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One Map, One Route, Three Tables, Seven Fixes: How to Seize the Terminal
The terminal is the final link in the distribution chain, encompassing various retail outlets where consumers purchase goods. For distributors, these include hypermarkets, supermarkets, convenience stores, grocery stores, and retail stalls. Terminals hold significant commercial value, such as shortening distance, providing convenience, and promoting purchases, leading manufacturers to increasingly prioritize them, resulting in phenomena like 'grabbing territory,' 'grabbing terminals,' and 'grabbing displays.' However, numerous problems exist in terminal operations, including product chaos, pricing inconsistencies, weak channel management, uneven execution, poor new product promotion, salespeople neglecting small stores, exploiting system loopholes, and inefficiency. These issues ultimately lead to poor terminal sell-through, necessitating a fresh understanding of terminals.
New Distribution16 Key Points in Sales and Interpersonal Interaction: Every Point Has a Pitfall!
This article outlines 16 critical aspects that salespeople should pay attention to when interacting with clients, including language, topics, opening remarks, jargon, exaggeration, subjective opinions, privacy, competitor bashing, attitude changes after signing, client base size, excuses, dependence, pride, promise-keeping, persistence, and customer care. It also provides correct sales mindsets, such as believing in your product, not treating all customers as gods, embracing pressure, maintaining clear thinking, and remembering that performance is your shield.
New DistributionCollection: With This Assessment System, Distributors Can Make a Fortune!
Distributors often complain that the bigger they get, the less they earn; the stronger the brand, the less they earn; the more they value culture, care, and corporatization, the less they earn. In the new situation, distributors need to innovate and move forward, with the most fundamental being to improve internal management and reshape comparative competitive advantages. By motivating employees through various methods to actively expand networks, do well in core terminal displays, and promptly clear near-expiry products, they can enhance their own strength and cope with fierce competition. For distributors, reshaping comparative competitive advantages is urgent. Internal management mechanisms need to be restructured.
New DistributionSorry! We Don't Want to Cooperate with Such Terminal Markets!
As distributors, we work hard every day to cultivate new customers and plan activities for retail outlets. After years, some outlets have grown significantly, while others remain stagnant. The key difference lies not in the market environment but in the way business is conducted and the attitude towards it. The following types of township customers are particularly troublesome and rarely achieve significant growth.
New DistributionNatural Soda Water Market May Usher in a Development Window, Coca-Cola Accelerates Layout...
As consumers become more health-conscious, natural, additive-free, and healthy products are increasingly favored. China's soda water industry is undergoing changes, with natural soda water expected to replace soda drinks and become the new favorite, potentially entering a 'blowout period' in the next decade.
New DistributionMajor Move: JD New通路's Three Major Systems Openly and Transparently Connect with Manufacturers—What Does Alibaba Think?
JD New通路 announced on its official WeChat account that it will expand nationwide starting July 1, and introduced three major operational management systems for JD convenience stores. New Distribution previously analyzed New通路's 'online and offline blooming' in mid-June; today, we examine the new opportunities these three systems bring to brand owners. The smart management system for JD convenience stores, which connects brand owners, terminal stores, and consumers, includes the Smart Store Management System, the Walker Promotion Platform, and the Insight Big Data System.
New DistributionBeing a Valuable Salesperson to Distributors Starts with Teaching Them Product Display!
Display plays a crucial role in the entire sales process. Poor product display can undermine all previous efforts, while effective basic terminal display can significantly increase consumer attention and purchase probability. This article discusses how to secure and utilize terminal display resources effectively.
New DistributionFrom the SAS Ambush by ISIS: What It Means to Be Brave When Paths Cross
A British SAS unit ambushed by 50 ISIS fighters in Iraq, with ammunition nearly exhausted, fixed bayonets and charged, killing 32 and escaping. This story offers lessons for marketers: confidence is more valuable than gold, and determination even more so; in marketing, as in battle, the brave prevail.
New DistributionMultiple Provinces Abolish Salt Administration Bureaus: Will Salt Enterprises Engage in a 'Dragon-Tiger Fight' in H2?
