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Browse 3961 New Distribution articles about Management & Methods.
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Case Studies of Successful Competitive Strategies in the Beer Industry
This article analyzes six successful competitive strategies in China's beer industry, including Harbin Beer's brand strategy, Xuejin's high-end strategy, Zhujiang Beer's multi-dimensional strategy, Yinmai's flanking strategy, Tianhu's focus strategy, and Daxue's low-cost strategy. It highlights how these companies achieved success through unique approaches, offering insights for other enterprises.
New DistributionHow Distributors Can Build a Performance Growth System in the New Era (Part 1)
This article explores why distributors struggle to grow sales beyond certain thresholds, such as 10 million or 100 million yuan, and identifies four key factors: the boss, the executive team, products, and market conditions. It emphasizes the importance of mechanisms and business model innovation, illustrated with examples like the Los Angeles Olympics.
New DistributionHow Distributors Can Build a Performance Growth System in the New Era (Part 2)
This article outlines ten key principles for distributors to maximize learning and adapt to new market conditions, emphasizing the need to embrace new ideas, maintain a positive attitude, and focus on team building and market strategies.
New DistributionHow Distributors Can Build a Performance Growth System in the New Era (Part 2)
This article discusses the importance of product selection for distributors, emphasizing that choosing the right products is more critical than having many. It introduces methods to identify 'gold' among existing products, such as the 'unique product determination method,' and warns against common pitfalls in product differentiation.
New DistributionHow Distributors Can Improve Capital Turnover Rate
Capital turnover rate is influenced by two dynamic variables: capital flow and logistics, which are the core of modern distributor management. Only by improving management can distributors truly enhance their capital turnover rate. This article uses the distributor's workflow as the main line to highlight how various process management aspects affect capital turnover rate, offering practical suggestions.
New DistributionIf You Don't Do These Things in the Off-Season, Expecting High Sales in Peak Season Is Wishful Thinking!
The article emphasizes that off-season market preparation is crucial for peak-season sales. It outlines key factors such as distribution coverage, core terminal development, consumer awareness, and team execution, providing detailed strategies for each to ensure success in the peak season.
New DistributionDistributors: How to Retain Key Employees?
With rising costs and inflation, most small companies cannot afford to significantly increase wages for all employees. The author suggests focusing on retaining the top 20% of key employees by offering them shares, increasing their income, and providing career development opportunities, which has proven effective in reducing turnover.
New DistributionHow to Excel in Sales: A Career Development Guide for New Salespeople
This article discusses how ordinary people can achieve top 1% performance in sales, even if they are introverted, new to the field, or have faced repeated failures. It emphasizes the importance of loving your work and outlines three key questions to address: career choice, sales methods, and learning methods.
New DistributionHow to Excel in Sales: A Career Development Guide for New Salespeople
This article debunks the common sales myth that frequent customer rejection is normal, arguing instead that it stems from inefficient, value-less selling methods. It advocates for a customer-centric approach, precise targeting, and creating strong allure, using the 'one center, two basic points' framework and the principle of making customers chase you.
New DistributionTips for Controlling Promotion Costs
Promotions are a powerful sales tool, but they usually cost money. Suppliers naturally want to spend less and achieve more, so how to minimize costs while maximizing promotional effectiveness is a common goal. Since retail promotion resources are scarce, retailers will try to raise the 'threshold' for promotions to extract more benefits from suppliers. Therefore, suppliers should design their promotional plans from the retailer's perspective, using 'limited quantity' to stimulate buyer expectations and 'exchange' methods to reduce their own costs.
New DistributionMotivating Salespeople with Clever Betting Techniques
This article discusses how distributors can use betting techniques to motivate salespeople, drawing on the biblical story of the talents to illustrate the Matthew effect. It outlines setting stakes, creating a prize pool, and public award ceremonies, and advises on which products and timings are suitable for such bets.
New Distribution“Marketing” vs. “Sales”: Which Is More Important?
A boss emphasized that salespeople should sell products regardless of product quality, reflecting a common tendency to prioritize sales over marketing. The article argues that marketing is about making products easy to sell, while sales is about selling well, and both are crucial for SMEs, with performance being the product of marketing and sales.
