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Zeng Ming: Looking Ten Years Ahead, Where Is the Momentum? Working One Year, Where Is the Focus? (Full PPT and Video Included)
This article is from the WeChat public account: Notesman (ID: Notesman). Content source: On December 17, Professor Zeng Ming and his team held a public class at Hangzhou Normal University titled 'Looking Ten Years Ahead: Zeng Ming Academy Public Class'. Today's note taker: Ke Zhou from Notesman; Editor: Su Wenbing. The note invites readers to think first: What are the reasons behind the decade's dramatic changes? When enterprises are lost, how can they open up new patterns? How is intelligent business composed?
曾鸣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. For FMCG, speed is paramount, followed by systematic marketing, regional focus, and single-point breakthroughs. This article provides practical insights into managing the dynamic process of a new product launch—covering market inventory, distribution, observation, assessment, attack, activation, and protection—to help FMCG companies navigate critical issues.
王传才From 3,000 Cases a Year to 100-Fold Growth: How Wu Yonghong of Guizhou Achieved It in 12 Years with Red Bull
In June 2005, a visit from the head of Red Bull's Guizhou office changed the trajectory of Wu Yonghong, then general manager of Bijie Sugar, Tobacco and Alcohol Company. After an afternoon of talks and a night of consideration, he signed the contract the next day, driven by the sincerity of Red Bull's representative and his belief in China's functional beverage market. Over 12 years, he grew Red Bull sales in Bijie from under 3,000 cases to over 100 times that, overcoming initial hardships and eventually achieving remarkable success.
New DistributionWhy Have Work Logs Become a 'Chicken Rib'?
After employees submit their work logs to supervisors, they often receive no feedback or interaction. Many managers simply click a button in the management software, and the employee sees a 'read' mark or an automatic 'received' reply, nothing more. Having worked with many companies, I've noticed a common phenomenon: almost every company requires salespeople to write daily work logs and report them to sales or regional managers, but this system is poorly executed and has become a 'chicken rib'.
戈军珍Employees Lack Motivation? Try These 108 Ways to Motivate Them!
This article outlines 108 methods for motivating employees, organized into 12 categories including leading by example, setting goals, delegating authority, showing respect, communicating effectively, building trust, being tolerant, giving praise, appealing to emotions, fostering competition, cultivating corporate culture, and using discipline. Each method is presented as a practical tip for managers to inspire their teams.
New DistributionExclusive | Riding the Wave, Leading the Charge: An Interpretation of Qingfeng Paper's 2018 B2B Strategy
With the explosive growth of FMCG B2B platforms over the past three years, the internetization of the FMCG industry has become a focus for brands and society at large. On December 15, a New Distribution reporter interviewed Dustin, General Manager of Sales Operations Planning, Hu Tao, General Manager of Eli, and other channel marketing staff at APP's tissue marketing headquarters for nearly two hours. Dustin fully elaborated on the practical strategies of APP's tissue sales COO Pan Jiahong and the sales operations department for Qingfeng and FMCG B2B platforms.
袁来How to Prepare for the Spring Festival Golden Season?
Have you made your plan? As the saying goes, preparation ensures success. The Spring Festival business war is undoubtedly fierce, and a single oversight could let competitors in. Therefore, thorough preparation is the first principle for cashing in during the festival. Your plan should consider factors such as product display, promotions, store inventory, competitor dynamics, and gift packs. Submit your promotional plan to stores early, negotiate for prime placement, and ensure adequate stock to avoid stockouts.
New DistributionHow to Avoid Being Fooled in Negotiations with Retail Chains?
Many new salespeople fear negotiations with retail chains and worry about being deceived. To avoid this, suppliers should prepare thoroughly before negotiations, observe carefully during negotiations, and review and supervise after negotiations.
黄静1 Year, 5,000+ Outlets, Tripled Performance, Annual Revenue Over 100 Million: How Did He Do It?
