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The Ultimate Collection of Sales "Tricks"!
This article compiles essential sales principles and techniques, including the 7 rules for closing deals, communication tips like using "at the same time" instead of "but," strategies for handling price negotiations, the importance of persistence, and methods for building customer relationships and handling complaints.
New DistributionTen Major Challenges in Distributor Operations and Management!
The domestic market calls for 'marketing expert' type distributors, but unfortunately, such distributors have not truly emerged. There are two reasons: first, the overall market environment makes it difficult to cultivate such distributors due to insufficient trust between manufacturers and distributors, leading to both cooperation and restraint. Even if ultra-large distributors with sales exceeding one billion yuan appear, it is only an expansion of scale, not a fundamental change in their functions. Second, distributors are unwilling to position themselves as such; they feel that building a market for others' products is like making a wedding dress for someone else. Therefore, after making their first pot of gold, some distributors either move upstream to develop their own products or downstream to open their own supermarkets. Few focus on the present.
陈志平Three Cases Tell You How Distributors Can Become Regional Kings
Rather be a big fish in a small pond than a small fish in a big pond. Small fish are always easy to be eaten by big fish. Only kings and leaders have the right to speak and have more resources and opportunities. Distributors concentrate their strength (customers, channel networks, reputation, capital, government and public sector relations, etc., while internal management and external market management levels gradually reach or even exceed some production enterprises) in a certain region, or focus on becoming a 'distribution tycoon' in a certain type of channel, setting up an insurmountable moat for upstream manufacturers in the monopoly of local resources.
New DistributionThe Miracle of the Qi Family Army: The Value of Teamwork
In battle, every role in the Mandarin Duck Formation must fully utilize their trained strengths, with roles complementing and coordinating with each other. Ordinary moves become powerful weapons when combined with other roles. Once an individual leaves the team without support, they are doomed.
戈军珍Solving Money-Can't-Buy Problems with First-Class Management
The business partner mechanism is a product of the current era, adopted by many entrepreneurs because it supports enterprise development. It is not a one-size-fits-all solution; success cannot be simply replicated, but understanding the method can improve corporate management.
张文锋How to Scout Contract Terms Before Entering a New Retail Outlet
Knowing yourself and your opponent ensures victory. Before developing a new retail outlet, it's essential to gather intelligence on the outlet's background, entry barriers, and style. The development process hinges on negotiating commercial terms, and the contract determines the sincerity, plans, and future of the cooperation. Therefore, thorough preparation is needed before signing a contract, including understanding the other party's details and intentions.
黄静Making the "Off-Season" Hot and the "Peak Season" Hotter: A 360-Degree Guide for Distributors in the Off-Season
Every season, various data points stimulate distributors, but many new products disappear from the market shortly after. Experts say that less than 1% of the tens of thousands of new products launched each year survive, not because they are better, but because their sales teams know how to adjust product layout and structure. In the off-season, mastering these practical strategies can help you boost your business.
New DistributionA Summary from a Boss of a Failed Company: Management Should Serve Business!
A series of problems in a company often stem from management philosophy. For instance, 5%-10% of employees are always finding faults, 15%-20% produce substandard work, 20% work blindly, and only 20% perform at high levels. This article argues that management should be based on performance, allocate responsibility rather than power, and always serve the business, not exceed it.
陈春花Do You Know How Major Retailers Operate Their Omnichannel Strategies?
Driven by the dual forces of consumption and technological upgrades, transitioning online has long been a consensus among traditional retailers. Starting with RT-Mart's Feiniu.com in January 2014, traditional retailers have successively tested online businesses, and by this year, after continuous exploration, the omnichannel retail systems of major retailers have begun to take shape. 01 Operating Models: Self-operated and Third-party in Parallel We have reviewed the omnichannel businesses of Walmart, RT-Mart, Carrefour, Yonghui, Bubugao, Wumart, China Resources Vanguard, and Bailian, and it can be seen that there are two omnichannel operating models for retailers: self-operated and cooperation with third-party platforms. RT-Mart, Yonghui, China Resources Vanguard, Bubugao, Carrefour, and Bailian all have their own independent O2O platforms. In addition, most retailers have also initiated cooperation with third-party platforms.
Kantar RetailAlways Getting Pushed Around by Retail Buyers? Time for a Comeback?
Huang Jing, a researcher on retail issues, explains why salespeople often get disciplined by buyers and how KA managers can turn the tables by giving buyers valuable information and insights during meetings, thus elevating their status and securing better cooperation.
黄静Exclusive Serial: Offline Sales Secrets of Top Consumer Goods Companies (Part 2)
This episode focuses on a crucial metric in the FMCG industry: 'distribution rate'. It explains why distribution is essential for sales, how top companies collect and analyze distribution data, and the importance of real-time, multi-dimensional reporting for effective management.
刘昭Panel Discussion: How Can Distributors Leverage Centralized Warehousing and Distribution for E-commerce Transformation?
At the 3rd FMCG + Internet Conference hosted by New Distribution on November 8-9, 2017, in Chongqing, industry leaders discussed how distributors can use centralized warehousing and distribution (统仓统配) to transform their businesses for e-commerce. The panel, featuring logistics and software executives, debated whether distributors should build their own logistics capabilities or partner with specialized providers, emphasizing cost reduction, efficiency, and the importance of trust and scale.
New DistributionThe "Convenience Hotpot" That Many People Love Was Sent to the Fire Department...
