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How Well Distributor Employees Perform Depends on How Salary and Performance Are Assessed
This article discusses how to build an effective salary system for sales staff in the FMCG distribution industry, covering the components of salary, the objectives it aims to achieve, and the methods to link them. It emphasizes the importance of aligning salary incentives with company goals and market conditions to motivate salespeople and ensure strategic implementation.
New DistributionThe Revolution in Distributor Business Models: An Inescapable Historical Choice!
As domestic market competition becomes increasingly international, channel networks are moving downstream, forcing distributors to adapt or be marginalized. This article explores three transformation paths for distributors—new-style agency, product distribution, and contracted services—and argues that this revolution in distributor business models is an inescapable historical choice.
New DistributionFour Philosophical Stories to Reveal the Essence of Success
A wise young man, eager to succeed, repeatedly fails and seeks advice from a sage. Through four stories about persistence, goals, opportunity, and belief, the sage teaches that there are many paths to success, and one must adapt and persevere.
New DistributionDon't Be Fooled! 7 Things Distributors Must Never Say When Negotiating with Manufacturers
This article warns distributors against saying seven specific phrases during negotiations with manufacturers, as they can undermine their position. It advises focusing on concrete solutions, demonstrating capability, and building trust to achieve successful long-term partnerships.
New DistributionSeven Mistakes That Lead to Management Failure
After 27 years of work, including 11 years of entrepreneurship, the author realized he had been a manager for 14 years without truly understanding the role. He shares seven common mistakes he made, from doing work himself instead of delegating, to neglecting motivation and performance reviews, offering lessons for effective management.
New DistributionHow Should You Price? Defying Common Sense: The Higher the Price, the Better It Sells
This article explores counterintuitive economic principles, such as the snob effect, Veblen effect, paradox of thrift, and freeconomics, explaining why higher prices can boost sales and why waste may stimulate the economy. It also categorizes five types of Chinese consumers based on their purchasing motivations.
New DistributionTen Major Challenges for Distributors in Business Management
Traditional distributors in China are essentially just circulation channels, mainly serving warehousing and delivery functions. This article outlines ten major challenges distributors face in their daily operations, including choosing between product specialization and channel specialization, managing growth through profit or volume, transitioning from family-run management, establishing effective performance evaluation, handling unreasonable inventory pressure from manufacturers, building distribution channels, negotiating with supermarkets, securing manufacturer support, controlling accounts receivable, and maximizing profit through product mix analysis.
New DistributionA Topic of Interest: How Do Retail Buyers View Manufacturer Fees?
Manufacturers often complain about the high costs of doing business with retail chains, but buyers have their own perspectives. This article explores the psychological factors behind buyers' fee demands and advises manufacturers to think strategically about their spending.
New DistributionThe Path to Single-Product Distribution in the FMCG Industry
Amid the ongoing adjustment in the baijiu industry, distributors are exploring new strategies to survive the downturn. While some regional strongholds continue to focus on strategic single products, others are diversifying their portfolios. However, this article argues that single-product distributors should not blindly follow the trend of multi-product expansion; instead, they should assess their own capabilities and focus on building a star product to achieve sustainable growth.
New DistributionNew Product Launch: Eight Strategies for Fast and Effective Distribution
Speed is crucial in distribution, but rushing without a clear plan can lead to problems. This article outlines eight strategies for distributors to achieve rapid and effective product distribution, from prioritizing easy wins to leveraging existing strengths and building team momentum.
New DistributionHow New Distributors Can Quickly Find Their Operating State
When a distributor's business is just starting, common challenges include few products, few customers, and limited manufacturer investment, as well as small brand influence and limited strength. This article outlines three growth paths for new distributors and highlights three common pitfalls to avoid, such as relaxing cooperation terms, waiting for manufacturer support, and developing customers alone.
