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Articles by 张立强
Browse 4 New Distribution articles by 张立强.
Published articles
4 articles · Page 1 of 1
How Should Salespeople Help Distributors Manage Profits?
As market competition intensifies, distributors face shrinking territories and rising demands from manufacturers, leading to increased investment but stagnant returns. This article emphasizes the necessity of distributor profit management, distinguishing between legitimate and illegitimate profits, and provides strategies for salespeople to help distributors enhance profits through product portfolio optimization, internal advocacy for manufacturer support, and regular business reviews focusing on volume, cost, and profit analysis.
张立强Managing Distributor Profitability
This article discusses the necessity and methods of managing distributor profitability from a manufacturer's perspective. It emphasizes the importance of helping distributors increase legitimate profits while curbing illegitimate ones, and provides practical strategies such as optimizing product portfolios, securing internal support, and conducting regular business reviews.
张立强Overcoming the Four 'Inner Demons' of Distributors
Distributors often fail to deliver orders, promote new products half-heartedly, ignore profitable channel promotions, and refuse to execute fully subsidized terminal promotions. This article analyzes the psychological roots behind these behaviors and provides practical strategies for sales representatives to help distributors overcome their fears, resistance, greed, and arrogance.
张立强ROI Metrics: Unmasking the Distributor's 'Tears Strategy'
As market competition intensifies, manufacturers demand more from distributors while providing less support, squeezing their territories and margins. Distributors often complain about poor profitability to extract more resources, but by using ROI analysis, manufacturers can see through this 'tears strategy' and guide distributors toward mutually beneficial operations.
张立强