AUTHOR ARCHIVE
Articles by New Distribution
新经销
Browse 3235 New Distribution articles by New Distribution.
Published articles
3235 articles · Page 122 of 135
Distributors: Why Are You the One Being Dropped by the Manufacturer?
In today's channel-driven, terminal-focused market, distributors are strategic partners for manufacturers, and quality distributors are a scarce resource. Developing or replacing a distributor comes at a high cost. No legitimate manufacturer wants to avoid win-win cooperation, and none would casually drop a distributor. However, business is like a battlefield—there are no permanent friends, only permanent interests. This article outlines six common scenarios in which manufacturers replace or downsize distributors, based on the author's experience as a sales manager.
New Distribution20 Rules of Enterprise Management That Distributors Must Know
This article outlines 20 key management principles for distributors, covering sales growth analysis, expense control, payment collection, product assortment, inventory management, and relationship building with sales representatives, among others. It emphasizes the importance of systematic management and data tracking for sustainable growth.
New DistributionDistributor Bosses: How to Avoid Becoming the Target of Salesmen's Complaints
Distributor bosses often complain that despite offering competitive wages and benefits, their salesmen still grumble about hard work and low pay, accusing bosses of caring only about profits. To grow the business, bosses must address conflicts with salesmen, listen to their complaints, and improve management practices to enhance team cohesion and operational efficiency.
New DistributionWhy Telling Your Subordinates 100 Times Doesn't Work
A boss complains that despite constant reasoning and meetings, employees still make mistakes and leave. The article argues that management should focus on changing habits rather than thoughts or feelings, as habits are shaped by deeper subconscious patterns. True change requires persistent effort and self-cultivation by managers themselves.
New DistributionThe Art of Hiring and Managing People in Enterprises
Many managers hope to hire the best employees to boost sales, but this ideal often leads to mismatches and problems. To maximize effectiveness, managers should select people who want to work, use those who can work, and teach everyone to follow standardized processes.
New DistributionHow Distributors Should Deal with Manufacturers' Sales Representatives' 'Extortion'
Distributors often encounter arrogant manufacturer sales reps who exploit their positions for personal gain. This article offers strategies for distributors to handle such 'extortion' while maintaining a cooperative relationship, based on the experience of Manager Yuan, a seasoned distributor.
New DistributionLanchester's Law: The Winning Marketing Strategy
Lanchester's Law, originating from the British engineer F.W. Lanchester, was initially developed from his analysis of aerial combat and later applied to marketing strategy. It provides principles for resource allocation, market share targets, and strategic positioning for both weak and strong competitors.
New DistributionWhat to Do When Facing Pressure from Manufacturers to Stock Up?
A distributor in Shanxi recently complained about product backlog after venturing into snack foods. This article analyzes the causes of snack food inventory buildup and offers practical solutions, including market research before ordering, strict inventory control, and strategies to clear excess stock.
New DistributionEight Strategies for Distributors to Select Products at the Sugar and Wine Fair (Four to Choose, Four to Avoid)
For distributors, selecting good products at the Sugar and Wine Fair is a key task. This article provides eight strategies, including prioritizing strategic products from big brands, watching for category innovations from small brands that big brands may follow, and avoiding products with emotional appeals, pseudo-high-end positioning, incompatible international products, and excessive beneficial additives.
New DistributionAre the 'Eight Steps of Visiting' and 'Three-Step Negotiation' No Longer Effective? Mastering Channel Customer Psychology
This article discusses the challenges salespeople face when dealing with channel customers and emphasizes the importance of understanding channel psychology. It outlines ten common psychological traits of channel customers, such as seeking discounts, finding faults, desiring exclusivity, and following the crowd, and provides practical strategies for salespeople to effectively respond to these behaviors.
New DistributionDistributors: Manufacturers Only Operate Half a Brand
Many distributors, especially those of second- and third-tier brands, often blame weak brand support and insufficient advertising for poor local sales. However, brand management is not solely the manufacturer's responsibility; distributors also play a crucial role by operating the 'monetization brand' through trust, exposure, and activity, which are essential for converting brand awareness into sales.
New Distribution5 Small Habits to Help You Become an Excellent Communicator!
