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Browse 3961 New Distribution articles about Management & Methods.
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3961 articles · Page 145 of 166
How to Defeat Low-Priced Products? (Tactical Combat Guide)
Facing the impact of low-priced products, most salespeople first feel fear and then ask for policy support. The author shares 15 years of practical strategies, tactics, and methods to hunt down low-priced products, presented in three parts. These methods are described as essential for survival and success in the market.
周广军2015 Township Market Tough? Change Path, Discover Gold Everywhere...
During the industry adjustment period, distributors are the first to feel the impact. In Baoding, Hebei, Shicheng Liquor, known for its low-key and stable style, bucked the trend by actively expanding into township markets through a strategy of 'building momentum in the middle, intensively cultivating townships,' achieving growth against the tide.
王赫Old Trees Sprout New Branches: 9 Secrets to Long-Lasting Best-Selling Products!
Philip Kotler, the pioneer of marketing, introduced the product life cycle concept, but said little about how products can stay evergreen and sell well for decades. Why has Coca-Cola sold well for a century with one formula, breaking the product life cycle curse? Why did JDB (Wanglaoji) turn from slow-moving to best-selling with the slogan 'Afraid of getting heaty? Drink Wanglaoji'? This article reveals the secrets to keeping old products selling well.
周广军Huang Tieying: Eight Questions I Use to Select a General Manager
The foundation of enterprise development lies in people; selecting and using the right people is key. This article presents eight questions to help you identify a capable general manager, covering interview questions and selection criteria.
黄铁鹰Strategies for Regional Low-End Baijiu Market Breakthrough
The baijiu market is sluggish due to restrictions on official consumption, affecting the entire industry. Regional low-end brands face challenges from premium brands' downward product line adjustments. To break through, they need to reshape brands, optimize product structures, focus on key markets, implement precise communication, and upgrade management with FMCG thinking.
蒋军The Essence of the "4Ps"
A reminder: click the blue text above to follow "FMCG Distributor Professional Consulting" for more insights on marketing and distributor management. When mentioning the "4Ps," many may think it's outdated, but philosopher Hegel said that the terms we use most often are those we understand least. This article re-examines the true essence of the 4Ps.
刘杰20 Key Rules for Effective Distributor Management
This article outlines 20 essential rules for managing distributors, covering sales growth analysis, expense ratios, payment collection, product assortment, inventory management, and more. It emphasizes the importance of regular visits, relationship building, and information sharing to ensure distributor cooperation and business success.
王荣耀Distributors Discuss: More Products, Less Profit—What to Do?
Old Chen, a distributor, is increasingly frustrated as manufacturers push more new products on him, yet his overall profits decline. He suspects the issue lies with the products themselves, not his operations, and seeks solutions to manage his product portfolio more effectively.
谭长春Effective Employee Motivation Methods and Techniques: A Must-Read for Management
This article provides a comprehensive guide to motivating employees, covering twelve key areas including榜样, goals, delegation, respect, communication, trust, tolerance, praise, emotion, competition, culture, and discipline. Each area offers specific strategies and actionable tips for managers to enhance employee engagement and productivity.
New DistributionEight Steps to Rapid Breakthrough in Regional Markets
This article outlines eight steps for FMCG distributors to achieve rapid breakthroughs in regional markets, starting with background analysis of consumers, competitors, and product strength, followed by goal setting, key issue analysis, brand strategy, and specific strategies for product, pricing, channels, and sales promotion, culminating in budget allocation and execution timelines.
刘拓Distributors' Insights: How Can Distributors Effectively Utilize Manufacturer Resources?
Distributors are adept at securing resources from manufacturers but often fail to maximize their use, turning them into idle assets or personal income. To truly benefit, distributors must understand their own weaknesses, align resource use with market competition, consumer and channel needs, and invest in building their core competitiveness, while recognizing that resources are time-sensitive and not just financial.
New DistributionSeven New Concepts About 'Sales Volume'
The physical manifestation of sales volume is the transfer of products. Tracking product movement can provide new insights into sales volume and reveal new ways to increase it. In most companies, salespeople talk about 'sales volume' constantly, and companies often use it as a yardstick for 'marketing heroes.' However, the sales volume everyone talks about daily is actually 'gross sales volume,' a numerical symbol that does not represent the true market situation.
