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Articles by 陈晓明
Browse 8 New Distribution articles by 陈晓明.
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"Management" is a Common Malady among Distributors—It Needs a Cure!
Since ancient times, doing business has been three parts luck and seven parts management. Now, the overall environment is clearly not what it used to be, which has led many operators to increase costs in their business management, hoping to make things easier for themselves. Little do they know, the more they manage, the harder it gets; the more they control, the more chaotic it becomes. If this continues, costs will rise indefinitely while sales fail to improve—where's the profit? Recently, the author visited several distributor companies and discovered many issues in their management. Below are some common problems and solutions for mutual encouragement: -01- Having goals...
陈晓明5 Major Misconceptions in Distributor Shelf Placement: More Products Isn't Always Better!
As the saying goes, 'He who controls the channel wins the market!' While true, this has led to fierce competition among distributors, shrinking profits and increasing channel complexity, ultimately benefiting the channel players themselves. To change this chaos, distributors must not only abandon cutthroat competition but also be wary of many pitfalls in market operations. Today, we focus on common misconceptions in distributor shelf placement: -01- Quantity over quality. Many distributors believe that more retail outlets mean higher sales, so they demand no blank spots in the market, but this often leads to wasted resources and hidden problems.
陈晓明Why Are You Rejected in Sales? It's About People, Product, Competition, Benefits, and Needs
Twenty years ago, salespeople with products could go anywhere and have their way; ten years ago, products alone weren't enough—they needed promotions or gifts; now, products have become a hot potato, and frequent rejections make many salespeople doubt their career choice. In sales, rejection is common, but salespeople should adjust their mindset and find the real reasons behind customer rejections.
陈晓明A 10-Year FMCG Veteran's Summary: Seven Personal Abilities Every Salesperson Should Possess
Based on over a decade of experience in FMCG sales, the author identifies seven essential personal abilities for salespeople: communication, self-control, observation, patience, learning, execution, and analysis. The article emphasizes that these skills are crucial for surviving the industry's upcoming major reshuffle driven by internet giants entering the market.
陈晓明Practical Tips | Survival Rules for Nine Types of Struggling Distributors
With the rapid development of the internet, internet giants have entered the FMCG industry, either building terminal delivery platforms or opening their own retail stores, weakening the advantages of traditional distributors. This article identifies nine types of distributors who are at risk of being eliminated and provides survival advice for each, emphasizing the need to learn, reflect, and innovate to build core competitiveness.
陈晓明How Should Distributors Face the Upcoming War?
The FMCG industry today can be aptly described as 'turbulent times.' In this chaos, distributors seeking a 'way out' face no easy task. Yet, regardless of the outcome, our distributors will resolutely choose to join this war, for not joining means 'waiting for death,' while joining offers a glimmer of hope—after all, 'courting death' is better than 'waiting for death.' However, since we've chosen to join, how do we win? As everyone knows, winning a war requires a sound strategy...
陈晓明These Nine Types of Distributors Are in Danger! Here Are Some Survival Tips
With the rapid development of the internet, internet giants have set their sights on the FMCG industry, either building direct terminal delivery platforms or opening their own retail stores. This weakens the advantages of traditional distributors, potentially leaving them without stores to supply or brands to represent, and even turning their carefully cultivated businesses into history. Some distributors in big cities have realized this and are either gradually transforming or building core advantages for survival, but most are still at a loss, some even stuck in confusion and complaint.
陈晓明A Decade in FMCG: Seven Personal Competencies Every Salesperson Should Possess
With over a decade in FMCG sales, the author reflects on the industry's low entry barriers and intense competition, noting that internet giants are now bypassing distributors to reach end consumers directly, signaling an impending industry reshuffle. To survive, salespeople must develop seven key personal competencies: communication, self-control, observation, patience, learning, execution, and analytical skills.
陈晓明