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Ten Laws and Principles in Marketing: How Many Do You Master?
Over 30 industry experts, 100+ B2B platform founders, and 800+ manufacturer and distributor friends gathered in Fuzhou to discuss the internet transformation of the FMCG industry. This article outlines ten key laws and principles for team management, marketing skills, and service concepts, including the Pygmalion Effect, Mushroom Law, and the 250 Law, among others.
New DistributionSanquan Food's 70 Million Yuan Trial and Error: Chen Nan's Choice Between Money and Survival
Sanquan Food's O2O project Sanquan Fresh Food has incurred losses of 74 million yuan, prompting a strategic reassessment. Chairman Chen Nan emphasizes the necessity of investing in innovation despite short-term profit declines, aiming to secure future market position.
New DistributionNo Complaining: The First Virtue of a Salesperson! Shut Your Mouth and Get to Work!
Over 30 industry experts, 100 B2B platform founders, and 800 manufacturer and distributor friends gathered in Fuzhou to discuss the internet transformation of the FMCG industry. Sales training gurus say the more you complain, the worse your luck gets! To excel in sales, stop complaining—it's the first virtue of the profession. So, how can we avoid complaining in sales? This article explores the pervasive complaining culture at work, its negative impacts, and offers practical strategies to become a proactive, non-complaining action-taker.
New DistributionTownship Supermarkets Will Be the Next Opportunity Point: Here's Why and How!
With 30+ industry experts, 100+ B2B platform founders, and 800+ manufacturer friends gathering in Fuzhou to discuss the internet transformation of the FMCG industry, township supermarkets are identified as the next opportunity. Key reasons include lower investment thresholds, weaker competition, simpler public relations, stable operations, and low-cost replicability, with practical suggestions for entering this market.
New DistributionWhat Is Sales? A Bottle of Wine in One Hand, Your Life in the Other!
The article is narrated by JACK, a regional supervisor at a branch of a domestic home appliance group's China sales company, written by Ziye. Yidu Jun hopes more readers will share their workplace stories, not necessarily profound, but with a light humor and interesting spirit. I remember on June 20, 2013, bidding farewell to classmates at the gate of Shanghai University of Science and Technology, and on July 1, arriving at the group headquarters in Huizhou, where I joined over 1,000 new colleagues for a month of 'closed training' at a vocational college, starting my sales career in appliances.
New DistributionThe Market Has Truly Changed: How Do FMCG Executives View Channels and Products?
In recent years, due to macroeconomic conditions, changes in the consumer market, and the impact of e-commerce channels, some categories have seen significant changes in terminal market performance, with some growing and others declining sharply. In response, some brand manufacturers have begun adjusting their channel strategies, choosing between expanding direct supply, developing distributors, or selecting new e-commerce wholesale channels.
联商君New Product Distribution: Memorize These Scripts Before You Head Out!
The key to successfully launching a new product is getting it onto store shelves and in front of consumers. This article summarizes common communication techniques and methods used during new product distribution, providing practical scripts for salespeople to address retailer objections and secure orders.
蒋军Live Toward Death, or Live Toward Life?
Whether it is 'living toward death' or 'living toward life,' both are language of transformation, representing two different mindsets for transformation, with the premise that transformation is needed. The representative of 'living toward death' is Zhang Ruimin, CEO of Haier, while the representative of 'living toward life' is scholar and manager Chen Chunhua. Both have won applause from society, and each has their own resonators. It is hard to say which is better, but both approaches have their own complete methodology, and success is possible along either logic.
刘春雄Marketing Tai Chi: The Ultimate Skill for Resolving Customer Objections!
In my training sessions, I often use Tai Chi and Shaolin boxing to explain marketing logic, emphasizing that in today's mobile internet era, consumers have absolute sovereignty, and the soft approach of Tai Chi often outperforms the aggressive Shaolin style. Over the past decade of store sales training, I've observed that as market competition intensifies, customer objection rates are rising across all product categories, from daily consumer goods to high-end items, and many salespeople lack the skills to handle these objections effectively, leading to declining conversion rates and sales performance.
闫治民Yunlian Organizational Reflections
Yunlian Organizational Reflections is a series of essays exploring organizational management, covering concepts such as structure, goals, vision, values, diversity, discipline, talent management, communication, culture, leadership, delegation, and exceptions, emphasizing the importance of human nature and practical wisdom.
韩秀超2016: Industry Leaders Show Signs of Recovery, Initial Results from Mainstream Shift?
I once posed a proposition: when sales decline, how can profits grow? Now this proposition is becoming a reality. Sales decline is a social reality that companies cannot control; profit growth is a business capability within their control. As 2016 half-year reports are released, they show initial results from the transformation of the past two to three years.
刘春雄Why Do Other Bosses “Sip Tea and Split Profits” While Yours Is “Busy as a Dog”?
Many companies still fail to distinguish between managers and operators, treating them as one and the same, which leads to problems. If this continues, they will watch other companies make money leisurely while they themselves are busy and exhausted. This article explains the key differences and the importance of role transformation for business owners.
肖晓峰The Dual Personality of a Manager: Thunderous Measures, Bodhisattva Heart
A friend's startup failed despite his gentle and caring management style, leading to the insight that being a good person is not the same as being a good manager. Effective leaders, like a strict first boss or coach Gregg Popovich, combine toughness in work with compassion in life, achieving results while maintaining humanity.
