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Is Physical Retail at a Dead End, or Has It Lost Its Fundamentals?
Physical retail has enjoyed such good times that it has lost its basic skills. Since founding Shanghai Shangyi Consulting in March 2010, I have interacted with hundreds of small and medium-sized retail business owners over five years, and a common feeling is that retail used to be too easy to make money. Fifteen years ago, opening a supermarket in central and western China could fill sacks with cash; ten years ago, just opening a store meant counting profits at year-end without worrying about losses; five years ago, though business was getting harder, most stores were still profitable. But in the last three to four years, especially since 2013, new stores have mostly lost money, and even previously profitable stores now earn little or nothing.
胡春才A Conscientious Enterprise Rescues the Market: Master Kong Takes a Stake in Wanglaoji
Master Kong is about to take a stake in Wanglaoji, which is good news for both parties. Why Master Kong? Why is Wanglaoji selling now? What changes will the beverage market see? Is this a conspiracy or an open scheme? Listen to Laona's analysis.
老纳Unilever's Battle to Go Rural
As even Taobao and JD.com expand into rural areas, can Unilever, the most down-to-earth FMCG giant, afford to stay put in first-tier cities? Unilever has established a production base in Meishan, Sichuan, to tap into the vast consumption potential of China's western market, following a strategy of 'following China's rhythm' through gradient transfer and localized production.
林岳The Difference Between You and a Million-Yuan Sales Director Might Just Be a Poster!
As sales professionals, we are all familiar with putting up posters. Many might dismiss it as trivial, but I believe the gap between you and a sales director earning a million yuan a year could be just one poster! This article explores the differences in attitude and execution across five levels, from 'good enough' to 'relentless pursuit of perfection,' and how mastering the simple task of poster placement can lead to extraordinary success.
赵波Mid-Autumn Festival Approaching, Preparing for the Peak Season: How to Successfully "Fill Up" Dealers' Warehouses?
As the Mid-Autumn Festival approaches and the weather cools, the traditional sales peak season for many food companies, especially confectionery companies, is about to begin. Most of the remaining annual sales tasks must be completed in the final months. A key step to achieving this is to effectively "fill up" dealers' warehouses (often described as "expanding their bellies"). This involves making dealers carry inventory beyond actual market demand or safety stock levels, which requires careful product selection, promotional strategies, and timing.
刘杰Put Your Work in Your Heart, and Your Boss Will Put You in His Heart!
No one wants to be a small clerk forever, but do you know how to successfully leap over the "dragon gate" and transform into a dragon? The secret is: if you keep your work in your heart, your boss will keep you in his heart; if you cast your work aside, your boss will cast you aside. Therefore, as an employee, you must be single-minded, devote yourself to work, love the company like your boss, and work like your boss. Only then will the scale in your boss's heart tip in your favor. If you always think about the company's affairs and keep work in your heart, your boss will always think about your future...
New DistributionBoss, Why Is Your Capital Turnover Getting Slower and Your Cash Flow Shrinking?
Economic transformation and the unique characteristics of China's market economy have shaped Chinese distributors. As the market develops further, many manufacturers directly participate in and control distribution channels, manage terminals, and promote channel flattening, while the rapid rise of large supermarkets and hypermarkets has made distributors' positions increasingly awkward. Channel reform is moving toward deep distribution and modern logistics, and the glory of distributors is heading toward differentiation or decline. "Profit margins are getting thinner; we've become high-level movers for manufacturers," "Entry barriers for large supermarkets are rising, costs are increasing, and settlement is getting harder," and "Capital turnover is slowing down and cash flow is shrinking" have become common complaints among distributors.
New DistributionWhat Is Management? Management Is About Repeating and Repeating!
As managers, we are often overwhelmed by the constant stream of new management concepts and tools, fearing we might be left behind. However, management is not mysterious; successful companies often rely on a simple principle: repeat and repeat. This article explains why repetition is essential, how to address recurring issues, and how to implement this approach effectively.
木子斫Six Sales Taboos: Most Managers Will Fall Victim to Them
To excel in sales, one must first excel in sales management. Many companies' poor sales performance—such as sluggish product sales, piles of accounts receivable, unmotivated salespeople, and high sales expenses—is not due to incorrect sales strategies or lack of effort from salespeople, but rather to inadequate sales management. One of the biggest taboos is having no sales plan.
王荣耀From "Terminal Interception" to "Ultimate Interception"
In traditional marketing, managers focus on the 4Ps, but often neglect the fierce competition at the point of sale. This article provides six strategies for countering terminal interception by competitors, including public opinion, packaging, atmosphere, psychological, selling point, and destructive interceptions, along with defensive tactics and post-repair evaluation methods.
张双Don't Be Unconvinced: Your Boss Is Indeed Smarter Than You
Many people question this view, and indeed some leaders are unworthy of respect, having risen through connections or politics rather than intelligence. Yet your boss must excel in at least three ways: position, network, and experience, which make them smarter than you in those aspects.
New DistributionHow Can Sales Managers Conduct Effective Sales Process Management?
