AUTHOR ARCHIVE
Articles by 梁胜威
Browse 22 New Distribution articles by 梁胜威.
Published articles
22 articles · Page 1 of 1
80% of Distributor Owners Have Made This Mistake: Winning in Marketing, Losing in Management!
A large distributor who once thrived is now struggling to survive due to poor management despite strong marketing. The article identifies common management pitfalls such as excessive brand portfolios, lack of competitive brands, poor inventory control, and loose business tracking, offering practical advice for improvement.
梁胜威Rather Than Switching Jobs, Switch Your Circle
The article argues that when you feel you have stopped growing in your professional circle, instead of changing jobs, you should change your circle. It explains that changing circles brings new ideas, new fields, new lifestyles, and faster progress, illustrated with examples and a story about a retired cadre who found joy and growth by driving for Didi.
梁胜威Dealers Often Win in Marketing but Lose in Management!
A dealer who had been successful in sales and profit growth is now struggling due to poor management, despite strong marketing capabilities. The article identifies common management issues such as excessive brand portfolios, lack of competitive brands, poor inventory control, and rough business tracking, and offers recommendations for improvement.
梁胜威Distributors | If Salespeople Do These Things, Distributors Will Definitely Sell Your Products!
Distributors often complain that certain salespeople are 'irresponsible towards distributors and the market,' 'never consider customers' feelings,' 'always side with the manufacturer,' 'dishonest and unreliable,' 'always delay solving problems,' 'act superior,' and 'interfere too much.' Many salespeople work for seven or eight years without knowing what kind of salesperson distributors like, and thus cannot improve themselves. From the salesperson's perspective, few truly study how to satisfy distributors and ensure smooth business operations, and manufacturers may not pay attention to this issue either.
梁胜威They've Crushed Distributors' Warehouses! Who's Responsible When Problems Arise?
During the off-season, some manufacturers focus on pressuring distributors to stock up rather than on market activities, all for better sales reports. This article argues that pushing inventory onto distributors is not the end of sales but the beginning, and manufacturers must help distributors and retailers sell through. It outlines three key steps: proper planning, hands-on implementation, and timely review.
梁胜威Why Have You Been a Salesperson for So Many Years Without Promotion?
Some salespeople are frustrated because they have worked on the front line for many years, with good customer relationships and seniority, yet have never been promoted or improved. The author summarizes several reasons: lack of ambition, unwillingness to learn, poor thinking skills, and resistance to change. Those who do not set goals, refuse to learn, fail to think independently, and resist change are likely to be eliminated in the fast-paced business environment.
梁胜威The Three Key Elements for Salespeople's Fastest Self-Improvement
In marketing practice, among 100 salespeople, only one rises to director level or above, and about ten reach manager level, while others remain at the salesperson level. The author identifies three factors that set them apart: clear goals, self-discipline, and continuous learning.
梁胜威Distributors Often Win in Marketing, Lose in Management!
A distributor who once performed well in sales is now struggling due to poor management, despite strong marketing capabilities. The article identifies common management pitfalls such as excessive brand portfolios, lack of competitive brands, poor inventory control, inaccurate records, and loose business tracking, offering practical advice for improvement.
梁胜威Why Are Most Top Salespeople Outstanding Men?
A recent article about what makes an outstanding man caught my eye, as many of the criteria listed—such as resilience, confidence, empathy, open-mindedness, and the ability to see things from others' perspectives—are exactly the traits of a top salesperson. At the very least, top salespeople possess the following qualities: first, they are skilled at pleasing others; second, they can put themselves in others' shoes; third, they understand women's hearts; and fourth, they are open-minded.
梁胜威Master These Three Moves and Sales Will Be a Breeze
The former 'FMCG Distributor Professional Management Consulting' has been renamed New Distribution. Long press the QR code or click 'Read Original' to register. 30+ industry experts, 100+ B2B platform founders, and 800+ manufacturer friends will gather in Fuzhou to discuss the internet transformation of the FMCG industry. Salespeople often ask how to sell and if there are any tricks. There are no special tricks, but there are general ones. We often see salespeople talking endlessly about our brand, our company, our philosophy, our capital, our products, and so on, but the customer is not moved. Why? Because we talk too much about ourselves, not what the customer cares about. Sales is not about 'us' but about 'you'. Clarify the following three points, and your deals will not be a problem.
梁胜威How Should Bosses Walk the Market and Read the Market?
I have always held the view that bosses who like to walk the market are more likely to succeed. When a company is small, many bosses enjoy going to the market to understand the situation, find problems, and tap market potential. But as the company grows, bosses become aloof, claiming they have no time to walk the market and can't hear voices from below. Many distributor friends also reflect this problem: bosses of companies with over 500 million in sales are rarely seen walking the market anymore. In the past, when the company was still small, they liked to go to the market with distributors to study it and solve problems, but now it's hard to even meet them.
