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Articles by New Distribution
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Four Key Elements for Distributors to Increase Profits
This article outlines four key control points for distributor profitability: average transaction value, number of transactions, average gross margin, and operating expenses. It provides strategies for improving each, such as increasing basket size, attracting more customers, optimizing product mix, and managing costs.
New DistributionThe Way for Distributors and Professional Managers to Get Along
A distributor asked why a professional manager he trusted left after less than three months. This article analyzes the management issues in distributor enterprises, the reasons for the difficult relationship between distributors and professional managers, and offers advice on how both parties can work together harmoniously.
New DistributionHow Should Distributor Bosses Give Bonuses to Employees?
This article outlines four principles and three combinations for distributor bosses to effectively distribute bonuses to employees, emphasizing timely, public, cash-based, and well-publicized rewards, as well as balancing open and private incentives, fixed and flexible amounts, and short-term and long-term rewards.
New DistributionTerminal Distribution: Concise Answers to Common Terminal Objections
During terminal distribution, especially for new products, salespeople often face customer objections they cannot answer, leading to failed visits. This article provides concise, practical responses to common terminal customer objections, distinguishing between real and false objections, and emphasizes the importance of learning and diligence in sales.
New DistributionYour Value Never Needs to Be Proven by Complaints
A reminder to click the link above for more marketing and distributor management insights. Even the smallest things have value, and everyone has untapped potential. Don't envy others' fortunes or complain about your unrecognized worth. If you are a pearl, you'll be discovered even in a hard shell; if you're a grain of sand, you'll be trampled on the beach. John, a Stanford graduate, felt undervalued at a small accounting firm and complained to God, who showed him that he was like a stone, not a gold ring, and that he should first conquer himself before expecting recognition.
New DistributionEffective Channel Flattening Measures
This article discusses three typical measures for distributors to flatten their distribution channels, including binding second-tier distributors to reach terminals, terminal alliances, and self-built chain terminals, along with the conditions and timing for successful flattening.
New DistributionHow Can Distributors Enhance Their Core Competitiveness?
Many distributors have been in the business for over a decade, yet still operate with a small team and a tiny store, while newcomers have already achieved great success. The key to success lies in market insight, network control, internal management, and ambition. This article discusses how distributors can improve their core competitiveness.
New DistributionA True Boss Only Does Three Things: Financing, Hiring, and Drinking Tea
A reminder: click the up arrow to follow 'FMCG Distributor Professional Consulting' for more marketing and distributor management insights. Most bosses are busy and rarely seen, but true entrepreneurs are 'idle' because they focus on three key tasks: financing, hiring, and drinking tea. Companies that die suddenly, regardless of size, often do so due to cash flow disruptions. The first priority for entrepreneurs is financing.
New DistributionThe "Four Modernizations Project" — Forging High-Efficiency Execution in Marketing Teams
Based on consulting experience with multiple companies, the author finds that marketing teams with strong sales performance are always those with sound strategies and thorough execution. In China's highly competitive market, growth speed is key to survival for SMEs, and marketing team execution is the core of that speed. The article introduces the "Four Modernizations Project" — goal visualization, method clarification, process tracking, and result presentation — as a tool to build execution capability, illustrated with a case of 50% sales growth.
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 positional defense, using silence strategically, and actively engaging with others' perspectives. These tips aim to help professionals communicate more effectively and build better working relationships.
New DistributionProfessionalizing Distributor Team Management: A Key Weapon for Channel Success
In the battle for terminal channels, beyond brand pull, the quality and professionalism of frontline sales staff determine success. Extensive, laissez-faire management leads to lukewarm markets and stagnation. Only professional people doing professional work can drive market development and healthy, orderly growth, especially for FMCG companies with short shelf lives, numerous brands, intense competition, and frequent promotions.
New DistributionSix Marketing Parables to Understand the Essence of Sales
Marketing is a process of discovering and satisfying needs, and it is also a complex process because it involves interaction with people. This article uses six short stories to illustrate the essence of sales and marketing.
New DistributionHow to Control Promotion Costs in Retail Stores?