A year ago, a few salespeople served 300 outlets with annual revenue of just over 30 million; a year later, 20+ salespeople serve 5,000+ outlets with annual revenue exceeding 100 million. In just over a year, how did he achieve this? In 2017, New Distribution conducted a survey of 22 major cities across China, systematically investigating the coverage, penetration, supply chain organization, platform operations, delivery capabilities, and service visits of various FMCG B2B platforms in different regions.
刘少德How to Write an Excellent Annual Work Summary?
A well-written annual summary report can be a competitive advantage for professionals, even a 'booster' for promotion and salary increase. As the year ends, many companies conduct annual reviews, and writing a good summary is a common challenge for managers. This article provides a comprehensive guide on structure, key points, content, and common pitfalls.
戈军珍Distributors: Without Organizational Life, You're OUT
Organizational life refers to the regular, institutionalized activities that all members of an organization participate in. For distributors, even small ones, having a regular meeting system, especially weekly meetings, is crucial for overcoming employee inertia, enhancing communication, and building team cohesion and competitiveness. Distributors without such organizational life are truly outdated.
韩锋Interview with Zhou Jinsong: Jinzai's Thirty Years, Honest Craftsmanship Creates Great Taste
He carried dreams and was the first to leave Pingjiang, over decades driving 100,000 Pingjiang people to produce soy products, flour products, and other snack foods nationwide. He opened his arms, traded shares for growth, and within a few years grew the company's output from tens of millions to hundreds of millions. He looked ahead, attracted resources with his brand, and within months secured 300 million yuan in investment, the largest strategic investment in China's snack food industry in recent years. Zhou Jinsong, chairman of Hunan Huawen Food and founder of Jinzai Xiaoyu, is thriving in his career and pragmatic in life.
陈赛What Should a Sales Manager Do at Year-End? — A Market Self-Audit at Close Range!
As the year draws to a close, it's time for review and reflection. Beyond routine annual reports, next year's plans, and budget forecasts, regional managers should engage in deeper self-examination of their market management. This article provides a systematic self-audit framework covering four stages—from avoiding basic errors to mastering strategic thinking—to help regional managers identify gaps, correct course, and prepare for the coming year.
魏庆Doubendou Exceeds 200 Million in Two Months, Xiaobai Milk Sells 3 Million Tons Daily, Yinlu Premium Porridge Annual Sales Reach 160 Million... How Did 2017's Hot Products Perform?
As 2017 draws to a close, the food industry has seen many significant new products. From Yinlu's premium eight-treasure porridge, to Dali's Doubendou soy milk, to Kedi's Xiaobai milk, these products have shown the industry's innovation. This article investigates their sales performance.
New DistributionNew Invoice Rules in December! Reimbursement Staff Beware: Careless Invoicing Could Mean Paying Out of Your Own Pocket!
As 2017 draws to a close, the strictest invoice policy has been in effect for five months, and new tax rules are rolling out this month. Starting next year, the national tax system will fully implement electronic management of fiscal receipts, discontinuing manual fiscal receipts.
New DistributionCan High Commissions Motivate Salespeople to Sell New Products?
In the boss's view, there is certainly room for employee improvement, but it requires external drivers such as assessment pressure and incentives. During the new product launch phase, the simplest way to encourage employees to sell more new products is to offer higher commission rates for new products, such as one point for old products and two points for new ones. However, the actual effect is not as good as expected; employees do not show much interest in selling new products and continue to sell old ones.
潘文富How Well Distributor Employees Perform: It All Comes Down to Salary and Performance Assessment!
Regardless of the period, region, market conditions, or products being handled, salespeople are the foundation of sales work. Therefore, motivating sales staff while ensuring the implementation of senior leadership's strategic intentions has become a critical issue for manufacturers and distributors to solve. Among various solutions, adjusting the salary structure of sales personnel is the most direct and effective method. This article provides a detailed explanation of how to build a salary system for sales staff, hoping to assist corporate managers and distributor partners.
