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Articles by 李通升
Browse 3 New Distribution articles by 李通升.
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Capabilities and Directions Essential for Distributors to Grow Stronger and Bigger
Amid fierce market competition, product homogenization, shrinking profits, and rising costs for personnel, distribution, and maintenance, distributors face unprecedented challenges. However, the distributor role cannot be eliminated; as the author argues, online and offline channels will coexist and complement each other. To thrive, distributors must excel in resource integration, team building, brand selection, and channel control.
李通升The Essence of Distributor Management
We often talk about distributor management, but what exactly is a distributor? Why manage them? What to manage? How to manage? And to what extent? Mastering every aspect is crucial. Distributors play one of the four core roles in marketing: product, price, place (channel), and promotion. Distributors are the indispensable channel in marketing. A channel is like the essential carrier that water flows through from source to destination; if it gets blocked, broken, leaking, or bent, the water loses direction and never reaches its end. Similarly, if after a product is launched, there are distributor issues such as breakage, lack of circulation, neglect, insufficient funds to stock, or lack of selling power, the product will not reach consumers. Therefore, the smoothness of the channel is critical, and to ensure smoothness, management is necessary. So how should distributors be managed?
李通升Essential Terminal Work: Two Essentials and Eight Steps
Sales representatives on the front line directly impact company image, brand building, product promotion, and performance improvement. Their speech, communication, thinking, concepts, time management, diligence, honesty, credibility, and interpersonal style all influence business growth. To avoid crises and enhance performance, they must master two essentials (product knowledge and customer insight) and follow eight steps in terminal visits.
李通升