AUTHOR ARCHIVE
Articles by New Distribution
新经销
Browse 3235 New Distribution articles by New Distribution.
Published articles
3235 articles · Page 126 of 135
How to Excel in Sales: A Career Development Guide for New Salespeople
This article debunks the common sales myth that frequent customer rejection is normal, arguing instead that it stems from inefficient, value-less selling methods. It advocates for a customer-centric approach, precise targeting, and creating strong allure, using the 'one center, two basic points' framework and the principle of making customers chase you.
New DistributionDistributors, Calculate the Cost of Mobile Sales
Almost every food distributor starts with mobile sales in the early days of entrepreneurship. In a sense, mobile sales is the simplest and most practical sales model, where salespeople visit customers with loaded vehicles, sell and collect payments on the spot, and handle tasks such as advertising material posting, product display, and customer complaints. However, as labor, fuel, and vehicle costs continue to rise, and competition among homogeneous products intensifies, higher demands are placed on distributors' terminal operations. Many distributors complain that mobile sales costs are too high and efficiency is low, leading to thin profits or even losses. But the root cause is often poor management during mobile sales or that the current business situation is no longer suitable for this model. So, how should distributors adjust and improve their sales models to maximize profitability?
New Distribution3 Ways to Remove the Three Big Stones Pressing on Distributors: Inventory, Wages, and Fuel Costs
As market competition intensifies, the FMCG industry has entered an era of thin profits, with downstream costs rising faster than GDP growth. Distributors face declining market capacity and increasing operational costs, but by implementing modern management systems—such as route planning, outlet classification, online management, and standardized visits—they can cut inventory, fuel, and labor costs to improve profitability.
New DistributionThe Eight-Character Secret of Salespeople's Interpersonal Skills: Insight into Human Nature, Cater to Their Preferences
This article discusses the importance of selling yourself before selling products, and provides four practical tips for building good relationships with clients: praising others' small achievements, appreciating subtle changes, remembering casual remarks, and doing unexpected small favors.
New DistributionTips for Controlling Promotion Costs
Promotions are a powerful sales tool, but they usually cost money. Suppliers naturally want to spend less and achieve more, so how to minimize costs while maximizing promotional effectiveness is a common goal. Since retail promotion resources are scarce, retailers will try to raise the 'threshold' for promotions to extract more benefits from suppliers. Therefore, suppliers should design their promotional plans from the retailer's perspective, using 'limited quantity' to stimulate buyer expectations and 'exchange' methods to reduce their own costs.
New DistributionPitfalls in 'Agency Contracts' That Distributors Must Guard Against!
Disputes between manufacturers and distributors often arise from the manufacturer's failure to fulfill contract terms or exploiting loopholes. Since manufacturers typically provide the contract template, they tend to have the upper hand in disputes. To minimize risks, distributors must carefully negotiate key contract terms before signing.
New DistributionMotivating Salespeople with Clever Betting Techniques
This article discusses how distributors can use betting techniques to motivate salespeople, drawing on the biblical story of the talents to illustrate the Matthew effect. It outlines setting stakes, creating a prize pool, and public award ceremonies, and advises on which products and timings are suitable for such bets.
New DistributionThe Twenty-Character Core of Negotiation Skills
Negotiation skills can be summarized in twenty characters: 'Advance step by step, lure gradually, be polite and measured, neither humble nor pushy, and strike in time.' This article elaborates on these principles, emphasizing careful planning, patience, respect with principles, and seizing opportunities to close deals.
New Distribution“Marketing” vs. “Sales”: Which Is More Important?
A boss emphasized that salespeople should sell products regardless of product quality, reflecting a common tendency to prioritize sales over marketing. The article argues that marketing is about making products easy to sell, while sales is about selling well, and both are crucial for SMEs, with performance being the product of marketing and sales.
New DistributionRejection: The True Beginning of Sales
After graduating with an environmental protection degree and struggling to find a related job, the author decides to switch careers and applies for a regional sales manager position at a major home appliance company. Despite facing rejection and disdain from the recruiters, he persists in presenting himself, ultimately getting hired and learning that the company intentionally tests candidates' resilience to rejection, as it is a crucial trait for sales.
New DistributionDistributors: There Are Tricks to Distribution and Sales
For many baijiu distributors, product distribution can be done quickly, but market activation after distribution is slow. Once products don't sell, it leaves a bad impression on retail outlets, affecting customer relationships and making it hard to distribute new products later. Terminal sales after distribution is a key indicator of a distributor's performance.
New DistributionHow Should Distributors Handle the Headache of Increasing Sales Targets?
