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Don't Just Simply Raise Salaries: 18 Ways to Give Employees a Pay Raise
Ability-based pay is outdated; now it's about value-based pay and broadband salary. The demographic dividend is gone, replaced by a focus on human efficiency. From paying to sharing, from win-lose to win-win, provide employees with a value-oriented pay raise plan and companies with a rapid performance improvement solution.
New DistributionHow Should Channel Diversion Be Managed?
Channel diversion refers to distributors' year-end sales tactics, secondary wholesalers' abnormal profit-seeking, customers' malicious retaliation against manufacturers, and some offices' tolerance for developing new markets. The greatest harm is destroying the manufacturer's lifeline—the price system. The highest level of problem-solving is prevention, so companies should first establish a reasonable price system to ensure fair profits for distributors, sub-distributors, secondary wholesalers, retail outlets, KA stores, restaurants, and special welfare points. Set your own rules and make participants willing to accept them; without rules, nothing can be accomplished. Defend these rules so that customers at all levels can steadily increase sales, earn reasonable profits, and build the brand together.
New DistributionThe "6+6+10" Principle for Distributors Setting Up Compensation Systems!
Most distributors, when designing compensation, first consider cost, then the minimum salary acceptable to sales staff, and rarely consider incentives. That is, most distributors have not fully considered how to design compensation that truly motivates employees. To design a good compensation system, you must understand why your employees work and how they will work hard. Bosses with work experience generally understand employee needs better. First, employees need security, meaning compensation must provide basic protection...
New DistributionClassic Quotes from the World's Greatest Salesman
1. Observe those ahead of you, see why they lead, and learn from their methods. 2. If you don't know what you want in life, what can you expect to get? 3. If you often criticize others, why not try praising them? 4. Think freely, but speak cautiously. 5. Knowing why you failed is already a form of wealth. 6. Confidence grows with use, and willpower strengthens with practice. 7. Don't be too hard on complainers; they already make their own lives difficult. 8. When things are at their worst, they usually start to improve.
New DistributionSix Essential Principles for FMCG Small Business Owners to Turn Distribution into a Big Business
Having trained tens of thousands of distributors for over a hundred companies nationwide, I've met many elites. A few years ago, I trained distributors for Shuanghui in 16 southern provinces and met General Manager Chen from Guiyang, whose company already had 64 delivery vehicles. In March this year, I trained distributors for Shanxi Zilin Vinegar in Chongqing and chatted with General Manager Qin of Riyuexing Company, the Nanyang distributor. I had met him years ago when training Fuling Zhacai distributors; now his annual turnover is nearly 100 million yuan. He manages to get all 150 supermarkets in Nanyang to pay upfront for goods, even during peak seasons like Spring Festival, rather than using credit terms.
王荣耀Getting Started with Distributor Management
New salespeople often feel at a disadvantage when dealing with distributors, mainly due to lack of experience and inability to discern the distributor's true demands. This article outlines three stages of managing distributors and three steps to understand them, emphasizing the importance of mindset, communication skills, and mutual benefit.
张云柱How Can Distributors with 1000-1500 Million 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, lack of professional management, reliance on a few brands, and resistance to change. The article suggests phased reforms: financial system overhaul, market terminal improvements, team performance changes, and product structure adjustments, emphasizing that growth beyond 15 million requires management efficiency.
赵波A Grain of Rice: Patience in Duty, Ultimately Filling the Granary
A man determined to become a billionaire by age 40, at 35, found this goal unattainable, so he quit his job to start businesses, hoping for overnight wealth. Over five years, he opened a travel agency, a coffee shop, and a flower shop, but each venture failed, plunging his family into dire straits. His exhausted wife, unable to persuade him to return to work, sought help from a monk. The monk told her to bring her husband to him. The man came reluctantly, and the monk challenged him to sweep the courtyard leaves, promising to reveal the secret to wealth. After a day of futile sweeping, the monk explained that desire is like endless leaves, covering patience, and patience is the sound of wealth. As a reward, the monk directed them to a granary with 100 bags of rice, behind which was a treasure box. After moving the rice, the man found only seeds and a note saying there was no gold. The monk revealed that the 100 bags of rice grew from that small bag of seeds over four months, and the man's patience was less than a rice seed's, so he couldn't hear the sound of wealth.
New DistributionThree Levels of Profit-Making for Distributor Bosses
From an organizational management perspective, there are three models for distributors to make money: the hunting model, the tree-planting model, and the farm model. The hunting model is like a mom-and-pop shop, the tree-planting model involves having a team, and the farm model represents a fully corporatized operation. Each model has different risk resistance and sales scale potential, and the key is to evolve from one model to the next.
New DistributionHow to Land the Offer in 90 Seconds?
Whether you are a veteran or a newcomer, interviews are a necessary step to secure a job, and self-introduction is the first and crucial part. This article provides a structured approach to crafting an effective self-introduction, covering key components such as basic information, current and past roles, skills, and alignment with the job, to help you impress the interviewer and increase your chances of getting the offer.
步马阿毛Dealer Management Actions Decomposed (Part 10)
This section reviews key points from the previous part, including correcting common misconceptions about promotions and detailing seven techniques for communicating launch plans. It then focuses on how to overcome common dealer doubts and obstacles, such as transitioning from credit sales to cash sales and addressing typical objections like high prices or low margins.
