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Articles by 罗建幸
Browse 4 New Distribution articles by 罗建幸.
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Can Unmanned Stores Bring Wahaha Back to Its Peak?
The internet is trendy and the new economy is tempting, but they may not be the dish for traditional enterprises. On one side, new economy giants like Alibaba, Tencent, Google, and Amazon see soaring stock values and performance; on the other, traditional giants like P&G, Coca-Cola, and Master Kong struggle with stagnant or declining revenues. Wahaha, the Chinese food and beverage behemoth led by three-time richest man Zong Qinghou, has seen its performance halve from its peak, and its recent foray into unmanned stores may not be the salvation it hopes for.
罗建幸Make Your Year-End Report Pass on the First Try
At the end of each year, regional managers are busiest with performance sprints, sales collections, staff incentives, and next year's marketing plans. While hitting sales targets is crucial for immediate rewards, a well-crafted annual marketing plan is key to future career growth. This article shares insights on sales forecasting, expense estimation, and plan completeness to help regional managers succeed.
罗建幸What Does Customer Management Really Entail for Account Executives?
To deepen market management and control, many large and medium-sized FMCG companies set up offices nationwide. The office head (director, regional manager, sales supervisor, business representative, etc., collectively referred to as the manufacturer's representative) manages distributors in their area to control the market, which is their most important duty. However, in practice, many offices (especially those of state-owned or private enterprises) are ineffective, merely serving as customer liaisons, unable to control the market or manage customers effectively. The root cause is either not knowing what to manage or not knowing how to manage.
罗建幸Six Strategic Transformation Directions for Traditional Distributors
Traditional distributors face declining sales and profits due to pressure from manufacturers' direct operations, large supermarkets, and e-commerce, making strategic transformation urgent. The author outlines six transformation directions: specializing as delivery, channel, or after-sales service providers; forward integration into retail; backward integration into brand operation; and diversification into other industries.
罗建幸