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Articles by 一叶扁舟
Browse 4 New Distribution articles by 一叶扁舟.
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Dealer Development in the New Era: Node Marketing and Creating Peak Season
This article discusses the importance of node marketing for distributors, using the analogy of boiling water to emphasize that all preparations are useless without the final push. It provides examples and practical advice on how distributors can ignite their market with a modest investment at key moments.
一叶扁舟Dealer Development in the New Era: Game Theory and Strategic Positioning
The article discusses the game theory between dealers and manufacturers, arguing that dealers should focus on maximizing manufacturer resource investment in their local markets through market-oriented methods rather than unethical practices. It emphasizes the importance of a stable and passionate team, a strong terminal network, and a divisionalized business structure, and provides principles for deploying personnel effectively.
一叶扁舟Dealer Development in the New Era: How to Cut Off an Arm to Save Oneself?
Drawing on the story of Yang Guo's arm amputation in 'The Return of the Condor Heroes', this article argues that in today's economic downturn, dealers must be willing to 'cut off an arm' by eliminating problematic products to ensure survival. It provides a framework for categorizing products into problem, star, cash cow, and dog categories, with practical advice on how to identify and handle each type.
一叶扁舟Distributors Must Clarify the Present to Move Fast and Sell Fast
As the 2016 Mid-Autumn Festival approaches, distributor Sister Wang, a major player in a second-tier southern city, is far from joyful. Previously, she would have completed 50-60% of her annual sales target by this time, sometimes even 70-80%, but now she hasn't even reached 35%. Her team's morale is declining, and she worries about more than just falling sales and profits. Having built her capital during the high-growth years, she now faces a dispirited team and high turnover. An industry veteran with 17 years in FMCG, I advised her to focus on four key areas: product portfolio analysis, aligning with manufacturers, optimizing personnel, and strategic execution.
一叶扁舟