For sales, a good process will definitely lead to good results, highlighting the importance of process management. However, good results do not always come from good processes; for instance, some salespeople may achieve their sales targets by forcing inventory onto channels, showing that results and process are not always equivalent. This underscores the necessity and urgency of sales management. Based on years of sales management experience, the author emphasizes that achieving sales goals requires a set of management tools and methods, which can be summarized as three tools and two methods.
崔自三12 Management Insights from a Small Distributor
A small distributor from Liaoning shares 12 management insights, emphasizing the importance of managing people, respecting the individuality of post-80s employees, balancing competition with warmth, and using practical methods like effective meetings and technology to improve efficiency.
刘会民How Hengan Achieved a 'Triple Jump' through Channel Construction
Pan Jiahong, a veteran of Hengan since 1996, recounts the company's channel evolution from traditional wholesale to modern trade and finally to full-channel coverage, driven by management reforms and standardization.
潘家红Enterprise Work Group Communication Management Methods and Norms
This article provides guidelines for managing enterprise work groups (such as WeChat and QQ groups) to ensure efficient communication and avoid time-wasting. It includes eight general principles and a specific example of a company's work group management norms.
张国祥How Should Frontline Supervisors Promote at the Terminal Market?
The terminal market, the end of the sales channel, is the final destination for manufacturers' sales. It serves as a crucial link between manufacturers, wholesalers, and consumers. The basic rule for successful sales today is that whoever controls the terminal market wins. Some manufacturers have mistakenly overemphasized advertising's role in pulling the market while neglecting terminal market construction. Many have learned from failures and are shifting their marketing strategies from advertising to channel promotion, focusing on improving retail store distribution rates and in-store product share.
王荣耀Detailed Explanation of the SMART Principle - Basic Theory
The SMART principle requires performance indicators to be Specific, Measurable, Attainable, Relevant, and Time-bound. Whether setting team work goals or employee performance targets, all five principles are indispensable, and the process of setting goals is also a process of continuous growth for both managers and employees.
New DistributionOreo's Sales Champion Shares: How to Be a Salesperson People Like?
1. Politeness is the bottom line, giving a warm feeling. Don't brag, be good at listening, empathize, and understand others. 2. Altruism, consider customers' interests, often give good professional advice; don't deceive customers for the sake of closing a deal. Do not do to others what you don't want done to yourself. Never recommend clothes that don't suit a customer and give false compliments. 3. Honest and reliable, absolutely don't fool customers, don't gain improper benefits; still be polite when facing customer rejection, and don't lose respect for customers just because the deal isn't closed temporarily. 4...
New DistributionDo! The First Principle of Managing Distributors
The first principle for salespeople managing distributors is to do, because action speaks louder than words. Consider this: will a distributor cooperate with and support a salesperson they do not trust or respect? A few years ago, during a training session at a company, an example was shared where a distributor called the sales manager, angrily demanding a replacement for the salesperson responsible for their market, threatening to stop selling the product if the salesperson was not changed. So, how can salespeople earn the trust and respect of distributors to gain their cooperation and support?
王荣耀How Should Distributors Manage Knowledge?
A distributor surnamed Huang, who started from a small stall in a food wholesale market and grew his business into a trading company with dozens of employees, faces challenges such as unclear profitability, operational chaos, and difficulty managing sales staff. These issues stem from a lack of effective knowledge management, which involves knowledge creation, sharing, and application to improve business performance.
余盛One Month to Mid-Autumn Festival: The Most Complete Practical Preparation Guide for Terminal Store Promotions
How to execute promotions effectively? There is abundant discussion on this topic in marketing theory books and forums, but most focus on theory and creative planning, with little attention to detailed execution. This article, from the perspective of a mobile phone store manager, provides a practical reference for promotion execution, covering key principles, purposes, classifications, processes, planning, budgeting, and preparation items.
艾建军How Can Family-Style Distributors Break Through Management Bottlenecks?
It is often said that the market is like a battlefield; one must not only constantly monitor external changes but also pay close attention to internal developments. Only by balancing both and responding swiftly can a business retain its market position and navigate the vast market with ease.
汤如贤Inventory, Distribution, Observation, Assessment, Attack, Activation, and Protection: A Deep Dive into Key Issues in FMCG Product Launches
New product launches may appear to be a strategic and tactical issue with ever-changing rules, but they deeply reflect a company's overall business strategy. The primary characteristic of FMCG new product launches is speed, as without it, there is no successful future. This article provides practical insights into the dynamic process control of new product launches—covering inventory, distribution, observation, assessment, attack, activation, and protection—to help FMCG companies identify and address critical issues.
王传才Assessing Distributor Market Performance: Start with Internal Management Precision
Distributors often operate on the front lines, resembling "warrior" figures akin to mountain bandits. Many small and medium distributors are versatile, handling delivery, payment collection, negotiation, and unloading, embodying a "model" of hard work. However, their success hinges not only on opportunities but also on the sophistication of their team management. This article outlines eight key aspects to evaluate a distributor's internal management, from vehicle sales visits and business processes to salary structures and performance incentives.
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