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Economic Downturn and Online Sales Erosion: How Can Traditional Enterprises Boost Performance in 2016?
Traditional FMCG companies are facing declining sales due to economic downturn and the rise of online channels. To improve performance, they must strengthen offline channels while leveraging online presence, using strategies like dual teams, updated tools, and key principles for distribution.
方刚The Most Powerful Sales Tactic: The Six-Move Killer Method
This article outlines six essential sales techniques: using praise as an icebreaker, asking questions to uncover needs, presenting points in an inverted triangle structure, telling stories to build value, assuming agreement to close deals, and following up with resource integration. These methods aim to build rapport, identify customer pain points, and ultimately drive sales success.
李俊俊The Two Hours After Work Determine the Person You Will Become
I am a maverick cat, who started working after graduation in 2008, and it has been seven years since. Seven years ago, I came across a saying: 'The two hours after work determine the person you will become.' For various reasons, I decided to give it a try. Over these seven years, I have been an employee at an international PR company during the day, and a persistent writer after work, having written four books, including 'When Your Talent Can't Yet Support Your Dream' and 'Don't Let the Future You Hate the Present You,' while also getting married and having children without missing out on anything. Although these seven years of persistence have been very hard, the rewards have been immense, and my achievements after work have even surpassed those at work, changing my life path in a certain sense.
特立独行的猫What to Do When Distributors Don't Cooperate?
The essence of management is service. Distributor management is likewise about reasoning rather than control; aligning the cooperation needs between manufacturers and distributors, finding common ground, and promoting win-win cooperation is the true essence of distributor management. The ultimate goal of managing distributors is to help them succeed.
New DistributionChannel Operations in Three-Character Verses
To help channel supervisors quickly get into work and make it easy to remember, Shengchu Consulting has compiled the following key points and methods for various channel operations based on years of experience. The content covers county-level supervisors, distribution channels, supermarket channels, tobacco and liquor stores, catering channels, and group buying channels, with mnemonic verses for each.
盛初团队How Should Distributors Formulate Their Strategy and Planning in 2016?
For distributors, formulating their own strategy and planning essentially means understanding a fundamental principle: what is their future mission or task? That is, what is their future value proposition, and what goals do they aim to achieve in the coming period? In short, strategy is about doing the right things; with the right direction, distributors can then develop their tactics and plans accordingly.
崔自三What Is Industry 4.0? This Down-to-Earth Article Finally Makes It Clear
The author, Brother Tu, explains Industry 4.0 in an accessible way, starting from the evolution of industry through the three previous industrial revolutions, and then detailing the challenges of the current era of overcapacity and the internet. He breaks down Industry 4.0 into six levels, from smart production to the ultimate stage of a Matrix-like world, illustrating each with practical examples and analogies.
New DistributionWhen Bosses Hire, They Don't Look at Ability First—They Look at These Three Things!
Character is the first principle. Everyone has their own interests, but the key is what those interests are for. Some people scheme, manipulate, and flatter solely for personal gain (power, money, status, etc.). Such people may be capable and good at deceiving others, sometimes appearing upright and virtuous, but in reality, they are dirty and vicious inside. It's better to keep such people at a distance and never make them friends or partners. I...
New DistributionHow to Write a Qualified Work Report? (With Downloadable Template)
Many readers have asked how to write a work report. This article provides a detailed template from a well-known beverage brand's regional manager position. To download it, reply "述职报告" in the official account. It also discusses common pitfalls and offers guidance on structuring an effective report.
崔自三How Should Distributors Cleverly Distribute Year-End Bonuses?
A case study: Lao Zhang, an FMCG distributor, feels anxious every year when distributing year-end bonuses, not because he is reluctant to give them, but because after each distribution, some employees, including key staff, resign. This article analyzes the reasons and provides practical tips on how to distribute year-end bonuses effectively, such as maintaining confidentiality, splitting bonuses, considering seniority, combining material and spiritual rewards, and choosing appropriate timing and locations.
崔自三How Distributor Bosses Should Handle Annual Budgeting and Control in 2016
At the end of the year, it's time for summaries, reviews, and planning, with expense budgeting in full swing. Besides performance, expenses are a crucial part of daily management. Many distributors complain that store expenses are insufficient, but do they know the actual returns? This article discusses how to determine store expenses, create effective budgets, and control expense loopholes.
黄静Reference Plan for Process Item Management Assessment for Business Office Directors/Supervisors
This official account will invite a senior executive from a certain company to explain this article in a WeChat group on January 14 (next Tuesday). To participate, add the 365 Business School assistant at the end of the article as a friend and note "Process Item". A business office director is generally the highest grassroots sales leader for one or half a prefecture-level city, serving as the basic unit of enterprise sales. The director's basic functions generally include two major parts: first, building a talent pipeline, making personnel reserves and assistance management; second, sales indicators, where process determines results, and results reflect process. Assessment indicators are ever-changing but ultimately boil down to result-oriented and process-oriented approaches. However, market foundations vary, and personnel personalities differ greatly. This assessment plan is specially formulated to leverage strengths and avoid weaknesses. Punishment is not the goal; as long as process or result items are achieved, punishment will not be imposed.