New DistributionDear Employee, This Is How You Should Talk to Your Boss
This article advises employees on how to communicate effectively with their bosses by offering alternative phrasing for common workplace complaints, ensuring their intentions are understood correctly and avoiding misunderstandings.
New DistributionTime Management: A Dry Goods Article Reposted 100,000 Times by Salespeople!
This article shares time management tips, emphasizing that with willingness, one can turn 24 hours into 48. It provides 12 key strategies, such as focusing on priorities, using the 80/20 principle, and acting immediately, followed by 21 golden rules from Brian Tracy, a leading personal development expert, along with his personal story and advice on achieving success through action and prioritization.
New Distribution3 Strategies to Quickly and Successfully Launch New Products in the Market
New product operations are a systematic project with many key links. By accurately grasping and focusing on these links, you can ignite the system's energy and ensure rapid market entry. This article provides three strategies: pricing, channel, and marketing team approaches.
New DistributionThe "Four Persistences" Every Salesperson Must Achieve!
The most important quality in sales is persistence; without it, one cannot achieve great success. This persistence is mainly reflected in four aspects: staying in the same industry, staying with the same company, persisting in customer follow-up and maintenance, and persisting in learning.
New DistributionEighteen Reasons Why You Can't Sell Well
Every salesperson should take responsibility for their own success or failure. If you find yourself constantly complaining that you're not cut out for sales, you're unmotivated, you hate visiting clients, you fear rejection, or your boss has issues, you're already on the wrong path. To become an excellent salesperson, avoid the following mistakes.
New DistributionUsing the Experience of Wooing Women to Do Marketing
A founder who follows the 'Three Refusals' principle—refusing interviews, research, and visits—has captured about 60% of a niche female consumer market in four years. His marketing insights come from wooing women, and his team management from gaming, emphasizing deep human insight and gamified incentives.
New DistributionHow to Optimize In-Store Display for New Products in Hypermarkets?
According to consumer behavior research, product display is a critical factor influencing purchases, as 70% of buying decisions are made in-store. For new products, effective display is essential to increase visibility and stimulate impulse purchases, which account for an average of 11.4% of in-store spending.
New DistributionFor Distributors Choosing Products, Selection Matters More Than Effort
Choosing new products is crucial for distributors, affecting both short-term sales and long-term development. Many successful distributors started by representing a winning product, such as Shanghai Meibao Foods with Laoganma chili sauce. Distributors should first assess their own situation, including product mix and profit model, then select products with accurate selling points, growth potential, and channel fit, while also considering market conditions, pricing systems, manufacturer strength, and contract details.
New Distribution100 Quotes to Make You Stronger
A collection of 100 philosophical and motivational quotes aimed at personal growth, self-reflection, and resilience, originally shared by a professional FMCG distributor consultancy.
New DistributionHow to Manage Secondary Distributors
Secondary distributors in mature markets are both loved and hated: loved for their cash and distribution power, hated for their potential to disrupt price systems and markets. This article offers five strategies to manage them effectively, including stabilizing prices, forming core clubs, launching new products regularly, controlling promotions, and continuous brand building.
New Distribution7 Bad Habits of a Terrible Leader
Habits formed in youth often have long-lasting effects, some positive and some hindering growth. As we age, we may realize that recurring problems at work stem from these habits, and while we try to change, some are difficult to break. INC recently shared bad habits of poor managers; see if any apply to you.
New DistributionTen Tips to Become a Top Salesperson
This article offers ten practical tips for salespeople to excel in their careers, covering areas such as building reputation, thorough preparation, finding common ground, asking questions, identifying decision-makers, obtaining referrals, expanding relationships, becoming a trusted friend, summarizing experiences, and maintaining firm beliefs.
New DistributionAgents Should Be Sales Promoters, Not Logistics Providers
Market competition is brutal; those who do not advance will retreat. Agents who want to develop further and gain greater benefits must first identify their own problems. Key issues include mismatched sales teams, outdated mindsets, and a shift from proactive promotion to mere distribution.
New Distribution