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Articles by 孙斌
Browse 4 New Distribution articles by 孙斌.
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Dealer Requests Policy Support: To Give or Not to Give?
In a previous role as VP of Marketing, I faced two headaches: most memos were requests for promotional or price support for primary dealers, and dealer visits were mostly complaints and demands for policy support. I'm not against supporting dealers, but I want to use policy support effectively, not as a simple benefit. This article analyzes the types of demands dealers make, the reasons behind them, and strategic ways to handle them.
孙斌Escaping the Quagmire of Distributors Demanding Concessions
In a previous role as vice president of marketing, two things caused headaches: most memos were requests for promotional or price concessions for primary distributors, and visits with them often involved complaints and demands rather than market growth discussions. The author argues that while policy support is necessary, it must be strategically applied, not simply given as benefits, and offers guidance on handling distributor demands.
孙斌Speed or Perfection: Which Matters More? – A Discussion on Marketing Strategy and Execution
A fable about two hunters who argue over how to cook a wild goose while it flies away illustrates that opportunities are fleeting and perfectionism can lead to missed chances. This article explores the balance between marketing strategy perfection and execution speed, using case studies and a personal experience to argue that the key lies in the marketing team's work ethic and capabilities.
孙斌Distributors Asking for Support: To Give or Not to Give?
A marketing executive reflects on the challenge of distributors constantly requesting promotional, price, and other support. He advises that such requests should not be automatically granted but strategically evaluated and addressed to turn policy support into a powerful marketing weapon.
孙斌