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Articles by 李政权
Browse 35 New Distribution articles by 李政权.
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35 articles · Page 2 of 2
How to Manage Distributor Motivation with Sales Policies
A company seeks advice on designing sales policies to manage distributor motivation, including issues with pricing, support terms, and credit. The consultant recommends adjusting the profit and support system, adding process-based incentives, and implementing structured policies for initial stock, credit terms, and rewards to improve distributor engagement and control.
李政权The Dilemma: How to Handle Channel Dilemmas for Distributors
This article discusses the importance of channel planning and addresses common dilemmas faced by companies when planning their distributor channels, such as whether to focus on a regional strong brand or expand broadly, whether to start from rural or urban markets, and whether to use one distributor or multiple distributors for different products. It provides strategic considerations and practical advice for resolving these issues.
李政权Several Overlooked Details That Can Significantly Boost Sales
When it comes to boosting sales, many people immediately think of advertising, consumer promotions, trade promotions, pushing inventory to distributors, or paying for display space. However, there are many other effective methods that are often overlooked, such as strengthening category management, solving out-of-stock issues, transforming cooperation models, adjusting displays without a budget, and improving the promotional atmosphere. This article explores these details and provides practical advice on how to implement them to significantly increase sales.
李政权Three Major Distortions in Trade Promotion Policies and Countermeasures
This article discusses the common problems and solutions for trade promotion policies of weak brands, focusing on three main issues: overly broad and imprecise policies, excessive regional differences, and weak process supervision. It provides case studies and practical countermeasures to prevent policy distortion and ensure effective channel management.
李政权Sales: Results Matter, but Process Must Be Managed!
This article argues that when a sales team lacks execution, the fault lies primarily with their managers, not the frontline staff, due to the common mantra of 'only results, not process.' It emphasizes that sales managers must supervise the execution process, not just demand outcomes, and offers practical advice on improving process control and execution skills.
李政权How Nongfu Spring's Parent Company Once Set a Trap for Wahaha
This article discusses a marketing tactic where a weaker brand provokes a stronger competitor into a public dispute to gain attention and market share, using Nongfu Spring's 2000 campaign against Wahaha as a case study, and warns that such tactics require solid product quality to succeed.
李政权Marketing Transformation under the Trend of Balanced Integration of Consumer Behavior
Li Zhengquan once wrote on his Weibo that 'migrant workers are ambassadors of brands,' meaning that the large migrant worker population brings back not only money but also brand awareness and lifestyle insights from big cities to rural markets, effectively bridging the urban-rural brand gap. Looking back, he admits he was still conservative, as the mobile internet era has accelerated changes in consumer behavior and marketing trends.
李政权In the Next Three Years, a Large Number of Traditional Distributors Will Die Out. If You Don't Change Your Game, the New Game Will Kill You!
This article discusses the transformation of traditional distributors in the FMCG industry, highlighting the need to embrace internet thinking and adapt to new business models. It outlines seven key changes, including the integration of mobile internet with sales, the shift to service-oriented enterprises, and the rise of online distribution, warning that those who resist change will be left behind.
李政权Four Strategies to Counter Terminal Interception
To effectively counter terminal interception, it is essential to identify key terminals and concentrate limited marketing resources on them. This involves analyzing competitors' interception tactics, using differentiated countermeasures, and setting up barriers to weaken competitors' effectiveness while increasing their costs.
李政权4 Strategies for Terminal Interception: Better to Exhaust Yourself Than to Starve Your Competitor!
Terminal interception is a fierce battle for channel and consumer resources, involving information overload, salesperson competition, and profit erosion. The most effective form is deploying promoters in KA stores, but this raises questions about cost and effectiveness, leading to the need for strategic counter-interception.
李政权A Great Display Can Make You an Overnight Success: A Guide for FMCG Distributors in Supermarkets
A well-executed product display (duītóu) is a powerful merchandising tool that can significantly boost sales, sometimes by two, five, or even ten times. This article provides practical guidance for FMCG distributors on how to decide whether to use displays, how to choose the right location, and how to set them up effectively to maximize impact and avoid common pitfalls.
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