菜刀少爷How to Determine the Location of a Display Stack and Use It to Boost Sales?
When creating a display stack, first consider six factors: brand strength, price range, location, target consumers' buying habits, category attributes, and promotional intensity. After evaluating these, choose a high-traffic location, avoid competitor stacks with strong promotions, and follow principles for setting up the stack to highlight the promotion theme, ensure convenience, keep products simple, ensure safety, and create a sales atmosphere. Decide whether to combine multiple stacks or separate them based on competitive conditions.
New DistributionSales Struggling to Reach the Next Level? These 4 Reasons Are Likely to Blame
Distributors care most about profits, and every distributor wants sustainable growth and profitability. However, reality is harsh, and most distributors face the challenge of stagnant sales growth. Sales growth for distributors typically hits several thresholds: 10 million, 30 million, 50 million, and 100 million yuan, with many distributors unable to break through these barriers.
佚名Master Kong's Profits Plummeted This Year—How Are Other Instant Noodle Brands Faring?
Master Kong, the instant noodle giant, recently reported a staggering 87% year-on-year drop in second-quarter net profit to $18 million, driven by declining beverage and instant noodle sales and higher distribution costs from increased advertising. This article reviews the performance of other major brands, including Uni-President, Baixiang, Jinmailang, Nissin, and Nongshim, amid a shrinking Chinese instant noodle market.
New DistributionWhat General Managers and Department Managers Should Do Daily, Weekly, and Monthly: Super Practical!
Being skilled in both interpersonal relations and work performance can advance your career. As a business manager, how do you excel in both? This article reveals the essential tasks and qualities for successful managers, helping you go further.
我说吧How Can the Self-Operated Model of FMCG B2B Break Through Bottlenecks?
The self-operated model, as the name implies, means the B2B platform handles everything from procurement to distribution. However, many matching models, such as Alibaba Retail Link, are also highly involved in transactions between both ends. There are also many self-operated platforms that adopt a consignment model, such as JD New Route. The boundary between the two is increasingly blurred in the backend: consignment, transaction control, unified warehousing, and socialized resource co-distribution have basically become standard for all B2B platforms. The simplest way to distinguish them is to see whether the platform issues invoices to small Bs. If it does, it means the platform touches the goods, making it self-operated.
赵波Rebuilding the Marketing System: An Imperative and Urgent Task
A story of foresight: In 2009, the current general manager of Uni-President's mainland China operations took three actions upon taking charge of its instant noodle business: promoting the well-known Laotan Sauerkraut Flavor, cutting products with gross margins below breakeven (about 500 million yuan, over 20% of total sales), and gradually cultivating upgrade products like Tang Daren. While many saw only the success of Laotan Sauerkraut, Uni-President was ahead in rebuilding its marketing system, leading to higher profits despite lower sales than competitors by the first half of 2016.
刘春雄No Job Is Without Its Grievances
Li Shaotang, former general manager of Oracle Taiwan, said, "Being scolded is a skill." Indeed, whether you accept it or not, that's the reality. When facing grievances, you don't need to care too much about others' opinions; just remember to always be responsible for yourself. "A broad mind is forged by grievances." In life, you're destined to endure many grievances. While learning to smile them off and stay detached, it's more important to learn how to transform that energy.
达达令Wan Long: Pork Price May Drop to 8 Yuan per Jin by Year-End; What Is Shuanghui Doing Behind This?
In 2016, Shuanghui has been a hot topic regarding pork. On August 22, Wan Long, Chairman of Shuanghui Group and Chairman and CEO of WH Group, stated at a press conference that pork prices are expected to continue falling to 16 yuan per kilogram by the end of this year, with the decline lasting into next year. In fact, this is not the first time Shuanghui has publicly talked down the pork market. In March this year, Shuanghui executives had already made remarks about "excessive pork prices" and stated that in terms of nutrition and health, Shuanghui's American-style products far surpass Chinese-style products, which sparked criticism from pig farmers. Shuanghui: Importing 300,000 Tons of Pork Annually...
食经济The Changing Chinese Beer Industry: What's Next?
The Budweiser 'store-buying' conflict itself is not our main concern; through this incident, we discover that the Chinese beer industry is facing four major dilemmas: terminal, channel, brand, and market. Recently, the dispute between Budweiser and its distributors over 'store-buying' fees and subsequent verification issues has become a focal point. 'Store-buying' has a long history, dating back over a decade, and while its originator is hard to trace, I personally believe that buying out nightclubs and terminals is not advisable for several reasons.
蒋军Why Is Your Market Being Transhipped? How to Break It?
This article explains the reasons why distributors face transhipping (cross-regional selling) and provides strategies to deal with it. It covers causes such as unreasonable sales targets, pricing policies that encourage transhipping, and lack of enforcement, and offers solutions like contractual protections, evidence collection, negotiation, and building alliances.
佚名The Difference Between "Done" and "Done Well": Not Just Performance, But a Difference in Life!
Many people have complained to me: "Our boss asks me to do this and that every day, and many tasks are repetitive. It's so annoying. What should I do?" Whenever this happens, I ask them: "Have you ever thought about why the boss would have you repeat the same task, besides the basic daily work? Did you not do something well the first time? Is it because the boss was not satisfied with the previous result, so he wants you to do it again?" I find that most people cannot answer my questions because they feel guilty—they only know they have done a lot, but they don't know how well they have done it.
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