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Analysis of Failing Distributors
Support-Dependent Type: They only stock up if supported; if not, they don't. They only run promotions if supported; otherwise, they don't. They hire salespeople only if wages are subsidized; otherwise, they don't. They make sales calls only if supported; otherwise, they stay put. Being passive equals being eliminated.
After-Sales Incompetent Type: They lack professional after-sales staff, don't understand after-sales themselves, and are unwilling to outsource it. Small issues often escalate into big problems. They frequently blame product quality defects and fail to handle customer complaints effectively.
Waiting Type: They sit in their stores all day like urban office workers, unaware of market changes. They spend hours on the computer playing card games or watching boring videos and news, hoping that one day the brand will become famous and they'll make money. They don't realize that success requires accumulation.
Complaining Type: Their constant refrain is: “The market is bad now,” “Business isn't as good as two years ago,” “It's raining today, so no customers,” “It's the busy farming season, so no one's around,” “It's too hot at noon, so no one's out.” They spew negative, decadent, and lazy language all day. They only sigh and moan, never exploring market trends.
Procrastinating Type: They're always a few steps behind. Choosing a brand takes months, consulting a dozen people, delaying store openings, postponing promotions, and putting off hiring. They claim they're carefully studying the market and employees, not wanting to waste a penny. In reality, they're just making excuses.
All Talk, No Action Type: Many customers talk a good game, sounding logical and reasonable. They've said the same things for years but rarely put them into practice. Even when they act, it's just a token effort that stops immediately. They achieve nothing, yet they still talk endlessly.
Price-Sensitive Type: They're more price-sensitive than anyone. If you set a price, they think it's too high because they believe only cheap items sell well. But consider: if we double the cost as profit, which is more profitable—a shirt bought at 20 yuan or one at 200 yuan?
Confused Thinking Type: They don't even have a coherent plan; they just drift with the market. Or they hear something and secretly jot it down to try later, without consulting others. They work alone. They need to communicate more with others to truly understand customer needs.
Analysis of Successful Distributors
Team-Building Type: First-rate distributors build teams and expand scale; second-rate ones focus on marketing and strategy; third-rate ones just sell products and compete on price. They value talent development and boldly recruit. They don't mind short-term profit loss or paying employees more than their own relatives.
Goal-Oriented Type: They clearly know their target market, progress, timing, and methods. They effectively use feasible measures to achieve their goals and execute plans. They break down big goals into many small ones and tackle them one by one.
Store Image Focused Type: They're particularly sensitive to storefronts, image walls, and display racks. They'll nitpick small details until they meet their standards. They're perfectionists.
Profit-Source Aware Type: They don't care about overall sales volume; they focus on where profits come from. They fear ending the year with no money in the account, so they know exactly where their profit sources are.
Persistent Type: Once they make a choice, they don't give up easily. They'll cooperate with you for 2, 5, 10 years or more. Whatever you do, they follow. They're actually supporting a person. They'll continue to support and track you.
Quietly Effective Type: You rarely hear about them, but they do well. They meet basic sales targets every year and solve many small problems on their own. Even big problems aren't problems in their eyes; they can solve them too.
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