AUTHOR ARCHIVE
Articles by 杨旭
Browse 3 New Distribution articles by 杨旭.
Published articles
3 articles · Page 1 of 1
Excessive Inventory Loading Results in Losses for Both Manufacturers and Distributors
Many companies, to alleviate financial pressure, often implement sales policies with incentives before peak or shoulder seasons to promote inventory loading among distributors. While reasonable inventory loading can benefit both parties, the problem arises when companies lose restraint, excessively pressuring or inducing distributors to stock up beyond their capacity, compounded by sales personnel seeking personal gains. This improper practice leads to negative consequences such as channel conflict, price dumping, damaged cooperation, and distributor dependency, ultimately harming both sides.
杨旭Developing Foodservice Outlets: The Nine-Character Secret to Relationship-Based Breakthroughs
In FMCG marketing, winning at the foodservice terminal is often seen as the key to market dominance, but high entry fees and tough conditions deter many manufacturers and distributors. This article presents a nine-character strategy—'seize opportunities, leverage networks, build platforms'—for using relationship-based approaches to successfully develop foodservice outlets, illustrated with real cases.
杨旭The Art of Motivating and Communicating with Terminal Sales Staff
Terminal sales staff are the mainstay of terminal sales, and their management is crucial. This article discusses how to motivate and communicate with terminal sales personnel through techniques such as praise, criticism, and specific motivational methods, as well as strategies for handling problematic salespeople and top performers.
杨旭