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Salespeople, Why Don't You Earn Respect from Your Clients?
Recently, the author chatted with several frontline salespeople who complained that clients (i.e., distributors) don't respect them, and some even get scolded by clients. Despite being sent by the company to manage clients, they end up being managed by them, making their work difficult, with high pressure, poor performance, and no status or dignity in front of clients, leading some to consider changing jobs. The author believes this phenomenon stems from several reasons: 1) Salespeople's own low business capability, 2) Clients' poor quality and communication skills, 3) Clients' distrust of salespeople and preference for reporting to higher-level managers, 4) Regional managers' failure to delegate authority, and 5) The company's lack of respect for frontline salespeople.
New Distribution16 Things Bosses Don't Know: Without Them, You Won't Make Money or Grow!
The first piece of advice: The first thing a boss should do every day is increase revenue or cut costs. Two key points: First, the fundamental mission of a boss is to generate profit; management meetings are always data-driven, focusing on sales revenue, costs, profit, and gross margin. Second, time management is crucial for a boss, allocating time to marketing, cost control, team development, and understanding consumers and competitors.
New DistributionSelecting a Marketing Tactic
Teacher Wei Qing will launch the industry's first live video training on the WeChat public platform on September 10. This platform is honored to be one of the first to broadcast. For friends who want to improve their sales skills but cannot spare time for on-site training, don't miss this learning opportunity. Details are at the bottom of this article. After determining marketing objectives, the next step in bottom-up marketing is to select a competitive tactic and develop it into a strategy. Keep several principles in mind when selecting a tactic: 1. ...
New DistributionFirst Case Filed Under New Advertising Law Featuring Chen Baoguo; Personal WeChat Reposts Also Liable
The newly revised Advertising Law of the People's Republic of China, effective from yesterday, has shaken the advertising industry with its strictest-ever penalties. Businesses have been pulling ads overnight and copywriters are scrambling to revise content, as extreme superlatives are banned, prompting some to use phrases like 'so good it violates the advertising law,' which authorities say may also be illegal if used in ads.
New DistributionDon't Tell Me You Know Poster Promotions! — 8 Tips to Win at In-Store Poster Promotions
To compete with rival products at the retail level, FMCG companies frequently run consumer promotions, making posters a crucial tool for conveying promotional information. Many companies and distributors complain that despite distributing nearly 2,000 posters in a small county, they are barely visible at retail, while competitors' posters remain prominent, and mom-and-pop store owners are reluctant to display them. This article shares eight pieces of advice on poster promotions to help improve effectiveness.
New DistributionNissin Japan: Crafting a Bowl of Instant Noodles with Serious Attitude
This article explores Nissin's brand philosophy through its advertising and product strategy, highlighting how the company treats instant noodles as individual entities with unique names and personalities, and uses creative marketing campaigns to convey a message of living passionately.
New Distribution2015 Beer Industry Decline Is a Foregone Conclusion: Mid-Year Performance Review of the Top Five Giants
With the release of Tsingtao Brewery's financial report, the mid-year results of all major beer industry giants have been published. According to data from the National Bureau of Statistics, domestic beer production in the first half of this year reached 24.57 million kiloliters, a year-on-year decrease of 6.2%. This article compiles the financial reports of the major giants and relevant NBS data for comparison.
New DistributionMid-Autumn Festival and National Day Double Festival, Are You Ready as a Distributor?
Market research determines the promotional tone. Research mainly aims to obtain two aspects of information: first, competitors' current market policies and focus areas, based on which a reasonable plan is chosen. For example, if a market-leading brand focuses on terminal stores but neglects the catering channel, we can cut in from this gap and integrate some resources. Second, investigate consumers' preferences for promotional items in different regions. For instance, rural consumers prefer practical promotional items like daily necessities, while urban consumers prefer novel promotional items...
New DistributionHow to Make Hand-Drawn Posters More Effective?
A city manager at a beverage company asks how to make hand-drawn posters more effective for terminal display. The answer covers production tips (avoiding poor quality, bold layout, color contrast, and highlighting key info) and usage tips (proper posting and placement).
New DistributionUnderstanding the Difference Between Promotion and Marketing
This article clarifies the distinction between marketing and promotion, emphasizing that promotion is only a short-term stimulative tool within the broader scope of marketing. It advises against using price promotions during off-seasons, suggests focusing on product and brand marketing instead, and recommends leveraging social hotspots to create opportunities.
New DistributionThe Art of Borrowing People for Distributors
Case study: Xue, a 32-year-old distributor in a city in Jiangsu, has been in agricultural materials distribution for over three years. Starting as a mom-and-pop shop, he gradually grew to a small scale with two drivers and three sales staff, and recently obtained the distribution rights for a well-known brand, aiming to transform into a formal operation and pursue growth. Besides financial pressure and market expansion challenges, Xue faces a shortage of personnel due to high turnover. He then thought of leveraging the manufacturer's human resources...
New DistributionAnalysis of Kerry Oils & Grains' Huge Success in the Chinese Market
Kerry Oils & Grains has achieved remarkable success in China's packaged edible oil market through keen market foresight, correct marketing strategies, and fulfillment of corporate social responsibility. Its flagship brand, Arawana, has held the top position for over a decade, with market share exceeding the sum of the second to tenth brands combined.
New DistributionLuo Yonghao's Job Application Letter from Years Ago: Being Awesome Is a Habit
Lao Luo, who always talks about ideals, has faced many setbacks and failures in his career, drifting between career changes, yet this did not stop him from becoming an excellent teacher and entrepreneur. Here is his job application letter, shared for those who are hesitating.
