and all forum activities;
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