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Articles by 杨永华
Browse 9 New Distribution articles by 杨永华.
Published articles
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Yang Yonghua: Only Reconstruction Can Lead to Rebirth
From the 'traffic is king' era of e-commerce platforms to the 'inventory is king' era of mobile internet, and now the 'value is king' era of private traffic, the consumer internet is constantly evolving. In his new book 'Reconstruction: Upgrade Your Competitive Advantage', Yang Yonghua analyzes the challenges enterprises face in reality, proposing that 'what disrupts enterprises is not technology, but customers', and guiding enterprises to undergo strategic reconstruction.
杨永华When Traditional Marketing Models Hit a 'Dead End', Manufacturers and Distributors Must Restructure Their Marketing!
Yang Yonghua, Chairman of Guanfeng Zhiye Group, argues that as China's market has shifted from shortage to surplus, traditional marketing theories like 4P and deep distribution have become ineffective. He proposes a 'restructuring' approach, moving from a focus on 'how to sell' to 'why customers buy', emphasizing customer experience, product innovation, and adapting to the mobile internet era.
杨永华The Environment Has Changed. If You Were to Rebuild Your Company, Where Would You Start?
Yang Yonghua, a renowned expert in enterprise growth path planning, discusses the fundamental changes in the business environment, such as supply-demand shifts, consumption upgrades, and the rise of the mobile internet. He argues that companies must undergo strategic, operational, organizational, brand, product, market, marketing, and systemic restructuring to adapt and thrive, emphasizing the need to focus on customer experience and value creation.
杨永华Leveraging a Fulcrum to Shift Distributors' Bargaining Power in the Industrial Value Chain
Distributors occupy a pivotal position in the industrial value chain, linking manufacturers upstream and channel members downstream. To enhance their bargaining power, distributors must first clarify their role and value in the chain, then adapt to market trends by focusing on service, scale, and building shared-interest communities with channel partners.
杨永华Sales Not Improving? Look Beyond Symptoms to Root Causes
When all work is done but sales do not improve, the cause must lie in the work itself. To boost sales, focus on five key aspects: correct direction, thorough execution, proper timing, systematic approach, and sustained effort.
杨永华Restructuring and Rebirth: How Distributors Break Through Development Bottlenecks
Authorized by Yang Yonghua, Chairman of Guanfeng Consulting Intelligence Group, exclusively published by Wine Industry Home. During market transformation, many distributors lack neither the concept nor awareness of change, but most are unclear on how to change. Starting with the development cycle of distributors, this article analyzes the bottlenecks at each stage—startup, growth, development, maturity, and decline—and proposes strategies for long-term success.
杨永华Starting as a Distributor: The Crucial First Step! One Mistake Leads to a Chain of Errors...
Distributors in the startup phase: success begins with successfully operating one brand. Three years ago, Xiao Liu, a sales colleague, couldn't endure the constant travel and meager income of a sales career. Seeing the distributors he served making money hand over fist, he decided to become a distributor himself. With little savings and borrowed funds, he started his business, relying on his years of experience following distributors through thick and thin, and his limited knowledge of business. He was full of hope for the future...
杨永华The Six-Step Method for Terminal Repeat Orders: Select, Set, Train, Induce, Control, Sustain
The success of new market development and new product launches is marked by repeat orders from secondary wholesalers and terminal retailers, which indicate consumer acceptance and initial brand loyalty. To achieve repeat orders, six steps are required: Select, Set, Train, Induce, Control, and Sustain.
杨永华How Can Distributors Eliminate Retail Terminal Debt?
Debt between manufacturers and distributors, including 'triangular debt,' has largely been curbed with economic development and financial system improvements, but distributor debt at retail terminals is spreading, threatening distributor growth. Due to the numerous, scattered, and chaotic nature of retail terminals, collecting debts is difficult, and many become bad debts due to closures or transfers, leaving distributors with losses.
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