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Browse 3961 New Distribution articles about Management & Methods.
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Small Distributors Rely on Intuition, Medium-Sized on Professionalism, Large on Management
The elimination and mortality rates among distributors are extremely high. How many distributors from 10 years ago have survived to this day? The wealth accumulated often follows the pattern of 'where did the money come from, and where did it go?' A cycle repeats every five years. In this cyclical process, do you see a strange fate or a clear path of business management?
New DistributionHow Can Manufacturers Make Distributors Indispensable?
Distributors are the first ticket for manufacturers to enter the market. It is no exaggeration to say that the quality of your distributors determines the quality of your market! Given the importance of distributors, how can companies retain them in the actual marketing process? This article shares the following ten tips: 1. Make distributors feel that following you is profitable; 2. Provide distributors with the 'magic bullet' to make money; 3. Let distributors make money 'steadily'; 4. Make distributors feel your 'devotion'; 5. Make distributors 'admire' your professional expertise; 6. Make distributors 'respect' your refined management; 7. Make distributors 'moved' by your sense of responsibility; 8. Make distributors 'respect' your staff's ethical standards; 9. Let your service 'warm' distributors; 10. Let distributors embrace your corporate culture.
New DistributionFrom Preserved Fruits to FMCG Aircraft Carrier: The Management Code of Tianwo International Chairman Lin Jianhua
The food industry is extremely challenging; the key is to excel in every detail and wholeheartedly consider consumers, ensuring every action meets their demands and dedicating full effort to work to achieve success. —— Lin Jianhua, Chairman of Tianwo International. This article is republished from the WeChat public account: Sales A.
小镇青年朱迪Eleven Incurable Diseases of Chinese Enterprises!
This article outlines eleven common brand management failures in Chinese companies, using examples like Wuliangye's brand overextension and the short-lived success of products like Shangwutong, to illustrate issues such as lack of brand planning, short-termism, and weak brand support.
朱玉童Lift, Cut, Stick, Move, Arrange, Stuff: Standard Actions for Beverage Display in Mom-and-Pop Stores
Every March and April, major beverage manufacturers launch their annual water war, and the daily basics for every frontline sales rep are to push inventory into stores, stock shelves, and fill coolers. But there's real skill in how to do this. The author summarizes six standard actions for terminal operations: lift, cut, stick, move, arrange, and stuff. These six words help sales reps know what to do and how to do it at the store level. Lift: as the name suggests, it means pulling our products out of the small store's warehouse, but where to lift them to? That's where the skill lies.
赵波Excellent People Are Paragons of Detail
The author reflects on the habits of successful people he met in his early thirties, noting their common ability to interact with others through smiles and proper etiquette. He emphasizes that true excellence lies in humility, courtesy, and considerate behavior in public spaces, contrasting this with the arrogance of some patrons at a restaurant.
New Distribution18 Tips for Getting Along with Secondary Distributors
This article, written by Pan Wenfu from Senpan Consulting, discusses how distributors can effectively manage their secondary distributors. It covers understanding secondary distributors, shifting from rigid management to cooperative partnerships, and gradually implementing control measures to secure market dominance.
潘文富In the Workplace, What Ultimately Defeats You Is Not 'Lack of Intelligence' but 'Lack of Thinking'
In the workplace, some people are slow to react, fail to execute details, and produce flawed results, while others are quick to understand instructions and execute tasks excellently. The key difference is not intelligence but the willingness to think. You can be less intelligent, but you must not fail to think.
BellaHow to Achieve Dynamic In-Store Displays?
China is a super manufacturing and copying powerhouse; once a product sells well, numerous imitations appear overnight. Therefore, it is crucial for manufacturers to capture consumers' attention through effective in-store display merchandising, as improved displays can boost sales by over 20%.
New DistributionTaking the Pulse of Distributors: Is Your Company Engaging in Pseudo-Corporate Management?
During training sessions with distributors, I often observe two interesting phenomena: some distributors register a company but don't know how to proceed with corporate management; others implement corporate management but only superficially, with a shell but no substance. This article explores why distributors struggle to implement true standardized corporate management.
崔自三Salespeople: See, Listen, Play – 'Three Skills to Win'
Salespeople are often told to master 'three skills': seeing, listening, and playing. While these are common catchphrases, not every salesperson knows how to apply them effectively. Drawing on years of practical experience, the author focuses on the second skill – listening – and provides detailed guidance on whom to listen to, what to listen for, and how to listen, to help sales professionals gather valuable information and ultimately win.
New DistributionRegional Manager Solving Problem Markets: One Goal, Two Priorities, Three Transformations, Four Basic Requirements, Five Key Tasks, Six Marketing Links
A regional manager is someone who can plan, develop, manage, and strategize a regional market, lead the sales team to meet challenges, solve market problems, and achieve sales targets as required by the company. A problem market arises from company policy or guidance errors, poor attitudes of market personnel, or wrong working methods, leading to unresolved issues that accumulate. The boss judges a regional manager by results: regardless of approach, the one who catches mice is a good cat. For problem markets, risks and opportunities coexist; if the manager fails to solve issues within the boss's expected timeframe, the boss may replace the manager, but success can be a springboard for promotion.