张宇How Can Distributors with 1000-1500万 Sales Break Through Growth Bottlenecks? Attached: 38,000-Word Distributor Internal Management Process Template for Download
Recent research in county markets with populations of 600,000-900,000 in Henan, Hubei, and Guangxi reveals that distributors with annual sales of 10-15 million are hitting growth bottlenecks, with sales declining in 2014-2015. Common issues include small teams of relatives, poor internal management, reliance on a few brands, and lack of professional marketing and management skills. The article suggests phased reforms: first, establish financial and inventory systems; second, improve terminal market performance and team evaluation; third, adjust product structure and implement budgeting. It emphasizes that growth beyond 15 million requires management efficiency, not just selling.
赵波90% of Companies Have the Wrong Inventory Management Logic
This article discusses common mistakes in inventory management logic, including focusing only on absolute inventory rather than relative inventory, focusing only on total inventory rather than effective inventory, and focusing only on the present rather than future predictions. The core purpose of inventory management is not to avoid stockouts but to maximize future sales by continuously supporting product availability.
黄成明Ning Gaoning Steps Down as COFCO Chairman Today; Zhao Shuanglian, Former Chairman of Sinograin, Takes Over
Ning Gaoning, the 58-year-old head of COFCO Group, will move to Sinochem Group to become its chairman. On January 5, 2016, the Central Organization Department announced the leadership change at Sinochem, with Ning Gaoning appointed as chairman and party secretary, succeeding Liu Deshu who retired due to age.
New DistributionZhu Danpeng: How Can Distributors Avoid Becoming 'Shocked Merchants' When Selecting New Products?
As market economy reforms deepen and competition intensifies, industry segmentation has become inevitable, and innovation across sectors is a defining trend. But is 'new' necessarily 'good'? Ultimately, consumers decide. Looking at the development of China's FMCG industry, the biannual sugar and wine fairs are a microcosm: thousands of new products debut each session, some winning consumer favor, others being rejected or slowly accepted. Thus, distributors—the frontline support for manufacturers—experience mixed fortunes. Why? How can they avoid becoming 'shocked merchants'? The author offers 13 principles based on years of experience.
朱丹蓬13 Killer Tactics to Obliterate Low-Price Competitors!
Facing the impact of low-price products, most salespeople first feel fear and then demand policy support. Here, I share my 15 years of practical strategies, tactics, and maneuvers for hunting down low-price competitors, divided into three parts. These methods are truly 'essential for home travel and deadly for rivals,' and mastering even one can make you an industry expert, boosting performance or earning you fame.
周广军Customer Objections? How to Resolve Them Quickly?
When customers disagree with, disapprove of, question, or reject our products or services, how can we quickly resolve the issue and gain their trust? By effectively handling customer objections, we can achieve the critical, turning-point step of customer purchase, upgrading potential customers into customers. How can we gain customer approval, help them quickly set aside objections, agree with us, and make a purchase decision? The prerequisite for effectively handling objections: adjust your mindset.
New DistributionKey Questions to Consider for Sales Growth in 2016
This article shares insights from Mr. Zhu Zhiming during a WeChat group discussion in the '365 Business School'. It addresses common sales challenges, emphasizing the importance of understanding the essence of consumer behavior, terminal acceptance, and effective sales strategies. The key to success lies in creating influence, sustaining consumption through popularity, and focusing resources for market breakthroughs.
朱志明How Should Food Distributors Survive in 2016?
Due to slowing economic growth, severe product homogenization, oversupply, and intense competition in the food industry, coupled with the hype around internet marketing concepts, food distributors face unprecedented challenges in 2016. This article provides practical advice on how to thrive by selecting products based on local consumer demand, building terminal profit models, improving team management efficiency, and adapting strategies according to company size.
师顺宽How Can Distributors Effectively Launch New Products and Make a Splash?
In a narrow sense, new product sales are essentially the process of unblocking the distribution chain, and how to effectively unblock this chain is the key to a successful new product launch. This article provides distributors with strategies for effectively launching new products by focusing on three key points: distributors' willingness to promote, retailers' willingness to sell, and consumers' willingness to buy.
New DistributionHow Did Sun Quan, at 18, Ascend to Power and Rule Eastern Wu for 53 Years? A Management Perspective
Cao Cao once remarked, "To have a son, one should have Sun Zhongmou (Sun Quan)." Despite Cao Cao's own accomplished sons, he held Sun Quan in unique esteem. After inheriting the heavy responsibility from his father and brother, Sun Quan not only prevented Eastern Wu from decline but also expanded its territory and consolidated its regime, largely due to his exceptional management skills.
张正平The "Seven Mouths" Salespeople Should Avoid
In communication with customers, salespeople should not only use polite language and maintain a humble attitude but also pay attention to certain details in the way they converse. They should avoid the following "seven mouths" when talking with customers: (1) avoiding "shut mouth" (silence), (2) avoiding "interrupting mouth" (interrupting), (3) avoiding "dirty mouth" (foul language), (4) avoiding "oily mouth" (glibness), (5) avoiding "chattering mouth" (nonsense), (6) avoiding "arguing mouth" (argumentativeness), and (7) avoiding "knife mouth" (sharp-tongued remarks).
New DistributionProfessional Managers, Why Are You Still Poor?
A survey among professional managers in Guangdong reveals that many are considered poor by current standards, and the article explores why 80% of professional managers remain poor, attributing it to scarcity mindset, indecisiveness, lack of courage to change, and poor financial management, while offering advice on planning and wealth accumulation.
冯建军