New DistributionHow Should Distributors Handle the Headache of Increasing Sales Targets?
A distributor named Xiao Xu is worried because his renewed contract sets a significantly higher sales target than last year, while market expense support from the manufacturer seems to be shrinking. To cope with annually increasing sales targets, distributors must build their own sales channels and distribution networks to reduce dependence on the manufacturer and gain a stronger position.
New DistributionPromotional Killer Move: The Dilemma of Product Bundling
Bundling is a common promotional tactic, but it doesn't always work. According to prospect theory, combined payment reduces pain, but when products of different price tiers are bundled, consumers may value the bundle less than the expensive item alone, a phenomenon known as subtractive valuation. To avoid this, retailers should avoid bundling products from different price categories, price items separately, and guide consumers to focus on non-price factors.
New DistributionFour Cases Show How to Master Channel Promotions for New Product Launches
When launching a new product, distributors need to manage distribution and promotion across various channel links, including sub-distributors, retail terminals, supermarkets, and competing products. By designing tailored promotions for each link, distributors can achieve optimal market coverage and quickly boost market share, while ineffective promotions may lead to channel stagnation.
New Distribution7 Principles and Techniques for Praise
A survey of 1,500 people found that recognition is the most powerful workplace motivator, yet 58% of employees say their bosses never say thank you. This article offers seven principles and techniques for effectively praising employees, emphasizing sincerity, timing, and tailoring praise to the individual and situation.
刘勇10 Wolf Rules of Leadership: Are You 'Wolf' Enough or 'Sheep' Enough?
In the life of a wolf, nothing can replace perseverance, which has enabled wolves to survive through countless hardships and become one of the most resilient animals on Earth. In modern management, many people draw lessons from wolf behavior. This article explores the charm of wolf culture and why modern leadership emphasizes wolf rules, presenting 10 such rules.
New DistributionOpportunities and Threats Facing Traditional Industries
An increasing number of traditional enterprises are planning transformation, yet they face a severe crisis as they lose their bearings in the Internet era. The biggest crisis is not current profits but the ability to clearly grasp the future, as traditional marketing loses its momentum and transformation poses risks.
New DistributionLessons from the Three Kingdoms: How to Treat Departing Employees
This article draws lessons from the Romance of the Three Kingdoms, particularly Cao Cao's treatment of Guan Yu, to argue that companies should treat departing employees with integrity, generosity, and recognition, as this reflects management culture and future prospects.
New DistributionTop Salespeople Are First and Foremost Great Communicators: How to Become One?
This article uses the classic film The Shawshank Redemption to illustrate the importance of communication skills in sales. It contrasts three parole hearings where the protagonist Red adjusts his responses to achieve different outcomes, drawing parallels to how salespeople should handle customer objections. The article also provides practical tips and examples, including a comparison of two common sales statements and their impact on customer trust.
New DistributionWill Employees Resign as Soon as Management Gets Strict?
This article addresses common employee management issues such as lack of motivation, high turnover, and the fear of strict management leading to resignations. It identifies twelve root causes of employee dissatisfaction and offers practical advice for distributors to improve retention and performance.
New DistributionHow Distributors Can Promote New Products at the Terminal
Terminals, distributors, and consumers are not short of new products, but for distributors, a successful new product means a new profit source. However, the survival rate of new products is less than 15%, and in the FMCG industry, it is as low as 5%. This article uses the example of Boss Hu, a distributor in Changsha, to explain how to design an effective new product launch plan and find the connection point between the new product and the terminal, thereby improving the survival rate of new products.
New DistributionMastering 'Discourse Power' in the Channel Chain
Channel strategy is about solving how a company's salespeople and channel partners actively sell products, and how to maximize the integration and utilization of sales resources. The core is to ensure product visibility through distribution and to build base markets that provide cash flow and experience for expansion.
New DistributionThe World Is Changing: How Can Distributors Transform in the New Mobile Internet Environment?
After a year of OTO hype and industry disruption in 2014, Chinese entrepreneurs are pondering how to navigate the future if OTO becomes essential. This article explores redefining business, trade, and marketing in the mobile internet era, and outlines the future role of distributors as operators and service providers.
New Distribution