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Design a Good Compensation System and Employees Will Work Hard Without Complaints!
In the fast-moving consumer goods (FMCG) industry, distributors play a crucial role in connecting manufacturers with end consumers. A well-designed compensation system can help distributors build a motivated sales team and gain a competitive edge. This article provides detailed guidance on designing compensation packages for sales managers, supervisors, and representatives, emphasizing the importance of fairness, flexibility, and timely incentives.
路胜贞How Should Baijiu Distributors Arrange Their Work at the Start of the Year?
The Chinese liquor industry is in a turbulent period of transformation, and distributors face severe challenges. However, some frontline distributors believe that selling baijiu is not difficult if done properly. This article uses two case studies to analyze how small and large distributors can effectively plan their work at the beginning of the year, emphasizing the importance of setting clear goals, allocating resources, and executing plans.
邹凌远Manufacturers Transfer Business Teams to Distributors
For manufacturers, the core value of distributors lies in cost savings, especially personnel costs, as they can leverage distributors' existing sales teams for frontline tasks. However, many manufacturers have expanded their own sales forces without adequate management systems, leading to inefficiencies and rising costs. The article argues that manufacturers should consider transferring operational functions back to distributors, focusing on product and brand, while conducting thorough evaluations and phased transitions.
潘文富For Work, Find Reliable People; Smart People Are Only for Chatting
The article argues that while smart people can be insightful to talk to, they often prioritize their own interests, making long-term cooperation difficult. Instead, it emphasizes the importance of reliability and integrity in business and personal relationships, suggesting that dependable people are a valuable resource and that staying reliable will attract like-minded individuals and lead to positive outcomes.
New DistributionThe Most Important Things FMCG Companies Should Do Amid Consumption Upgrades
Since 2014, consumption upgrades have become the hottest topic in the FMCG industry. This article discusses the manifestations of consumption upgrades and suggests that companies should strengthen their products and weaken their brands to adapt to the new consumer landscape.
胡伟（净泊子）Controlling Inventory: The Top Priority for Sales Work in 2017
Controlling inventory, or managing shipments to align with actual market consumption, is the top priority for sales work in 2017. It is a method to increase distributor profits without reducing sales, which is essential for other marketing activities to succeed.
刘春雄Premium Pricing = 'Good Value for Money'? Your Understanding of 'Good Value for Money' Is Wrong!
This article argues that premium pricing, not low pricing, is the key to brand success. It explains that 'good value for money' means lowering the consumer's total cost and increasing total value, not just the price. Through case studies, it shows how high-price strategies can break monopolies and achieve market leadership.
曾祥文Breaking: 2016 Ranking of China's City GDP Released!
On January 20, 2017, the National Bureau of Statistics announced that China's GDP reached 74.4127 trillion yuan in 2016, up 6.7% year-on-year. The ranking of the top 100 Chinese cities by GDP is as follows.
New DistributionWhat Should Maxwell House Coffee Do Next After Falling to the Point of Suspending Production and Closing Factories?
In 1984, Mondelez International (formerly Kraft Foods) officially started its development in China and began producing Maxwell House instant coffee. 33 years later, it was reported that Maxwell House's production plant in Guangzhou, China, had suspended production with employees on leave. Jacobs Douwe Egberts (JDE), the trademark holder of Maxwell House, publicly responded that starting from 2017, the Guangzhou plant would cease production, and the Greater China market would be supplied by its production base in Bangkok, Thailand.
陆兴元From Zero to 200 Million in Just Three and a Half Years: How Did He Do It?
Starting from scratch, a prefecture-level food distributor achieved an annual turnover of over 200 million yuan in just three and a half years. Through his own words, he shares insights on time management, trust, talent recruitment, incentives, and more, revealing the secrets behind his remarkable success.
串想家刘助A Fresh Start for the New Year: How to Do Better Business This Year? Master These Six Points and Distributors Will Win Favor with Companies!
In today's fiercely competitive market, 'channel is king, winning the terminal is decisive' has become a mantra for many companies. Choosing the right distributor is crucial for new brands, as a poor choice can stifle growth. This article outlines six key qualities that companies look for in high-quality distributors: credibility, stability, commitment, strength, experience, and a desire for long-term cooperation.
New DistributionDistributor Bosses: Are You Ready to Let Your Children Take Over?
For a trading company, long-term, stable, and sustainable development is every boss's dream. As the older generation of distributors ages, the issue of succession by the younger generation becomes inevitable. This article discusses how to smoothly transition the business to the next generation and ensure its continued growth, focusing on the topic 'From Second-Generation Business People to Second-Generation Entrepreneurs: How to Build a Modern Trading Enterprise.'
New DistributionThe World Has Changed, Why Haven't You? — Changes in 2017 That Could Impact the Consumer Market
This article discusses various changes in 2017 that could significantly impact the consumer goods market, including the rise of Chinese consumers on the global stage, the formation of a unique market environment in China, the need for Chinese brands to develop their own characteristics, and the rapid increase in labor costs. It emphasizes that companies must adapt to these changes to remain competitive.
