It is common to see salespeople approaching distributors with products, and their pitches are basically from the manufacturer's perspective. For example: the product is distinctive, the company is strong, the boss is young, the sales director was just hired from a foreign company, and so on. In fact, in the eyes of distributors, these are all nonsense, not a single word hits the heart of the distributor. What do distributors really want? Will the product sell well? ▼ Distributors do not distribute your product for their own use, but to exchange it for profit and value. Whether the product sells well is their first concern. What kind of product sells well? What kind does not? A product that sells well can immediately hit the pain points of consumers, grasp the key points of turning a product into a commodity, and not just produce products for the sake of manufacturing. When the intrinsic quality of products is basically the same, everyone competes on brand awareness, price, packaging, and quality. Packaging is the most direct window to consumers, and distinctive packaging can make your product "jump" off the shelf. The standards mainly include: 1. Whether the product's selling point differs from similar competing products 2. Whether the selling point is reflected through packaging 3. Whether the target consumers can understand it In this abundant consumer market, if consumers have no reason to buy your product, no matter how strong your distribution capability is, it will only occupy a corner of the shelf, with more talk than sales. Therefore, as a salesperson, you must give a clear answer in front of distributors: your product is definitely better selling than competitors' or will become a bestseller. How can you make distributors feel your product sells well? Smart marketers will start from one point, build model stores and create model markets, and use the facts of examples to convince distributors that your product truly sells well. Are the profits high? ▼ Without profit, you cannot impress distributors, even if your product can bloom. The profit here refers to whether the product can bring high profits to distributors, not that high prices bring high profits. Whether a product can be sold at a high price is largely determined by the market. What kind of product brings substantial profits to distributors? Of course, products with fast turnover, stable quality, and timely supply. Is there a reason to give distributors an "love"? ▼ Distributors have shifted from emotional and blind selection to rational analysis and investigation. Therefore, they are afraid that manufacturers might give up halfway, whether they are willing to jointly develop the market, share costs, and share market risks. In addition to examining the manufacturer's strength, they also focus on whether the boss has a long-term vision for the market, and whether the marketing director has successful market cases. In fact, almost every new director, upon taking office, if market performance does not improve, immediately changes salespeople or sales plans, which is also caused by many bosses' short-sightedness. Then, salespeople reselect distributors, and just as distributors have used their manpower, material resources, and network to push the market, the manufacturer immediately takes back the market or introduces a new plan. Is there a suitable marketing system to support it? ▼ A brand must be supported by a suitable marketing system. Any product promotion cannot be separated from the marketing system, but now many companies' marketing systems are not suitable. What I mean by suitable is that the marketing system is determined according to the development needs of the enterprise, and it changes with the shift of the enterprise's goals. It should be different for specific enterprises, specific times, and specific resource allocations. Marketing systems are usually divided vertically into planning system, execution system, service system, monitoring system, and processing system, and horizontally into product system, price system, channel system, and promotion system. Every enterprise needs to establish a system to support its strategic goals. How do distributors distinguish whether a marketing system is suitable? Usually, they ask some questions: For example: they ask about new product promotion plans, to see if they are detailed and suitable for market operations, whether they are truly implementable. They ask in detail, such as product selling points, product features, product packaging, product technology, product display, differences from competing products, after-sales service, supply period, whether supply is on time during peak and off-peak seasons, etc. They also check whether your quotation is competitive in the market, comparing it with competing products. They see if your personnel are professional, whether what they talk about is fanciful, superficial, and whether they make distributors feel the professionalism of a professional company. They filter the details of the contract one by one. In short, they are more professional than many salespeople, because many large companies teach them how to identify good and bad companies and products with potential. Only with products that are good both internally and externally, high profits, and a stable marketing system can there be persuasion for distributors to be willing to cooperate long-term. Of course, each reason can be further subdivided into more convincing reasons. This is the specific work that each enterprise should do, maintaining a stable and flexible marketing strategy, which should be left to the marketing personnel of each enterprise to grasp. This platform will soon organize distributors to visit and inspect representative B-end platforms in China, and exchange ideas with distributor friends from across the country. Organization Form 1. Company visit 2. Actual market case visit 3. On-site explanation 4. One-on-one exchange Note! Our food, accommodation, and travel are all self-funded. Each registered friend only needs to pay an organization fee of 200 yuan. Due to my limited organizational capacity, we only invite 50 distributor friends to participate in this inspection.** Introduction to the inspected enterprise model: Interested distributor friends can long press the QR code below to contact me to register. When adding friends, please reply "inspection". 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