New DistributionCondiment Industry: How to Create a Big Flavor of Profit?
In the first half of 2015, while growth in most food and beverage sub-sectors slowed to single digits, the condiment industry maintained double-digit growth, leading the food industry. With consumption upgrading, rising living standards, and an increasing share of dining out, the condiment industry has broad growth space. Currently, per capita spending on condiments in China accounts for only about 0.4% of total consumption expenditure, leaving more than double the development space compared to countries like Japan.
小镇青年朱迪Dealers: Transformation Matters More Than Growth
In an era of civilizational change, transformation and change are paramount. The article argues that traditional 'big and strong' enterprises are dying because they fail to adapt to the new information civilization, and that dealers must prioritize transformation over growth, exploring new tracks and embracing cross-industry innovation.
刘春雄"Some People Will Always Be Wronged; the Bird That Survives the Fire Is a Phoenix"
This article compiles the reflections of Chinese entrepreneurs like Liu Chuanzhi, Ren Zhengfei, and Ma Yun on how they faced and overcame grievances and setbacks in their careers. It emphasizes that success often brings more grievances, and the key is to endure, release, and transform them into strength.
New DistributionWhy Isn't Your Market Growing? Find Out with These 7 Questions
Successful experiences are similar, but failures have various reasons. For distributors, why do sales not grow in their region despite the same products and promotions? This article reveals seven key reasons for stagnant regional sales and offers solutions.
New DistributionQili vs. Red Bull: How Should Qili Really 'Qili'?
Qili, Lehu, and Dongpeng Special Drink have failed to challenge Red Bull's dominance in the energy drink market, not because of product or corporate strength, but because Red Bull has firmly occupied the position of 'authentic' energy drink in consumers' minds. The article suggests that Qili could reposition Red Bull by leveraging the negative perception that Red Bull contains hormones, proposing a strategy of 'no hormones, safer refreshment'.
柯磊Dealer Product Management: Master These Tables and Everything Will Be Clear
Many dealers, especially traditional FMCG dealers, rarely use data management tools in their daily operations, leaving them unaware of which products are profitable, which are losing money, and which have no market potential. Even dealers with large scale, good profits, professional teams, and monthly inventory and asset checks may still lack professional management. Based on over a decade of experience in the FMCG industry, the author shares several data management tools to help dealers.
曾文忠 陈行军Mastering the Methods for Effective Retail Visits
In actual sales work, we often observe numerous problems in salespeople's retail visits that prevent the visits from achieving their intended effect. These issues mainly include: 1. Visits without purpose; 2. Visits without regularity; 3. Inadequate preparation for visits; 4. Lack of methods in retail visits; 5. Too long intervals between visits; 6. Lack of etiquette in retail visits; 7. Visits that fail to solve problems. Therefore, for marketing personnel to make their retail visits highly effective, they must avoid the above problems...
伯建新By the Time the Market Matures, Where Will Your Opportunity Be?
Great people are great because of their extraordinary insight, decisiveness, and execution. A fisherman hesitated to cast his net until he was sure fish were present, but by the time he checked, the fish had fled. The lesson: don't wait for perfect conditions; act boldly on your instincts, as opportunities are lost when you delay.
New DistributionEight Strategies for Expanding Your Market: Distributors, Take Note!
In the highly competitive FMCG industry, distributors must carefully analyze their resources and adopt tailored market development strategies. This article outlines eight proven strategies—from the 'Snowball' and 'Mushroom Picking' approaches to 'Rural Surrounding Cities' and 'String of Pearls'—to help distributors effectively expand their markets and build a robust distribution network.
师顺宽Five Ways to Keep Products Moving in the Off-Season
The off-season often makes many baijiu companies feel uncomfortable, like arthritis patients facing rainy days. In this long and helpless season, should we rest and recuperate, or strive to do something to save the market? Striving to do something is to make the 'off-season not off,' and almost all companies are aware of this issue, but many think more and do less, merely making some sales adjustments, holding insignificant meetings, or repeating annual new product development, waiting for the sales season; or formally doing some perfunctory training courses, just going through the motions.
孟跃Do You Really Believe That "Character" Matters More Than "Ability"?
Why hasn't the "loyalty first" doctrine adopted by many companies led to prosperity, but instead to chaos? Is scientific corporate management based on "value exchange" or "personality exchange"? Why did some ancient emperors distrust the talents selected through rigorous examinations and prefer to use the eunuchs around them? This article is reposted from: Laomiao Tears Apart Marketing.
苗庆显8 Standard Steps for Sales Reps Working with Distributors: Right Methods Lead to Faster Distribution and Better Sales!
Working with distributors on delivery routes is a fundamental task for frontline sales reps, serving as a key channel for customer service and relationship building. It not only helps understand the market and find solutions but also strengthens bonds with clients, boosting their enthusiasm and cooperation. However, many reps end up as mere loaders, missing opportunities to improve performance. This article breaks down eight standard actions—communication, verification, discovery, opening boxes, grabbing prime positions, organizing shelves, positioning near competitors, and closing orders—to help reps add value and drive sales.
姚占伟