Do you love hotpot? Nine out of ten people would say yes, and hotpot holds an unshakable place in foodies' hearts. A thoughtful inventor designed this "convenience hotpot" that requires no fire or electricity—just one person and a cup of cold water to enjoy hotpot. However, a young man in Chengdu who loves hotpot had his glass table shatter because of this self-heating "convenience hotpot," and recently, Xinhua News Agency's official WeChat account also reported on the dangers of this product.
New DistributionExpert Discussion: How to Empower Small Stores in the New Retail Era?
The 3rd 'FMCG + Internet Conference' hosted by New Distribution was held grandly at Chongqing Yuelai International Conference Center on November 8-9, 2017, attracting thousands of industry distributors, manufacturers, and internet companies from across the country. The following is the roundtable forum discussion on the afternoon of November 8, featuring Qiu Hao (founder of Dianchi), Zhao Wen (general manager of YeePay's industry line), Zhang Jiabo (sales director of Heading), Wang Jun (retail expert specially invited by New Distribution), Chu Zheng (general manager of Yunmei's cloud warehousing division), and Zhang Li (founder of Jianfu convenience stores), on the topic 'How to Empower Small Stores in the New Retail Era?'
New DistributionMore Data, Still Can't Understand Customers? Meiyijia, with 3.5 Million+ Daily Footfall, Tries Something New
Meiyijia, based on its membership system and leveraging mini-programs, is opening a community platform offering comprehensive services including products, services, entertainment, consulting, and logistics to provide richer services for members. More and more physical retail enterprises are shifting from serving stores to serving customers—Meiyijia, with over 10,000 stores, has even made this strategic adjustment. For Meiyijia, membership seems even more significant. With over 11,200 stores nationwide, it serves more than 3.5 million customers daily, who not only bring sales but also generate massive data for Meiyijia...
小扣柴扉Want Want's Three Major Categories Grow, H1 Revenue Reaches 9 Billion, Reversing Three-Year Decline
On November 20, China Want Want Holdings Limited (00151.HK) released its interim results for the nine months ended September 30, 2017. The report showed that from January to September 2017, revenue was RMB 13.5854 billion, with April to September revenue at RMB 9.0057 billion, up 6.3% year-on-year. After three consecutive years of decline due to changing consumption habits and market demand, the company's strategic reforms in product structure and marketing have begun to show results.
杨苗苗Offline Sales Secrets of Top FMCG Companies (Part 1)
In the FMCG industry, competition is fierce and product differences are minimal, making it hard to distinguish between Pepsi and Coke or various liquors in blind tastings. To stand out, companies rely on product marketing and offline sales. Field 365 has summarized some offline sales secrets from top FMCG companies, starting with the concept of 'channel intensive cultivation' (通路精耕), which involves fine-grained management of all terminal stores and distributors, but requires a scientific management system to implement effectively.
刘昭Sales, Why Don't Customers Trust You?
Customers don't buy your product because they don't trust you yet. Often, the failure to close a deal stems from your lack of understanding of the customer and their lack of trust in you. This article explores why customers don't trust you, listing reasons such as being too aggressive, insincere, manipulative, and not listening or asking questions.
New DistributionIn Practice: Just These 12 Steps, a Novice Sold New Products Worth 3 Million!
Zhang, a food distributor in Nanjing, primarily handles Mengniu milk and local snacks, with annual sales around 30 million yuan, 70% from milk. Due to short shelf life and low profits, he chose a sauce-flavored liquor brand from Maotai Town, Guizhou. With effective market promotion and manufacturer support, he achieved sales of 3.68 million yuan in the first year.
刘杰Multiple Taobao Store Owners Flee, Taking Tens of Millions!
Multiple top Taobao stores in Guangzhou's Shahe clothing market have shut down and owners fled, owing suppliers millions. The crackdown on counterfeit goods by Taobao has intensified, leading to a chain reaction of store closures and unpaid debts.
New DistributionHow to Break Through in a Newly Assigned Regional Market?
Regional transfers for marketing personnel are common in the sales industry, often framed as gaining diverse market experience but actually aimed at personnel management and team vitality. For individuals, success in a market depends on both ability and luck, but repeated success across markets signals true capability. Using the FMCG industry as an example, this article explains how to break through in a newly assigned regional market.
朱朝阳Expert Discussion: How Should Brand Owners Complete Channel Transformation?
The 3rd 'FMCG + Internet Conference' hosted by New Distribution was grandly held at Chongqing Yuelai International Convention Center on November 8-9, 2017, attracting thousands of industry distributors, manufacturers, and internet companies from across the country. The following is the roundtable discussion on the morning of November 8, where marketing expert Liu Chunxiong, Youqingxu Technology founder Li Qian, JD Business Unit's Wu Shuangxi, Dinghuobao CEO Jiang Tao, and Yili Group Liquid Milk Business Unit Channel Director Zhang Zhenhua discussed 'How Should Brand Owners Complete Channel Transformation?'
New DistributionAnnual Sales Planning: High-Sounding but Without an Execution System, It's Just Fooling Ghosts!
As the year ends, sales departments are busy making annual sales plans for 2018. However, plans alone, even with assessment and rewards, cannot ensure execution. This article uses new product sales as an example to explain a four-part management system for landing annual plans: solving willingness, capability, know-how, and monitoring progress.
魏庆Overturning Brands, Becoming Asia's No.1! The New Version of "Win in China" Reveals Feihe's Counterattack Strategy
The new version of "Win in China," recommended by Jack Ma, Liu Chuanzhi, and Shi Yuzhu, explores corporate competitive strategy in an era of overcapacity. It documents real business battles, offering inspiration on how domestic brands can overturn foreign brands in global competition. The Feihe episode reveals the logic behind the company's successful transformation, leading to its rise as Asia's No.1 infant formula brand.
New Distribution