Six months after the salt reform plan was introduced in January, despite ongoing barriers to external salt entering local markets, provinces including Jiangxi and Chongqing have successively abolished their salt administration bureaus, marking strong support for the reform. This breaks the past monopoly where the same entity acted as both player and referee, further liberalizing salt production and sales.
New DistributionEighth B-end E-commerce Study Tour: This Time We're Going to Japan, with a Focus on New Retail!
In August this year, we decided to organize an in-depth study tour of Japan's retail industry, with the theme of cross-border innovation. Why study Japanese retail? Because Japan's social structure and consumption habits are closer to China's; Japanese retail companies such as Muji, 7-Eleven, and Aeon have performed well in the Chinese market and offer many lessons for domestic retailers. Japanese retailers are years ahead of China in food operations, fresh food preparation, lean management, and thematic merchandising. From the perspective of retail development, today's Japan is tomorrow's China.
New DistributionDistributor Suicide and Headquarters Investigation: Herbalife Entangled in Pyramid Scheme Allegations
Direct-selling giant Herbalife is facing turbulent times: management instability in China, a new SEC anti-corruption investigation after paying a $200 million settlement, and public outcry over a distributor's suicide. The 22-year-old distributor, who had invested heavily and recruited her younger brother, jumped to her death, raising questions about the company's practices.
New DistributionVending Machines vs. Unmanned Stores: Which Should You Invest In?
In recent years, 24-hour unmanned convenience stores have emerged, allowing customers to enter, select items, and leave without on-site payment. Will such applications completely replace vending machines? This article analyzes the investment potential of both vending machines and unmanned stores, considering factors like market saturation, operational efficiency, and future trends.
New Distribution25 Solutions to Market Operation Problems
This article addresses 25 common market operation problems, including types of channel stuffing, prevention methods, causes and harms, handling of malicious channel stuffing, off-season market strategies, competitive responses, customer management, market development, promotions, competitor information gathering, quality issues, promotional interception, slow-moving products, new product launches, low-price sales in malls, word-of-mouth effects, becoming a preferred resource, customer segmentation, preventing promotional expense interception, pre-season inventory loading, handling near-expiry and expired products, benefits of separate product item operations, and new product development procedures and significance.
New DistributionHow to Leverage Big Data and AI to Create a New "Ideal Retail" Model?
As e-commerce companies rethink their future business models and innovative ideas, how can the retail industry seize the emerging opportunities brought by the post-e-commerce era? On July 5, 2017, the "2017 New Retail New Service Industry Innovation Conference," hosted by Pintu and specially supported by the China E-Commerce Committee, kicked off at the Crowne Plaza Beijing Wangfujing. The core of new retail is shifting from selling products to consumers to serving them. What content can new retail provide that exceeds consumer expectations? This is a question worth pondering for all enterprises aiming to excel in new retail. All...
New DistributionIn a Few Years, How Many People Will Still Be in Marketing?
Around 2000, the author visited Japan and Australia with a small Chinese company and found that their largest counterparts had only about 20 marketing staff each, focusing on market services, unlike the Chinese company's hundreds. This led to reflections on the future of marketing in China, considering factors like labor supply, channel fragmentation, and the rise of new tools.
New DistributionInterview with FMCG Expert Li Linchun: The Future Prospects of This Water Are Immeasurable!
At the just-concluded 2017 Silk Road International Exposition and the 21st China East-West Cooperation and Investment and Trade Fair in Xi'an, Han Shui Xi Gu • Zhen Xi Shui once again served as the sole designated water for the event, attracting attention and favor from foreign guests. Currently a niche high-end product, this water shows strong market potential and explosive growth, backed by the world's top 500 company Shaanxi Coal Group and sourced from the selenium-rich belt in Ziyang, making it a product with essential demand. The article presents expert opinions and distributor testimonials supporting its promising future.
