Analysis of Failing Distributors
- Support-Dependent Type:
If you support me, I'll stock up; if not, I won't. If you support me, I'll run promotions; if not, I won't. If you pay salaries, I'll hire salespeople; if not, I won't. If you support my business development, I'll go; if not, I can't move. 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 major problems. They frequently blame product quality defects and are unable to effectively handle customer complaints.
- Waiting Type:
They sit in their stores all day like urban white-collar workers, unaware of market changes. They spend hours on the computer playing card games or watching boring videos and news, dreaming 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," "It's too hot at noon, so no one." Their words are filled with negativity, defeatism, and laziness. They only sigh and complain, never exploring market trends.
- Procrastinating Type:
They are always several steps behind. Choosing a brand takes months, discussing with a dozen people, delaying store openings, postponing promotions, and putting off hiring. They claim they are carefully researching the market and employees, not wanting to waste a penny. In reality, they are just making excuses.
- All Talk, No Action Type:
We find many customers who are very articulate, sounding logical and reasonable. They talk a lot, for many years, but rarely put anything into practice. Even when they act, it's just a token effort that quickly stops. There's no result, yet they continue to talk endlessly.
- Overly Price-Sensitive Type:
They are more sensitive to price than anyone else. Whatever the price, they think it's too high because in their minds, only cheap items sell well. But let's think: 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 people and truly understand customer needs.
Analysis of Successful Distributors
- Team-Building Type:
First-rate distributors build teams and expand scale; second-rate focus on marketing and strategy; third-rate sell products and compete on price. They value talent development and usage, boldly introducing talent. They don't mind short-term losses 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 numerous small ones and tackle them one by one.
- Store Image Focused Type:
They are particularly sensitive to storefronts, image walls, and display racks. They won't let go of small details that are wrong, insisting on meeting their standards. They are perfectionists.
- Knows Where Profits Are Type:
They don't care about overall sales volume; they focus on profit sources. They always worry that at year-end, the account will have no money. They clearly know where their profits come from.
- Persistent Type:
Once they make a choice, they don't give up easily. They will cooperate with you for 2, 5, 10 years or more. Whatever you do, they follow. They actually support a person. They will continue to support and follow you.
- Quietly Working Type:
You rarely hear about them, but they do well. They meet basic sales targets every year and solve small problems on their own. Even big problems are not problems in their eyes; they can solve them too.
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