A distributor named Xiao Xu is worried because his renewed contract sets a significantly higher sales target than last year, while market expense support from the manufacturer seems to be shrinking. To cope with annually increasing sales targets, distributors must build their own sales channels and distribution networks to reduce dependence on the manufacturer and gain a stronger position.
New DistributionJoe Girard: The '250 Rule' for High-Efficiency Sales
A satisfied customer can bring you 250 potential customers, while a dissatisfied one can create 250 potential enemies. Joe Girard, who became a car salesman after bankruptcy, discovered this simple yet powerful rule and used it to build a successful sales career.
New DistributionPromotional Killer Move: The Dilemma of Product Bundling
Bundling is a common promotional tactic, but it doesn't always work. According to prospect theory, combined payment reduces pain, but when products of different price tiers are bundled, consumers may value the bundle less than the expensive item alone, a phenomenon known as subtractive valuation. To avoid this, retailers should avoid bundling products from different price categories, price items separately, and guide consumers to focus on non-price factors.
New DistributionFour Cases Show How to Master Channel Promotions for New Product Launches
When launching a new product, distributors need to manage distribution and promotion across various channel links, including sub-distributors, retail terminals, supermarkets, and competing products. By designing tailored promotions for each link, distributors can achieve optimal market coverage and quickly boost market share, while ineffective promotions may lead to channel stagnation.
New DistributionDistributor Selection Strategy
Many distributors develop external markets by sending a delivery truck to periodically visit several counties/cities to drop off goods, with sales staff earning commissions based on sales. While this approach is quick and simple, it often leads to problems such as price confusion, low sell-through rates, poor display effectiveness, and stockouts. The root cause is the lack of a unified market manager. Selecting a suitable distributor to centralize supply, while the upstream distributor still provides vehicles and personnel for periodic visits to help with distribution and market maintenance, can solve these issues. The distributor is granted local "general agency" rights, making market maintenance directly tied to their interests, thus ensuring dedicated efforts. Choosing the right distributor is crucial for market development success.
New Distribution10 Wolf Rules of Leadership: Are You 'Wolf' Enough or 'Sheep' Enough?
In the life of a wolf, nothing can replace perseverance, which has enabled wolves to survive through countless hardships and become one of the most resilient animals on Earth. In modern management, many people draw lessons from wolf behavior. This article explores the charm of wolf culture and why modern leadership emphasizes wolf rules, presenting 10 such rules.
New DistributionOpportunities and Threats Facing Traditional Industries
An increasing number of traditional enterprises are planning transformation, yet they face a severe crisis as they lose their bearings in the Internet era. The biggest crisis is not current profits but the ability to clearly grasp the future, as traditional marketing loses its momentum and transformation poses risks.
New DistributionLessons from the Three Kingdoms: How to Treat Departing Employees
This article draws lessons from the Romance of the Three Kingdoms, particularly Cao Cao's treatment of Guan Yu, to argue that companies should treat departing employees with integrity, generosity, and recognition, as this reflects management culture and future prospects.
New DistributionDistributors That Don't Launch New Products Never Grow!
Distributors who only sell mature products won't succeed. Launching new products is key to growth, as it brings manufacturer support, higher margins, better channel utilization, and new channel expansion. Successful new product launches also offer opportunities for second-time entrepreneurship and enhance a distributor's reputation.
New DistributionTop Salespeople Are First and Foremost Great Communicators: How to Become One?
This article uses the classic film The Shawshank Redemption to illustrate the importance of communication skills in sales. It contrasts three parole hearings where the protagonist Red adjusts his responses to achieve different outcomes, drawing parallels to how salespeople should handle customer objections. The article also provides practical tips and examples, including a comparison of two common sales statements and their impact on customer trust.
New DistributionHow Should Second-Tier Distributors Transform?
This article discusses the historical evolution and current challenges of second-tier distributors in China's FMCG industry, and proposes two transformation paths: upgrading to first-tier distributors or controlling rural retail terminals.
New DistributionWill Employees Resign as Soon as Management Gets Strict?
This article addresses common employee management issues such as lack of motivation, high turnover, and the fear of strict management leading to resignations. It identifies twelve root causes of employee dissatisfaction and offers practical advice for distributors to improve retention and performance.
New Distribution17 Negotiation Tips for Salespeople
This article provides 17 negotiation tips for salespeople, emphasizing thorough preparation, understanding the other party's authority, negotiating on home turf, maintaining a professional demeanor, and using data to support arguments. It advises against showing too much interest, suggests controlling the negotiation pace, and stresses the importance of not settling for a 50/50 split when better terms can be achieved.
New Distribution