New DistributionNestlé May Sell Its Stake in L'Oréal; Million JD Convenience Stores to Open Franchise in July, Mainly FMCG; NetEase Kaola and Bellamy's Reach Strategic Cooperation. New Distribution Morning Post
FMCG news: Nestlé may sell its 23.3% stake in L'Oréal under pressure from activist investor Third Point. JD.com will open franchise applications for its million convenience stores in July, focusing on FMCG. NetEase Kaola and Bellamy's have signed a strategic cooperation agreement.
New DistributionOptimal Warehouse and Distribution Management to Secure Your Rear Base
Zhejiang Wangcang Technology Co., Ltd., founded in June 2011, is the earliest and currently the only large-scale independent fourth-party intelligent warehouse and distribution service provider in China. The company focuses on innovative, collaborative solutions for e-commerce warehousing and distribution, offering services from B2C to integrated B2B+B2C supply chain solutions. With nearly 50 warehouses covering over 450,000 square meters across 40 major logistics cities, Wangcang serves hundreds of clients in various sectors, including apparel, food, and consumer goods.
New DistributionDealers Who Will Be Eliminated and the Most Promising Dealers: Which Category Are You In?
When the market is booming, consumers beg us to sell to them! As long as you can get goods from manufacturers, you can make money, and all dealers look impressive. But when the market is sluggish and may remain so, which dealers might be eliminated? Which dealers have more potential? This article lists nine types of dealers that are about to be eliminated and nine types of the most promising dealers.
New DistributionBetting Early! Wahaha's Unmanned Convenience Store Is Coming: Zong Qinghou Plans 100,000 Stores in 3 Years and 1 Million in 10 Years!
Take Go's offline shopping experience is mind-blowing: no queues, no checkout, just grab and go. This disruptive force in offline smart retail could truly change the rules of the game. Recently, Bob's friends in Shanghai were abuzz with news that DeepBlue Technology's quixmart unmanned convenience store, Take Go, is about to start internal testing at a public store in Shanghai, and the announcement has ignited the internet.
New DistributionDisruption is Here! The First JD Convenience Store Opens! Future Plans to Open 1 Million Stores Nationwide!
In April, Liu Qiangdong publicly announced a plan to open one million convenience stores in five years, sparking widespread discussion. Recently, a JD convenience store officially opened in Xin'anzhuang, Renqiu City, Hebei Province, and within less than a morning, the owner's half-month inventory was completely sold out! JD convenience stores are truly booming!
New DistributionA Veteran Employee's Parting Advice: Impatient Young People, Please Read This
If you work hard enough, you can become a 'spiritual soul' in your company. Companies need such people, and their traits—like responsibility, attitude, and perseverance—are key. Don't be impatient; instead, stay, learn, and grow, because the company, colleagues, and challenges all contribute to your development.
New DistributionMinistry of Commerce Releases First Convenience Store Index: Full Analysis of Industry, Stores, and Cities - Sales Not a Concern, Costs Are!
On June 22, the Ministry of Commerce released the "China Shopping Center Development Index Report" and the "China Convenience Store Prosperity Index Report," analyzing the current status and future trends of shopping centers and convenience stores. The convenience store report indicated that the prosperity index for Q1 2017 was 72.2, 22.2 points above the boom-bust line, reflecting overall optimism among practitioners. From the 2016 city convenience store development index, the national convenience store scale grew rapidly, with central and western cities showing strong momentum and competition intensifying.
New DistributionYijia Logistics Sheng Yan: The Future B2B Industry Will Produce a New 'Three Links and One Express'!
We often say 'Heaven rewards the diligent.' When the external environment and technology remain unchanged or changes are insufficient to stir the senses, diligence is necessary. But when the environment and technology change rapidly, relying solely on diligence cannot achieve set goals and may even be counterproductive. In the Internet era, we need more thinking and must closely combine diligence with insight. Should we stay complacent or boldly transform? The new retail era is about to fully arrive, but current distributors handle logistics, commercial flow, information flow, and capital flow personally, and the complex affairs prevent them from focusing on commercial flow and improving service.
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