Promotions cost money, and suppliers naturally want to spend less while achieving the best results. However, since retail promotion resources are scarce, stores try to raise the 'threshold' for promotions to extract more benefits from suppliers. This article discusses strategies such as 'limiting' and 'swapping' to control promotion costs, along with negotiation tactics for suppliers dealing with large retailers.
New DistributionThree Sales Misconceptions That Prevent New Distributors from Getting Started!
When a distributor's business is just starting, common challenges include limited products, few customers, minimal manufacturer investment, weak brand influence, and small scale. These issues form the first bottleneck for growth, but some distributors fall into misconceptions that worsen their situation. This article outlines three common mistakes—relaxing cooperation terms, waiting for manufacturer support, and developing customers alone—and offers practical advice to overcome them.
New DistributionThe Economics Behind Product Display: Purchase Hints
This article explores the science of product display in retail, explaining how strategic placement can influence consumer behavior and boost sales. It covers various display techniques, including the 'beer and diapers' cross-merchandising strategy, and emphasizes the importance of understanding consumer psychology to optimize store layouts.
New DistributionHow Marketing Professionals Can Manage Themselves
Self-management is a crucial topic for modern marketing professionals, involving self-discipline and behavioral habits. This article shares practical methods for self-management, time management, customer management, and financial management to help marketers work efficiently and achieve success.
New DistributionFour Major Misconceptions in Terminal Sales for Distributor Salespeople
This article discusses four major misconceptions that terminal salespeople often have, which lead to business failures, and provides strategies to overcome them. It emphasizes the importance of balancing sales and market development, treating all customers fairly, managing products of all sizes, and combining incentives with proper management.
New DistributionHow Should Bosses Delegate Authority?
Delegating authority is often compared to flying a kite—one must be willing to let go, dare to release, keep it high, maintain a strong line, and reel it in and out freely. However, delegation in business is far from easy, and many bosses are tormented by this unspoken pain. Common difficulties include fear of delegating, not knowing how to delegate, and issues such as unclear authority and responsibility, mismatched systems, lack of process control, and reluctance to use delegated power. To delegate effectively, managers should follow ten key principles, including setting clear performance indicators and deadlines, providing support, and reviewing after delegation.
New DistributionReforming the 'Mercenaries': Refined Commissions and Contracting
This article addresses common problems in distributor sales teams, such as low efficiency and high costs, and proposes solutions ranging from refined commission systems to a full contract system, with preparations and precautions outlined.
New DistributionMethod or Excuse? If You Want It, No Goal Is Unreachable!
In 1953 Copenhagen, a young firefighter named Erich receives a call from a woman who is bleeding and cannot stand. Despite having no address, he devises a clever plan using fire trucks and loudspeakers to locate her by the light in her window, ultimately saving her life. The story illustrates that where there's a will, there's a way—if you truly want to do something, you'll find a method; if not, you'll find an excuse.
New DistributionHow Can Distributors Overcome the Hurdle of Channel Stuffing?
Channel stuffing is a common phenomenon and a double-edged sword. Some distributors leverage it to achieve leapfrog development, while others lose their voice in fierce market competition and are eliminated by manufacturers and the market. Success depends on how manufacturers and distributors work together to achieve a win-win outcome.
New Distribution20 Principles of Persuasion to Enhance Your Influence
Why are some people incredibly persuasive? American venture capitalist Jason Nazar, after studying today's most influential political, social, business, and religious leaders, summarized 20 principles of persuasion. The basic principle is that persuasion is not manipulation; it's about getting others to do what is in their best interest.
New DistributionTeach You How to Close Deals and Push for Orders, One Move at a Time! 20 Moves in Total!
This article provides 20 practical techniques for closing deals and pushing for orders in the FMCG distribution business, emphasizing the importance of understanding customer psychology, building trust, and using strategic persuasion to overcome objections and secure commitments.
New DistributionWhy Are Employees Not 'Loyal' to Their Companies?
A story about a loyal dog named Tom who finds a job despite lacking skills and education, prompting a discussion on why employees are not loyal to companies. The article argues that loyalty should be directed towards one's profession, abilities, and responsibilities, not just the employer.
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