郭旭Four Steps to Manage Salespeople's Mindset
This article discusses how distributors can manage the mindset of their salespeople through four steps: setting performance goals, establishing work logs, creating a mutual assistance award, and holding mindset adjustment seminars. These methods help salespeople cope with pressure, improve their attitude, and enhance their performance.
New DistributionHow Should Distributors Choose the Most Profitable Products?
Lao Zhang, a food and beverage distributor in a city in Zhejiang, has been in the business for years and was once successful, but recently he suffered heavy losses after taking on new products from three companies that turned out to be traps. This article analyzes the reasons for his failures and provides ten key considerations for distributors when selecting products with real profit potential.
陈志平In Sales, Revolution Is Bargaining
A reminder: click the 'FMCG Distributor Professional Consulting' above to learn more about marketing and distributor internal management. The article discusses the importance of bargaining in sales, illustrated by anecdotes and strategies such as using the 'late-mover advantage', protecting bargaining power, and employing the 'two steps forward, one step back' tactic.
左华5 Metrics for Distributors to Drive Sales Through Retail Terminals
Many enterprises in China set monthly and annual sales targets but consistently fail to meet them. The key for both companies and distributors is to understand their regional market and control retail terminals. This article discusses five key metrics—terminal distribution rate, terminal merchandising, terminal relationship maintenance, effective customer count, and price system control—that distributors should focus on to boost terminal sales and achieve performance goals.
师顺宽Internal Contracting: A Distributor's Way to Revitalize Team Energy
Distributor Mr. Dai, facing stagnant profits despite rising sales, implements an 'internal contracting' system to motivate staff and cut costs. By having drivers and salespeople take over logistics and sales territories as contractors, he boosts efficiency and income, turning a private company into a more collaborative venture.
栾玉东Distributors Talk: How to Manage Well?
Zhang Wei, a small distributor, faces management issues as his business grows. Through analysis and adjustments in product line, personnel, inventory, and channel management, he resolves these problems and improves performance.
谭长春Starting Your Business with Ten 'Ones'
This article provides guidance for new salespeople in the FMCG industry, outlining ten practical steps—from making a plan to writing a summary—to help them navigate their early career and achieve success.
New DistributionWhat to Do When Year-End Burnout Hits
This article discusses the symptoms of job burnout, the types of people most prone to it, and strategies for alleviating it, including setting clear goals, balancing work and rest, and organizational management approaches.
New DistributionWhat Does Marketing Management 'Manage'?
This article discusses what marketing management truly entails, arguing that it is not just for top executives but also crucial for frontline sales staff. It breaks down marketing management into managing five key demands: the enterprise, consumers, distributors, terminals, and the sales team, emphasizing that balancing these is essential for success.
蒋军Distributors, How to Choose Beverage Products in 2015?
According to media reports, at Wahaha Group's 2015 sales work conference, Zong Qinghou admitted to distributors that 2014 was the worst sales year in recent years, with overall sales down 7%. Meanwhile, Tingyi's announcement showed a 19.95% year-on-year decline in its beverage business revenue in Q3. The beverage industry faces a 'small year' in 2014, and the trend for 2015 will focus on small specifications, light flavors, niche categories, and the 4-5 yuan price range.
邹文武How to Write Eye-Catching Promotional POP?
This article explains how to create effective promotional POP, flyers, and sales letters by answering six key questions: grabbing attention with a strong headline, educating customers on benefits, offering guarantees, providing proof, attacking competitors' weaknesses, and creating urgency. It emphasizes that headlines determine 80% of results and provides numerous examples and strategies.
郑翔洲Sales Novices: How to Face Your Product's 'Shortcomings'
This article discusses how sales novices should understand and handle product shortcomings, emphasizing that no product is perfect and that the key is to focus on the product's positive value and benefits. It provides an analysis of different types of product deficiencies and offers principles for handling them objectively, ultimately encouraging salespeople to build confidence and concentrate on the product's strengths.
孔庆奇