AUTHOR ARCHIVE
Articles by New Distribution
新经销
Browse 3234 New Distribution articles by New Distribution.
Published articles
3234 articles · Page 96 of 135
Why Can High Prices Defeat Low Prices?
A salesperson once asked his boss how to deal with a small factory with very low prices. The boss replied, "If that factory is so formidable, why is it still small while we are big?" Marketing has a basic rule: launching at a high price is difficult at first but easy later; launching at a low price is easy at first but difficult later. In reality, low prices often only play the role of a "troublemaker" in the market, failing to achieve much but causing plenty of harm. In confrontational competition, high prices are often disturbed by low prices, but low prices ultimately cannot defeat high prices.
New DistributionSeven Dimensions for Sales Supervisors to Check Salesmen's Work in the Field
From the perspective of employee visit efficiency, when the company is pushing new product distribution and leaders are anxious, it's possible that employees are slacking off, ending their work early, or even skipping visits altogether. There may also be missed orders, where employees fail to secure all possible orders during their visits. If such issues exist, they should be addressed in morning meetings with rewards and penalties, and the penalty for missed orders should be publicly announced to motivate everyone to push new products and improve personnel management efficiency. From the barcode distribution perspective, new products may not be suitable for all outlets, so it's important to check if employees are following the distribution standards and whether those standards need adjustment.
New Distribution12 Months of White Liquor: How to Promote in Peak and Off-Peak Seasons? Grasp the Promotion Rhythm and Stop Acting Blindly Each Month
1. Transition from peak to off-peak season (March-May): After the Spring Festival, white liquor moves from peak to off-peak season. Many companies still manage the market by seizing opportunities before and during the off-peak. From March, more companies start market actions, with promotions and new products aimed at stocking, boosting sales, enhancing brand influence, and expanding market share. Promotions include adjusting bestseller strategies, distributor screening, terminal building, consumer pulls, product sorting, and recruiting distributors. 2. Off-peak season (June-August): Focus on market building, with channel promotions, consumer promotions, and hard/soft terminal construction. 3. Peak season (September-February): Key is rapid terminal grabbing, channel innovation, market cultivation, consumer promotions, and product combinations.
New DistributionRevealing the Rations of Soldiers from Various Countries: What Chinese Soldiers Eat Is Actually...
Do you remember the articles 'The Stubborn Little Red Army Soldier', 'Crossing the Grassland', and 'Crossing the Snowy Mountains' from elementary school? Times have changed, and the era of digging for grass and eating belts during the Long March is long gone. Today's soldiers are not only more capable in combat but also enjoy better food. Here, China Candy shows you the rations of soldiers from various countries, with candy and chocolate playing a significant role!
New DistributionJDB's Success: It's Deep Distribution, Not Positioning!
Deep distribution has many classic and successful cases. Amidst the jungle of competing theories, practice is the sole criterion for testing truth. Li Dayi learned Teacher Bao's deep distribution theory 13-14 years ago and applied it in the market, which greatly enhanced his skills. He argues that JDB's true core competitiveness lies in its deep distribution capability, the strongest among all domestic FMCG companies.
New DistributionHow Can Sales Managers Change Salespeople's Bad Habits?
For sales managers, the hardest task is improving salespeople's performance. Bad habits, such as not actively seeking new customers, stem from a lack of ability and motivation. Managers should help salespeople see the link between change and results, give specific recognition for improvements, and establish clear metrics to drive behavioral change.
New Distribution10 Steps to Successful Selling: With Action Breakdown and Practical Tips
This article outlines a 10-step sales process, starting with preparation and mindset, building trust with customers, understanding their needs, presenting solutions, handling objections, closing the sale, and providing after-sales service. It emphasizes the importance of emotional state, communication, and customer value.
New DistributionWhy New Product Launches Fail: 30% Tied to Outlet Assessment, Admit It?
Many new products fail because companies set only sales targets without outlet assessment metrics, pushing marketers to create numerous ineffective outlets that kill the product. To sustain growth, channel focus is essential: screen outlets and target 'quality fish'.
New DistributionA Mountain While Employed, a Monument Upon Departure!
Many people criticize their former employers after leaving, citing issues with the boss's character, company policies, or compensation as reasons or excuses for their departure. As a manager who has interviewed hundreds of candidates since early 2006, I share insights from the employer's perspective, emphasizing that employees should deliver results before negotiating terms, avoid making enemies, and maintain a positive relationship even when leaving.
New DistributionThe 'Ten Sins' of Distributors in the Eyes of Sales Staff
The following 'Ten Sins' were summarized by a manufacturer's salesperson with years of experience in communicating with distributors. It must be noted that this article is not intended to offend or insult distributors, but rather to summarize the thorny and difficult issues that arise during cooperation between companies and distributors, so as to avoid them appropriately in future cooperation and make the 'marriage' between both parties more pleasant and effective. Of course, the occurrence of these problems is not solely due to distributors; it is also related to the quality and service level of many mixed manufacturers themselves. The editor may later publish a 'Ten Sins of Manufacturers' for self-examination.
New DistributionThree Strategies for Distributors to Win the Year-End Battle
As the year draws to a close, baijiu distributors are gearing up to hit their sales targets, but this year's traditional peak season is unusual, with a chilly industry atmosphere and weak market demand. To win the year-end battle, distributors need to adjust in three key areas: inventory, channels, and team. Ensuring ample stock, diversifying sales channels, and strengthening incentive mechanisms are crucial.
New DistributionSalespeople: "Free-range" or "Caged"?