New DistributionDistributor's Product Selection Strategy
Products are the courage of distributors. The first secret to a distributor's wealth is choosing a good product. The general agent of Langsha in Henan said that selecting a good product is like mining a gold mine. A distributor's product strategy includes two parts: product brand selection and product portfolio strategy. For brand selection, a good product is not necessarily one with high profit margins or strong policy support, but one that can promote the distributor's development and bring prospects and hope. Distributors should choose either established big brands that bring reputation and network building, or growth products that can generate significant profits. In terms of product portfolio, common mistakes include choosing products solely based on profit margins and policy preferences, resulting in a portfolio of small brands; carrying too many products, such as a county-level distributor stocking over twenty beer brands; and frequently switching products when sales are poor, leading to hard work without financial reward.
New DistributionDistributors: "Horizontal Expansion" Leads to "Market Dominance"
The discussion on how regional distributors can grow stronger has been ongoing, but the focus has often been on their own operational systems, cooperation with upstream manufacturers, smooth downstream distribution, and control of terminal channels, treating distributors as isolated points with vertical reach while neglecting horizontal expansion—the competitive and cooperative system among distributors. Traditional distributors concentrate on the supply chain, but with the slowdown of the liquor industry's rapid growth, vertical networks alone are insufficient. The new economic entity of competition and cooperation among distributors, driven by interests over positions and professionalism over small-scale comprehensiveness, will emerge as the value chain.
New DistributionDeep Observation: The Battle for Mid-to-High-End Water Market Is Far from Over
At the beginning of this year, Nongfu Spring launched three new products, which was interpreted by the industry as the start of the 2015 water war. The spin-off and listing of its mineral water business demonstrates Evergrande Group's determination to establish a firm foothold in the FMCG industry. It is foreseeable that competition in the domestic mid-to-high-end water market will become increasingly fierce. After spinning off Evergrande Football and Evergrande Culture, Evergrande has also spun off its mineral water business for listing. Following Tibet 5100, Evergrande Mineral Water will become the second independently listed company in the drinking water industry. According to the announcement of Evergrande Real Estate, the Evergrande Mineral Water to be listed is part of Evergrande Group's FMCG layout...
New DistributionPut Your Work in Your Heart, and Your Boss Will Put You in His Heart!
No one wants to be a small clerk forever, but do you know how to successfully leap over the "dragon gate" and transform into a dragon? The secret is: if you keep your work in your heart, your boss will keep you in his heart; if you cast your work aside, your boss will cast you aside. Therefore, as an employee, you must be single-minded, devote yourself to work, love the company like your boss, and work like your boss. Only then will the scale in your boss's heart tip in your favor. If you always think about the company's affairs and keep work in your heart, your boss will always think about your future...
New DistributionBoss, Why Is Your Capital Turnover Getting Slower and Your Cash Flow Shrinking?
Economic transformation and the unique characteristics of China's market economy have shaped Chinese distributors. As the market develops further, many manufacturers directly participate in and control distribution channels, manage terminals, and promote channel flattening, while the rapid rise of large supermarkets and hypermarkets has made distributors' positions increasingly awkward. Channel reform is moving toward deep distribution and modern logistics, and the glory of distributors is heading toward differentiation or decline. "Profit margins are getting thinner; we've become high-level movers for manufacturers," "Entry barriers for large supermarkets are rising, costs are increasing, and settlement is getting harder," and "Capital turnover is slowing down and cash flow is shrinking" have become common complaints among distributors.
New Distribution10 Issues to Note When Signing a Distributor Contract
This article outlines ten critical issues distributors should address in contracts with suppliers, including product quality, slow-moving new products, cross-regional selling, out-of-stock compensation, price protection, price adjustment notifications, damage compensation, cost sharing, sales territory, sales incentives, and contract duration. It emphasizes clear terms to protect the distributor's interests and avoid losses.
New DistributionUncovering the 11 Companies That Control Global Food
The agriculture and food industry employed over 1 billion people globally last year, accounting for one-third of the world's workforce. China Candy has compiled a list of the 11 most influential food companies worldwide, which have a huge impact on human dietary habits and the environment. Notably, most of these giants have a presence in the confectionery and chocolate sector, with companies like Mars and Mondelez having it as their core business. Engaging in the confectionery, chocolate, and snack industry could also lead to becoming a giant.
New DistributionDon't Be Unconvinced: Your Boss Is Indeed Smarter Than You
Many people question this view, and indeed some leaders are unworthy of respect, having risen through connections or politics rather than intelligence. Yet your boss must excel in at least three ways: position, network, and experience, which make them smarter than you in those aspects.
New DistributionIs Changbai Mountain Not the Best Water Source? Who Did Consumer Report Target This Time?
In July 2015, Consumer Report tested 10 brands of natural mineral water and 2 natural waters, evaluating them through multiple physicochemical indicators, with surprising results. The article discusses the N1 index, taste index, and sodium content of various waters, highlighting that Changbai Mountain water is not significantly better than others, and that some waters marketed for infants may not be suitable.
New DistributionDetailed Explanation of the SMART Principle - Basic Theory
The SMART principle requires performance indicators to be Specific, Measurable, Attainable, Relevant, and Time-bound. Whether setting team work goals or employee performance targets, all five principles are indispensable, and the process of setting goals is also a process of continuous growth for both managers and employees.
New DistributionDistributors: Marketing Yourself Matters More Than Marketing Your Products
Some distributors refuse interviews and fear others learning from their success, which reflects a narrow-minded attitude and a closed mindset. In reality, a distributor who cannot embrace others (such as competitors) or effectively showcase their value is unlikely to grow strong. Marketing yourself is more important than marketing your products.
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