New DistributionJiuzhitang, Known for Donkey-hide Gelatin Blood-tonifying Granules, to Start Selling Toothpaste...
An illusion of prosperity. As you may know, Jiuzhitang, known for its donkey-hide gelatin blood-tonifying granules and Liuwei Dihuang pills, is about to start selling toothpaste. From December 3 to 6, Jiuzhitang's five-year strategic launch conference for toothpaste products was held in Changsha, where it announced the launch of its Luohua Zizhu series toothpaste, aiming to break the category's bottleneck of "difficulty in combining efficacy with fresh breath." In fact, besides Jiuzhitang, many pharmaceutical companies have crossed over into daily chemical products by selling toothpaste, such as Yunnan Baiyao, Jiangzhong Pharmaceutical, Harbin Pharmaceutical Group, Pien Tze Huang, Du Yiwei, Guangzhou Pharmaceutical, and GlaxoSmithKline.
师姐Exposing FMCG Salespeople's Tricks to Profit from Company Loopholes—You'll Relate
Recently, many FMCG salespeople complain about poor market conditions, low sales, and low income; others blame strict management, tight commission and travel expense policies, and lack of perks. Some also say marketing management is too rigid, with satellite tracking, daily reports to headquarters, and work logs. The central theme is low income and strict management, making sales jobs seem unprofitable. According to industry reports, salesperson incomes are declining, careers are shortening, and only a few truly profit, while most barely make ends meet. As the saying goes, 'No matter how careful, there's always a loophole.' Despite companies' marketing rules, there are still marketing black holes. Many salespeople exploit these management flaws to get rich, some even amassing millions. Here are ten common tricks used by FMCG salespeople to profit from company loopholes.
New DistributionDecember Brings a New Wave of Price Hikes, Dealers Cry Out: How to Survive This Winter?
Paper prices have risen again! Since December, paper prices have once again surged, and since September last year, paper manufacturers and their upstream and downstream suppliers have been plunged into renewed worry and anxiety. With prices soaring, plummeting, and soaring again, the paper market has been like a rollercoaster.
澄韵How Distributors Can Manage: Drivers, Assessments, Territory Division, Salaries, and Vehicle Sales Issues?
Distributors often work on the front lines, resembling "warrior" leaders. Many small and medium distributors are versatile, handling delivery, payment collection, negotiation, and unloading, but they may be trapped in a "money-focused" mindset, reluctant to hire or retain staff. To improve their business level, they must focus on team management, including vehicle sales visits, business processes, salary structures, territory division, assessment results, commission orientation, bottle return commissions, and driver-salesperson salary composition.
New DistributionZhong Shanshan's Surprising Attitude: Without a Good Product, the Faster You Market, the Quicker You Die!
Zhong Shanshan, chairman of Nongfu Spring, is known for his maverick marketing style. With unique concepts and fresh angles, he has created numerous hit products over his 30-year career, such as 'Nongfu Guoyuan' juices, 'Scream' functional drinks, and 'Tea π'. Recently, his new move has stirred the food industry: the 'farmer' who sells water is now selling 'water for the skin'.
New DistributionWho Forced the Boss to Flee!?
A distributor, facing bankruptcy, issues a public apology and explains the reasons behind his failure, including blind expansion, failed investments, and high-interest loans, while vowing to repay his debts and start over.
李晓冬How Can B2B Distributors Doing Regional Joint Distribution Achieve Business Profitability?
After nearly four years of market education from 2014 to 2017, almost all distributors of a certain scale have begun to realize the need to embrace the internet and upgrade their businesses. For regional distributors with limited individual capabilities, forming alliances and engaging in joint warehousing and distribution for urban logistics is recognized as the best transformation path. However, while the potential for joint warehousing and distribution is vast, many distributors find that the single business model leads to long financial payback periods, clear revenue ceilings, and insufficient profitability without large-scale traffic, making it feel like jumping into a fire pit. This article discusses how distributors can expand their business after implementing joint warehousing and distribution to achieve stable returns.
赵波