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Every Outstanding Salesperson Is a Madman, a Fool, and a Grandson
Sales is tough, and to hit targets, I've forced myself to become three things: a madman, a fool, and a grandson. This means having the spirit of a madman, the stubbornness of a fool, and the awareness of a grandson, which are essential for success in sales.
New DistributionYou Think You're Working for Your Boss? Actually, You're Creating Opportunities for Yourself
The company may appear to belong to the boss, but in reality, it's a platform for everyone to pursue success. By working with the boss's vision and attitude to create maximum value, you will eventually become the most important person in the company. Three classic stories can change your career: the story of the bride's heart not crossing the threshold, the difference between doing your best and going all out, and the parable of sand and gold.
New DistributionNo Middlemen to Take a Cut: A Good Deal or Not? — The Hidden Logic of Lies and Truths
In recent years, the Baijiu industry has seen business models claiming to reduce costs by cutting out middlemen. Zeng Xiangwen argues this is false; existing channel members are not redundant, and removing them often raises costs. The real way to lower channel costs is through reducing transaction and management costs, using methods like frictionless channels, Industry 4.0, and cross-channel performance management.
曾祥文26 Slides Expose All the Truths About Time Management
By Etienne Garbugli. Learning time management can greatly improve work efficiency. Today, let's look at some techniques that can help us manage time effectively.
Etienne GarbugliHow a Sales Representative Grew Through Practical Experience to Become an Excellent Supervisor?
A sales representative, after initial failures, successfully turned around a struggling county market by implementing strategic product focus, aggressive promotions, and innovative cold cabinet tactics, ultimately boosting sales dramatically and earning the trust of the distributor before moving on.
丙哥Eight Strategies to Solve the Problem of Poor Execution
Whether in traditional marketing management or new media and internet management, employee execution is a key driver. Without efficient execution, even the best strategies are just wishful thinking. The problem of execution must be traced back to its roots, and the entire process from start to finish requires systematic implementation and monitoring. Today, we address the issue of poor execution through eight effective strategies.
刘雷Senior HR Explains Social Insurance and Housing Fund: How to Get Your Money Back!
After working as an HR in an internet company for three years, I often get asked about the details of social insurance and housing fund. This article explains how to make the most of your contributions, including tips on withdrawing your housing fund and claiming benefits.
New DistributionChinese Marketing Has Been Marginalized by Bosses for Too Long
Marketing has never been a prominent discipline worldwide, and China is no exception. Bosses' attention to marketing began to wane after 2000 and was largely marginalized after 2010. Marketing only becomes important when performance issues arise; otherwise, it is deemed unimportant. For a long time, Chinese marketing has developed inertially along existing tracks, with marketing being just one functional module of the enterprise—a key reason for its marginalization. Internet companies no longer treat marketing as a sub-module because their entire function is marketing, making the boss the de facto 'Chief Marketing Officer.'
刘春雄How to Become an Outstanding Distributor?
There are many distributors around us, but each has different sales methods. Becoming an outstanding distributor is not easy. This article explores key factors such as building relationships, delegating authority, clear positioning, learning ability, and innovative thinking. Understanding your strengths and weaknesses is crucial, as is leveraging resources and networks to succeed.
New DistributionHow to Solve the Problem of "Tilling but Not Cultivating" in Route Visits?
The article discusses the common issue of "tilling but not cultivating" in route visits by sales representatives in FMCG companies, where visits are made but not effectively managed. It proposes solutions such as terminal classification, key person identification, effective visit standards, and customer complaint and delivery management, all centered on customer relationship management to improve execution and market competitiveness.
方刚When Disaster Looms, How Do Distributors Fight for Survival?
With mounting economic pressure, rising operating costs, and aggressive e-commerce platforms, many distributors are crying out that they can't hold on. They have long been squeezed by upstream and downstream partners, doing the work of laborers for razor-thin margins. The impact of e-commerce, conflicts between manufacturers and distributors, channel conflicts, and supply chain integration have all left distributors feeling marginalized by the times. A crisis triggered by external B2B e-commerce platforms...
刘莉What's Wrong with Deep Distribution?
Deep distribution has become synonymous with meticulous cultivation. Many manufacturers, when aspiring to and implementing this 'intensive' model, often fall into the dilemma of 'intensive but not refined': more people but no performance growth; more standards but worse management; intensive cultivation but no fine work; abundant harvest but not necessarily a bumper yield. What exactly is the reason?
方刚Three Major Problems Plaguing FMCG Distributors and How to Solve Them (Cases and Analysis)
Distributors often complain about small markets, intense competition, difficulty in hiring, high demands from retail stores, shrinking profits, and increasing capital pressure. This article analyzes three representative problems: lack of systematic business awareness, how to gain a larger share in a small market, and the balance between volume and profit, providing cases and strategic advice.