This article offers five practical habits to improve workplace communication, such as replacing 'but' with 'maybe,' sticking to facts, avoiding defensive stances, using silence strategically, and actively engaging with others' perspectives. These tips aim to help professionals communicate more effectively and build better working relationships.
New DistributionKey Points for Bosses in Selecting Talent: Three Tips to Spot the Right Person!
How can bosses identify and select talent during recruitment to reduce the risk of choosing the wrong manager? This article offers practical advice based on years of experience, focusing on three key aspects: the candidate's experience, their ability to articulate insights versus mere eloquence, and their tenure in previous positions.
New DistributionHow Distributors Can Overcome the Challenge of 'Further Development'
Under the trend of channel flattening, distributors with already squeezed profit margins face even tougher conditions, struggling to increase sales and expand due to strict regional restrictions. This article, based on the experience of marketing expert Wang Huanzhi, analyzes common growth methods, reasons for failure, and solutions to help distributors break through bottlenecks and achieve sustainable growth.
New DistributionAssessing Route Staff Performance Management Through a Market Report
As more companies adopt intensive market cultivation, many lose control over route management, especially in mature markets without new product launches or performance pressure, leading to terminal sales reps being unsupervised. This article uses a meat product company's inspection report to illustrate how to conduct effective route inspections and performance assessments.
New DistributionFour Tactics for Breaking into County and Township Markets: Product Breakthrough, Rapid Distribution, Defeating Competitors, and Stabilizing Profits
In the new era of competition, going downstream and intensive cultivation have become the main themes of marketing, making county and township markets increasingly important. Whoever can win consumers in the shortest time, with the fastest speed and best methods, will be the winner in the future market. As many companies shift their market focus downward, county-level distributors are becoming more important and irreplaceable, and their market operations can directly determine the fate and future of the enterprise.
New DistributionIf You Were to Start Your Own Business, Would You Know These Tricks?
As advertisers or marketers, we often wonder what we would do if we started our own small business. This article tells the story of a newspaper-selling old man who used clever marketing strategies to succeed, proving that there are no backward industries, only backward thinking.
New DistributionHow to Present Your Product and Solution During the Sales Process?
In sales, presenting your product and solution is not just about talking; it's about how you say it and what the customer hears. This article outlines two principles and two logics to follow, emphasizing a customer-centric approach, and introduces a scenario-based presentation technique with a detailed example of selling a car with ESP.
New DistributionLarge Distributor Scale Does Not Necessarily Mean Profitability: Beware the 'Low-Cost' Misconception
In market operations, distributors often use low cost as a primary expansion niche, achieving low prices and rapid volume growth to accumulate total profits. However, understanding scale profitability solely as low-cost, low-price scale profit is completely wrong. True scale profitability involves expanding market space or business scope as a fundamental strategy to resist competition and secure profits, especially in the best and worst development scenarios.
New DistributionThe 6P Explosive Marketing Model
Successful enterprises all have a successful marketing model that helps them avoid price wars and find a dynamic, fast-growing, and replicable approach. The 6P Explosive Marketing Model, which includes precise positioning, differentiated products, focused advertising, precise market strategy, innovative investment promotion, and effective terminal forms, is such a model.
New DistributionA Major Shift in Distributors' Approach to Talent!
Manufacturers often believe distributors don't know how to use talent, citing nepotism and lack of management systems. However, when distributors attempt to reform, they may face severe consequences, as illustrated by several cautionary tales.
New DistributionQuenching Thirst by Thinking of Plums: Bringing Customers into Familiar Scenarios
This article explains the scenario-based introduction method in sales, using the classic story of 'quenching thirst by thinking of plums' to illustrate how to engage customers by relating product features to their familiar work or life situations. It provides a step-by-step guide and key points for effectively applying this technique, using the example of selling a car's ESP feature.
New DistributionCustomers Don't Want Features, They Want Benefits
This article explains the FAB (Features, Advantages, Benefits) method for selling products, emphasizing that customers buy benefits, not features. It provides examples of how to apply FAB effectively by first understanding customer needs and then linking features to specific benefits.
New DistributionThe Three Steps for Distributors to Develop the Market
Distributors need stable, sustained market growth more than anything else. The process from new product development to a stable market involves three stages: single product breakthrough, forming a product group, and forming a product structure.
New Distribution