老挺Envious of Others' Presence? Follow These Ten Steps!
Cultivating presence is a process of training. You need to know not only 'how to do it' but, more importantly, 'strive in that direction' and practice it. Don't wait until you become an expert to act; just do it, and as you do, you'll become an expert. There are techniques and methods to cultivate presence. Here are a few insights to share with you.
菜刀少爷Distributors Often Win in Marketing, Lose in Management!
A distributor who once performed well in sales is now struggling due to poor management, despite strong marketing capabilities. The article identifies common management pitfalls such as excessive brand portfolios, lack of competitive brands, poor inventory control, inaccurate records, and loose business tracking, offering practical advice for improvement.
梁胜威Market Insight: Fake Growth in Regional Markets, Have You Fallen for It?
Based on the contribution rate of regional markets to the enterprise and the size of resources invested by the manufacturer, markets are generally divided into penetration markets, opportunity markets, growth markets, mature markets, and marginal markets. Different types of markets have different growth index requirements at different times. Penetration and opportunity markets generally seek point breakthroughs, starting from a single channel—perhaps KA, catering, traditional circulation, or group buying—and a single small regional unit, which might be a few core terminals, a street, or a town.
醉行者Case Study: A Small Supermarket Owner's Personal Experience and Reflection in a Tough 2016
“This year is the worst year for the economy!” It seems that economists have used this phrase as their year-end summary every year. When the economic environment is bad, business becomes harder, and at the worst of times, survival becomes the issue. This article shares a real and vivid case from a small supermarket owner, including his summary, reflection, and changes after painful lessons.
New Distribution2017 | 6 Thoughts on FMCG B2B Field Promotion Operations
This article outlines six key considerations for FMCG B2B field promotion operations, including defining small B-end customers, structuring top-selling products, building a field team, handling customer objections, managing customer acquisition costs, and choosing customer acquisition methods. It emphasizes the importance of changing store owners' purchasing habits through deep engagement and coordinated front-end and back-end efforts.
任我行Want Want Bids Farewell to the 'Blockbuster Era': Why the Decline and How to Break Through?
Want Want's star product, Want Want Milk, has suffered a setback amid market changes. With the market becoming increasingly competitive, how can Want Want Milk survive? Where is the next blockbuster opportunity for Want Want? The myth will eventually be broken, as China Want Want (00151.HK) has seen its blockbuster product Want Want Milk decline for two and a half consecutive years. According to China Want Want's 2016 interim report, revenue from dairy and beverages in the first half of 2016 was RMB 4.6763 billion, down 18.5% from the same period in 2015. The main product, Want Want Milk, which accounts for about 90% of dairy and beverage revenue, saw its revenue decline 17.4% year-on-year.
无冕财经Case Study | A Distributor Lost 1.8 Million Last Year, But Profited This Year—See How He Did It!
A recent article about an Yili distributor losing 16 million yuan sparked industry sighs—are companies too domineering, or distributors too weak? In 2016, distributor revenues generally declined, with most making little profit and some suffering heavy losses, but a small group still profited. How did they do it? One distributor friend of mine, Mr. Zhang of Shunxing Trading, is a case in point.
宁小朕30 Years of Reform and Opening-Up: Why Has Chinese Marketing Failed to Establish Itself? How to Break Through?
This article reflects on the 30 years since China's reform and opening-up, arguing that Chinese marketing has failed to mature due to a focus on low-end manufacturing and superficial tactics rather than genuine brand building. It calls for a shift from mass to niche markets, from price to value orientation, and from sales to true marketing, emphasizing the need to master game rules and establish pricing power.
高建华Lehu, Zhanma, Monster: The Undercurrents Reshaping China's Energy Drink Rankings in the Next Three Years
In 2015, China's functional beverage (energy drink) market reached 60.6 billion yuan, up 15.16% year-on-year, with consumption volume of 1.368 billion liters, up 25%, making it the fastest-growing country in sales and second globally. Per capita consumption is only 0.5 kg annually, far below the global average of 7 kg, indicating huge potential. The market is dominated by Red Bull with over 20 billion yuan in sales, while Lehu, Dongpeng, and Tizhi Nengliang compete fiercely.
New DistributionBreaking: China Designates 4 Global Cities and 11 National Central Cities
The competition for national central cities has finally settled, with 11 cities winning the title, representing the state's recognition of their development and future planning. The plan was jointly compiled by 19 central ministries including the Ministry of Housing and Urban-Rural Development, the National Development and Reform Commission, and the Ministry of Education, at the request of the State Council, making it China's highest-level strategic plan. The China Academy of Urban Planning and Design led the technical work for this most significant plan.
New DistributionYu Jianmin: The Truth Behind JDB's Success
In the history of China's beverage business, and even in the Chinese business world, JDB is destined to leave a significant mark. Since its rapid growth over a decade ago, it has expanded the Chinese herbal tea market by a hundredfold and become one of China's beverage giants. Despite external changes and fierce competition, it remains the king of herbal tea with a leading market share, achieving impressive results in the 2017 opening.
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