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Articles by 段杨
Browse 5 New Distribution articles by 段杨.
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Three Methods for Manufacturers to Verify Market Expenses: Poor Mastery May Lead to Manufacturer-Dealer Conflicts!
This article discusses the importance of verifying market promotion expenses and presents three common methods used by manufacturers. It highlights the pitfalls of overly strict or lenient verification through real cases, and suggests that real-time verification is more effective than post-hoc checks.
段杨How Manufacturer Salespeople Can Understand Distributors
Manufacturer salespeople serve as the bridge and bond between manufacturers and distributors. If this role is played well, cooperation will be smooth; if not, conflicts may escalate and harm the market. Therefore, salespeople must understand distributors to build good relationships and manage the market effectively.
段杨How to Effectively Control and Avoid Market Returns
Returns occur in any product, due to quality or market reasons. Market-related returns include: poor sales efforts leading to slow distribution and expired stock; secondary wholesalers mishandling inventory; and retail outlets with expired products due to inadequate maintenance. To control and avoid these, enforce first-expiry-first-out, quickly distribute new products, clear near-expiry stock via promotions, and ensure thorough daily checks by sales staff.
段杨How to Effectively Control and Avoid Market Returns
Returns are inevitable in any product business, arising from either quality issues or market factors. Market-related returns typically stem from poor sales efforts, secondary wholesalers' mismanagement, or retail outlets' failure to rotate stock. To control and avoid such returns, companies must enforce first-expiry-first-out (FEFO) principles, rapidly distribute new products, clear near-expiry stock through promotions, and ensure diligent daily store visits and inventory checks.
段杨How Manufacturer Sales Personnel Can Understand Distributors
Manufacturer sales personnel serve as the bridge and bond between the manufacturer and distributors. If this role is played well, cooperation will be smooth; otherwise, conflicts may escalate, harming the market. Therefore, sales personnel must understand distributors to build good relationships and manage the market effectively. First, they should survey the market before visiting distributors, as this facilitates communication. Distributors dislike salespeople who are absent except for payment collection, rarely visit the market, lack market knowledge, or act arrogantly. Salespeople must also identify and solve market problems, act as both coach and player, and avoid empty promises or blame-shifting. A capable salesperson who understands distributors can make a market thrive.
段杨