Most domestic companies adopt a "free-range" approach to managing their salespeople, dispersing them across markets with each responsible for a territory. This leads to confusion about the value of salespeople, inefficiency, and frustration for both management and the salespeople themselves. The solution lies in a "three-level classification principle" that divides salespeople into service, management, and innovation roles, and organizing them into specialized teams.
New DistributionThe "Eight Beliefs" and "Five Forces" for Building a Gold-Medal Salesperson
Sales work is monotonous, tempering, and a rollercoaster of extremes. With nearly 60 million marketers working on the front lines daily in China, the difference between success and failure lies in the mindset and skills of the salesperson. A successful salesperson must possess eight basic belief patterns (the "Eight Beliefs") and five key forces (the "Five Forces").
New DistributionHow to Stop the Slide in Sales Performance
In recent years, the liquor industry has faced adjustments, and declining sales have become a pain point for owners and managers. However, adjustments always pass, and this year the industry is gradually recovering, with major companies seeing steady rebounds. To stop the slide, managers must first understand what constitutes a decline, then take targeted actions such as enhancing team insight, persisting with effective methods, cutting negative employees, increasing workloads, mining existing customers, fostering competition, and exploring new channels.
New DistributionHow Do the Networking Structures of the Poor and Rich Differ?
Chinese people love to talk about connections, with a modern saying that 'social relations are productive forces.' While many engage in networking, some ambitious youths disdain it. Yet, regardless of personal preference, doing things in society often relies on various relationships. Asking for help is not necessarily shameful, and being alone is not necessarily glorious. 'Relationships' are a normal phenomenon, but they are not simple. Many may think the key to building valuable connections is seeking intimate relationships, like 'classmates who studied together or comrades who fought together,' but sociologists think otherwise.
New DistributionBudweiser Launches 'MIXXTAIL' Nationwide: Is the Market Not Chaotic Enough?
Budweiser APAC, the world-renowned beer giant, is expanding its premixed cocktail brand MIXXTAIL (魅夜) nationwide after a trial in Shenzhen in March. The move comes as the Chinese premixed cocktail market faces a downturn, with leading brand RIO experiencing declining profits and channel inventory buildup.
New Distribution2016 Will Be a Difficult Year
2016 will be the first year of China's macroeconomic continued bottoming out and the most difficult year in the near term. Various macroeconomic indicators will further decline, and micro-level operational mechanisms will undergo further changes.
New DistributionHow to Write an Annual Report That Gets You Promoted?
While drafting your annual report, even if the first year hasn't ended, it's definitely the start of the second year's work. A report that could lead to a promotion isn't easy, but it can be achieved through deep reflection on the past and a forward-looking vision. A good annual report covers a wide range, requiring complete data, thorough analysis, insightful viewpoints, and profound problem identification. In essence, a good annual report builds on summarizing past work to pave the way for a more brilliant development and improvement.
New DistributionHow Should Shuanghui Develop? The Chilled Fresh Meat Chapter
Pork comes in three main forms: hot fresh meat, chilled fresh meat, and frozen meat. Chilled fresh meat, prized for its nutrition, taste, and safety, holds over 90% market share in developed Western countries, yet in China, hot fresh meat still dominates with 60% share, while chilled fresh meat has only 25%. The sluggish adoption of chilled fresh meat in China stems from inadequate cold-chain infrastructure, entrenched hot fresh meat consumption habits, and a critical lack of consumer education about the category, which has hindered its growth. Shuanghui must lead category education and strategically expand distribution to establish itself as the representative brand.
New Distribution2016 China Food Industry Development Trend Report
The 2016 China Food Industry Development Trend Report, jointly released by Bright Food Group and Rabobank, details future development trends in China's food industry. It points out that the 'new normal' economy brings structural changes, such as the rise of high-end dairy products despite overall slowing consumption, and the continued preference for imported and high-end infant formula. Additionally, with an aging population and increased focus on quality of life, healthy beverages will become a key theme.
New Distribution101 Interview Tips
Interviewing is a complex and time-consuming task that requires careful thought and detailed planning. Whether conducting interviews is an essential part of your job or a temporary assignment, this article provides valuable strategies to help you solve the challenges of selecting talent.
New DistributionA Century-Old Japanese Rice Store on the Brink of Closure Revived by a Brilliant Idea!
A century-old rice store in Kyoto, Japan, was on the verge of bankruptcy until its eighth-generation owner, Takashi Hashimoto, used innovative ideas such as opening a high-end rice-themed restaurant, organizing a national rice competition, and collaborating with kimono stores to transform the business into a 1.5 billion yen enterprise.
New Distribution5 Methods for Distributors to Recover Outstanding Payments!
Difficulty in collecting payments and long accounts receivable cycles have always been major problems for many distributors, and they are also matters of life and death for distributors, especially at the end of each year. As the year-end approaches, payment collection has once again become an urgent issue for many distributor bosses. Without payment collection, all the hard work of the year amounts to nothing. This issue discusses year-end payment collection. Regarding year-end payment collection, the most direct and urgent topic is the technique of door-to-door collection. Besides adjusting one's mindset, the final push during collection is also crucial; if done well, it can smoothly achieve the goal of recovering payments.
New DistributionTop Ten Taboo Phrases in Sales Manager Management
In mid-April, the author was assigned to the Beijing branch and observed Manager Z's management style. Z frequently used certain phrases that undermined team cohesion and authority, contributing to his transfer in June. This article lists ten such taboo phrases as warnings for sales managers.
New Distribution