梁胜威Five Taboos for Salespeople Dealing with Customers
Salespeople often interact with customers, and over time, they become familiar and even friends. However, familiarity can lead to unintentional mistakes or even principled errors. The following are common taboos that salespeople tend to overlook when dealing with customers: First, speaking ill of customers behind their backs; second, using customers' belongings; third, revealing customers' secrets; fourth, sowing discord among customers; fifth, calling customers brothers.
梁胜威The Four Types of Salespeople Bosses Like Most
After writing articles about salespeople favored by distributors and buyers, the author received requests for more such pieces. This article identifies four types of salespeople that bosses appreciate most: those who take responsibility, those who dare to suggest, those who are willing to dedicate themselves, and those who are adept at flattering the boss. The author emphasizes that while all four are valuable, the last type is often the most favored by bosses.
梁胜威Five Practical Ways to Quickly Boost Sales in Small Stores
This article offers five practical methods for increasing sales in small BC-type stores: helping organize displays, building strong relationships with store staff, selecting the right products for each store, conducting targeted promotions, and concentrating resources on key stores, brands, and products.
梁胜威Deep Distribution Will Become a Thing of the Past!
In 2010, I wrote an article predicting that tissue paper companies would fully enter the era of deep distribution. At that time, only Hengan Group among the top four tissue companies had adopted deep distribution, starting around 2003. Today, companies like Gold Hong Ye Paper, Vinda, C&S Paper, Shandong Dongshun, Shanghai Jieyun, and May Flower have successively joined the ranks of deep distribution. Why exactly should companies engage in deep distribution? What are its benefits? Is it still worth continuing this model? Many executives have likely pondered these questions, as deep distribution was once a panacea in Chinese marketing, contributing significantly to its success. FMCG companies benefited the most, such as P&G's manufacturer-retailer integrated small store model, Coca-Cola's 101 project, Master Kong's sales office model, and Lanju's township distribution model. However, today I argue that deep distribution will become a thing of the past. Any model is limited by time and space, but the main reasons are as follows.
梁胜威There Are No Employees Who Can't Be Managed, Only Supervisors Who Don't Know How to Manage
Because of my consulting work and as an FMCG distributor, I often spend time with business owners, and we frequently discuss management topics. Most owners complain that today's employees, especially those born in the 1980s and 1990s, are difficult to manage; they demand good working environments, benefits, and even fun at work. However, I usually smile and stay silent on this topic because I hold the view that 'there are no employees who can't be managed, only supervisors who don't know how to manage.' This article explains why I hold this view.
梁胜威The Four Types of Salespeople Most Liked by Distributors: Do You Measure Up?
When visiting distributors, the author often hears complaints about salespeople being irresponsible, inconsiderate, dishonest, and slow to resolve issues. Many salespeople work for years without understanding what distributors truly value. This article outlines four types of salespeople that distributors appreciate: advisory, benefit-seeking, problem-solving, and hardworking.
梁胜威5 Techniques and 86 Phrases: How to Use Praise to Sell
Everyone loves genuine praise, making it the best sales tool. This article outlines five principles for effective praise—finding a customer's real strength, timing, occasion, attitude, and cultural sensitivity—and provides 86 sample phrases for various situations.
梁胜威How Bosses Should Walk and Observe the Market
Bosses who like to walk the market tend to succeed, but as companies grow, many bosses become detached from the front lines. This article outlines common mistakes bosses make when visiting markets and provides guidance on how to do it effectively, emphasizing preparation and discovering innovation.
梁胜威Three Effective Methods to Persuade Distributors
Manufacturers and distributors are both partners and adversaries. Salespeople often struggle to persuade distributors to focus on their products. This article presents three practical methods: using facts, using data, and maintaining the right attitude.
梁胜威How to Increase Sales in BC-Class Stores? Five Practical Methods
This article provides five practical methods for FMCG distributors to increase sales in BC-class stores (small, independent retailers). These methods include helping stores organize displays, building strong relationships with store staff, selecting the right products for each store, implementing special sales promotions, and concentrating resources on key stores, brands, and products.
梁胜威How to Be Responsible When You "Fill Up" Your Distributors?
Many brand companies' marketing efforts seem to have hit a dead end, as they only focus on pushing products to distributors, setting sales targets, and collecting payments, leaving the distributors to deal with unsold inventory. This article argues that manufacturers must take responsibility for helping distributors and retail terminals sell products through proper planning, hands-on implementation, and timely review.
梁胜威