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Articles by 王帅斌
Browse 2 New Distribution articles by 王帅斌.
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Not That I'm Teaching You to Be Bad: Three Types of "Bad Apples" That Bosses Also Crave
Smartly exploiting loopholes: ordinary salespeople explain policies, while excellent salespeople interpret them. A one-word difference leads to vastly different practical results. When bottled water first emerged in Shenzhen and other first-tier cities, Company Y launched a promotional scheme offering free water tickets with newspaper subscriptions to attract customers, with distributors delivering to customers for a 2 yuan per barrel service fee (as noted on the ticket). The scheme was novel, but compared to the retail profit of over ten yuan per barrel, distributors were unmoved by the 2 yuan service fee. Delivering a barrel of water only earned 2 yuan, barely covering the delivery person's labor, so there was little incentive. The scheme hit a red light: distributors refused to deliver, and customer complaints poured in.
王帅斌Taming Distributors: First the Carrot, Then the Stick
This article discusses strategies for managing distributors, using two case studies to illustrate the 'carrot and stick' approach. The first case shows a regional manager resolving a conflict by first offering a concession (the carrot) and then reprimanding (the stick), while the second case demonstrates applying strict policies (the stick) before rewarding with recognition and bonuses (the carrot). The key is to balance both to build loyalty and improve cooperation.
王帅斌