魏庆老师Strengthening Capital Management to Improve the Operational Efficiency of Trading Companies' Funds
For trading companies, the quality of their financial status and the level of economic benefits often depend on the speed of capital turnover. The essence of business operations is turnover. In most cases, due to strict bank lending policies and government support preferences, it is difficult for companies to finance through bank loans or government special funds. The main source of funds is profits. Capital is the blood, and the company is the body. To keep the body vibrant, the smooth flow of blood must be ensured. Only by strengthening capital turnover can financial security be guaranteed, thereby improving economic benefits, expanding the company's scale, and enhancing its development level.
陈崖枫How Can Family-Style Distributors Break Through Management Bottlenecks?
Recently, the author was asked by a distributor friend to analyze the current situation of family-style distributors and provide an in-depth diagnosis and recommendations for his company's operational issues, aiming to break through the current development bottleneck and undergo a comprehensive overhaul for his second entrepreneurial venture. (Due to certain reasons, the specific case cannot be described in text here, but this opportunity is used to analyze some common problems of family-style distributors.) It is often said that the market is like a battlefield; one must not only constantly monitor market changes but also keep an eye on internal developments. Only by balancing both internal and external factors and responding swiftly can one retain market share and navigate the vast market with ease.
汤如贤Dealer Management Actions Decomposed (IX)
This section continues the discussion on negotiation tactics with dealers, focusing on methods to convince dealers that they will definitely make money. It covers correcting common misconceptions about promotional 'secrets', detailing specific promotional methods for wholesale, retail, and supermarket channels, and emphasizing the importance of detailed communication and execution in presenting launch plans.
魏庆老师Five Swift Blades HR Uses to Dismiss You Without Compensation
In a sluggish economy, every company faces immense pressure on manpower and costs, making it essential to improve employee efficiency and reduce unnecessary labor expenses in 2015. China's labor protection mechanisms are not yet fully developed, and many marketing professionals find it difficult to obtain compensation when laid off. Below, the author briefly introduces the common dismissal methods used by HR.
New DistributionWhy Are Talented People Disobedient? 9 Mindsets for More Advanced Management
As a manager, it's not about your years of experience or being the most capable person on the front line—that's for senior technical staff. As the right hand of the boss, what matters most is having advanced management thinking: look deeper into every issue, think from the big picture, and be good at learning and discovering...
New DistributionWhy Do Leaders Like Employees Who Flatter Them?
First, let's define what it means to flatter a leader. Standing firmly with the leader and responding to their call during major issues and critical organizational decisions is not flattery; it's a necessary choice. Generally, flattery refers to excessive catering and fawning over trivial matters. Nowadays, people use "flattery" to satirize behavior that disregards objective reality and solely aims to ingratiate and please others. It seems like a derogatory term, but in practice, many employees rise by flattering their leaders, and...
New DistributionDealer Management Actions Decomposed (Part 8)
This section reviews the basic skills for negotiating with dealers before cooperation, then introduces specific methods and common patterns for communicating and formulating new market development plans. It emphasizes analyzing dealer psychology, reducing perceived risk, and using structured negotiation tactics to build trust and encourage cooperation.
魏庆老师What Exactly Is the Gap Between a Sales Supervisor and a Sales Director?
We often say that practice builds ability, so college students eagerly join social activities and new employees want to take on more important tasks. After years of effort, some become sales directors while others remain frontline salespeople. Why is there such a gap between people who have worked the same amount of time and had similar experiences? These frontline salespeople also have rich experiences and have done various jobs, but why haven't these helped their career development? There is an easily overlooked issue: some people have merely gone through experiences without gaining true experience.
杜坚How Should New Sales Representatives Be Trained?
This article compares the training and development of two new sales representatives, Xiao Li and Xiao Wang, who joined the same liquor company on the same day but were assigned to different markets. After one year, Xiao Wang was promoted to sales supervisor while Xiao Li left the company. The article highlights the importance of clear goals, specific work methods, and performance evaluation standards in cultivating excellent sales staff.
袁会文Dealer Management Actions Decomposed (Part 7)
This section reviews common pitfalls in dealer selection and provides a detailed action process. It then focuses on techniques to stimulate dealer cooperation willingness, including negotiation skills, creating a conducive environment, being sincere yet shrewd, building momentum before negotiation, and using two-way communication to guide dealers.
魏庆How Should Distributors Manage Their Cash Flow?
For distributors, cash flow is as vital as blood is to the human body. Managing it well requires distinguishing between different types of capital occupation—long-term, fixed, bad debts, short-term, and cash—and taking targeted actions to convert idle funds into active ones, shorten payment cycles, and increase cash-on-delivery sales.
董小全Why Do Teams Led by "Bad Bosses" Far Outperform Those Led by "Good Bosses"?
Numerous evidence shows that teams led by "bad bosses" far outperform those led by "good bosses" in execution. Some commentators even claim that history is often created by "bad people," such as Liu Bang, Cao Cao, Li Shimin, and Zhu Yuanzhang, because only "bad people" dare to initiate change. Creating a great company may also be similar, as "bad bosses" have stronger nerves, more unconventional thinking, and dare to break conventions and traditions. Business competition is ultimately a game of "hardball," where the "bad" (tough) win.
New DistributionThere Are No Employees Who Can't Be Managed, Only Supervisors Who Don't Know How to Manage
Because of my consulting work and as an FMCG distributor, I often spend time with business owners, and we frequently discuss management topics. Most owners complain that today's employees, especially those born in the 1980s and 1990s, are difficult to manage; they demand good working environments, benefits, and even fun at work. However, I usually smile and stay silent on this topic because I hold the view that 'there are no employees who can't be managed, only supervisors who don't know how to manage.' This article explains why I hold this view.
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