New DistributionAssessing Distributors: Eight Dimensions to Determine Their Level!
The large-scale practical training course "Sales Manager Managing the Market: The July Battle" is now recruiting students! If you are a professional manager in the FMCG industry, struggling with poor performance, unresolved market issues, or not knowing how to operate in July, don't miss this online live course. For course dates and registration, click 'Read Original'. We can see that most distributors have been fighting on the front lines for years, somewhat like 'military generals' of mountain bandits. Many small and medium distributors are all-capable: delivering goods, collecting payments, negotiating, shipping, unloading...
方刚Three Preparations and Five Precautions: Mastering the Contract System to Activate Your Team and Achieve Sales!
The large-scale practical training course "Sales Manager Managing the Market: The July Battle" is now recruiting students! If you are a professional manager in the FMCG industry, still troubled by poor performance, unresolved market issues, or not knowing how to operate in July, you must not miss this online live course. For course dates and registration, please click "Read the original text"! Once a distributor's vehicle sales model is mature, they can introduce the "contract system," which means contracting the vehicle and market to subordinates for independent accounting, with the distributor collecting "rent." But the premise is that the distributor must firmly grasp the initiative and strengthen management of the contractor.
方刚Don't Obsess Over the Wind: It's Just a Myth!
Lei Jun, founder of Xiaomi, famously said, 'With the right wind, even a pig can fly.' However, in today's challenging economic climate, many businesses are tempted to chase trends, but true success comes from building a solid foundation and focusing on core strengths, not just riding the wind.
朱朝阳How to Cure the Disease of Unauthorized Price Cuts by Secondary Distributors?
Some secondary distributors, in order to meet sales targets set by dealers and leverage dealer policies to drive volume for other products, repeatedly cut prices, sometimes even below the factory price, which troubles many beverage dealers. The unauthorized price cuts by secondary distributors disrupt market order and harm the product's lifecycle, stemming from unreasonable price systems, sales policies, and channel width. To address this, companies and dealers should control profit sources and strengthen market supervision.
New DistributionTurning Around the Toughest Market in FMCG in One Week: Sales Up Tenfold
In September 2013, I joined a southern food group as an FMCG beverage salesperson, starting in townships serving secondary distributors. After six tough months, I was transferred to the city and assigned to District A, where five salespeople had failed in a year. After two days of analysis, I visited over 130 outlets in four days, addressing complaints and building trust, which boosted daily orders from about 30 cases to over 1,800 cases—a tenfold increase.
丙哥Sales Reward and Punishment System: Are You Using It Right?
Managing sales personnel is a major challenge for companies, leading many to establish various reward and punishment systems. But are these systems truly effective? Using statistical control charts can help us find the answer.
周渭新Recruitment, Management, and Retention: How Can Distributors Solve Their Assessment and Management Difficulties?
Distributors face challenges in assessment and management, including reliance on senior staff with lenient management, seasonal staff shortages, lack of process-based performance metrics, and difficulties in penalizing underperformers. The article outlines common pitfalls to avoid and describes four stages of distributor management evolution: the 'big pot' stage, commission-based stage, contract stage, and business unit stage.
方刚The Rise of Latiao: 'It Looks Like a Story Now, But It Was an Accident Then'
Spicy and sweet, this is the secret of Pingjiang latiao's appeal to children. Eighteen years ago, latiao was invented by accident, yet it unexpectedly saved Pingjiang County, a poor county in Hunan. After a period of wild growth, latiao companies began upgrading to shed the label of junk food, while also turning latiao into an internet sensation.
李在磊Over 10,000 Slaughterhouses Struggling to Survive! Shuanghui's Market Share Grows Against the Trend
In 2016, hog prices have remained persistently high, boosting profits in the breeding sector but squeezing downstream slaughterhouses as consumption falls and slaughter volumes plummet. The high hog prices have left most slaughter enterprises on the brink of collapse, while Shuanghui has managed to expand its market share through strategic adjustments.
胡军华When Li Yunlong Takes Over Your Company, This Is How He Would Do It!
This article outlines a comprehensive management approach inspired by the character Li Yunlong, focusing on training employees to fight, love to fight, and fight skillfully. It provides detailed steps for onboarding, training, motivation, and team building, emphasizing practical actions and continuous improvement.
New DistributionFrom Success to Confusion: A Testimonial from a Graduate of a Sibaida 'Kool-Aid' Class
The author reflects on the phenomenon of Chinese entrepreneurs who, after achieving initial success, become confused and susceptible to dubious training programs. Through personal experience at a 'Kool-Aid' class, the author analyzes the psychological and social factors that drive these business owners to seek such courses, ultimately attributing their vulnerability to three 'isms': opportunism, pragmatism, and exclusivism.
李天田