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The 345 Rule: How to Be a Great Team Leader
In today's highly competitive environment, companies need a strong, wolf-like sales team to gain an edge. The key to such a team is the leader, and this article introduces the 345 Rule—covering three stages, four responsibilities, and five requirements—to help you become an effective team leader.
周平建No Worries About Salary Structure! Three Key Issues in Salary Adjustment Plans—All Practical Tips!
It's said that the winter is hard to get through. Facing the harsh market environment and looking at your KPI, are you worried about how to plan employee salaries for the coming year? Today, we'll specifically discuss how to conduct annual salary adjustments scientifically. 1. Annual salary adjustment: What is the most reasonable way to adjust salaries? For annual adjustments, there is generally a 'systematic adjustment,' which means updating the salary structure each year and then making corresponding adjustments. Additionally, from the perspective of reasons for adjustment, the two common types are 'performance-based adjustment' and 'promotion-based adjustment.' Performance-based adjustment refers to adjusting salary based on employee performance without a change in position, but an important step before that is reviewing 'person-job fit.'
New DistributionYear-End Review: 90 Insights from Outstanding Salespeople!
This article compiles 90 practical insights and lessons from experienced sales professionals, covering topics such as sales management, customer relationships, team leadership, and personal development. It emphasizes the importance of clear communication, motivation, and ethical practices in achieving long-term success in sales.
New DistributionHow Should Distributors Survive in 2017?
As 2016 comes to a close, distributors face a new year with shrinking existing markets due to economic downturn and insufficient growth from upstream companies' lack of innovative new products. Rising labor costs, energy, raw materials, and other expenses, coupled with over-competition, have left many distributors in a state of imbalance. In 2017, if distributors cannot find new profit growth points while costs continue to rise, they must reform outdated practices and organizational structures to improve profits.
师顺宽Master the 'Six Fixes' with Just One Map? Sales Management Tips Every Smart Boss Should Know!
At year-end, bosses lament tough business and difficult collections, but the real challenge lies in controlling the terminal—the lifeblood of any FMCG enterprise. This article explains the 'Six Fixes' principle for terminal management and how the Field 365 app digitizes it to boost sales efficiency, increase store visits, and streamline operations.
New DistributionToday's China Is Like America in 1900, Not Japan in the 1970s
On the evening of December 9, in the program "China Is Speaking" on Southeast TV, Chen Ping, a researcher at the China Academy at Fudan University, delivered a speech titled "Can the Chinese Path Surpass the Western Model?" Drawing on his interdisciplinary background in physics and economics and over 40 years of study and teaching in the West, he shared his insights. The following is the full text of his speech.
陈平How Regional Retailers Can Outpace Hypermarkets and Move Toward 'Small and Beautiful'
Retail is a unique industry where companies face vastly different markets and consumers. While business processes and operations management can be standardized, the core business of retail cannot. Companies must adapt effectively to diverse markets and consumers. The greatest competitive advantage lies in flexibility and speed, which is exactly what distinguishes regional chains from large ones. As the saying goes, 'flexibility and speed are the passport for small businesses; scale and standardization are the epitaph for large ones.'
鲍跃忠How Is the Traditional Distribution System Being Dismantled Step by Step?
Companies like Zhongshang Huimin, by building their own warehousing and logistics and setting up ordering and inventory systems, incorporate traditional grocery and retail stores into their distribution network, effectively cutting off traditional distributors. While this reduces intermediate layers, it doesn't necessarily lower operating costs or benefit consumers, as traditional wholesalers mainly handle distribution at low cost. Retailers may benefit from reduced ordering and inventory hassles, but brand manufacturers like P&G and Unilever avoid exclusive agreements with such distributors to maintain bargaining power, keeping traditional distributors relevant. However, traditional systems lag in inventory and ordering, and with limited investment, more retailers may defect. Traditional distributors can upgrade their systems with internet and O2O tools to compete, and startups can help them, offering a cooperative model versus the self-operated model of Zhongshang Huimin. Both models, self-operated and matchmaking, are growing, with coverage exceeding 400,000 stores each, and time is running out for traditional distributors to choose.
钱学林How Vinda Turned a Sheet of Paper into 8 Billion Yuan in Annual Sales
This article, originally published by Hua Shang Tao Lue, tells the story of Vinda, a Chinese tissue paper company that achieved over 8.1 billion yuan in annual revenue by focusing on high-quality household paper products. Led by Li Chaowang, Vinda grew from a small factory to a market leader through strategic expansion, brand building, and innovative sales channels.
迟玉德Understand Financial Statement Analysis in 10 Minutes!
Many people say they don't know how to analyze a financial statement, from which aspects, and with what methods. The general methods of financial analysis mainly include trend analysis, ratio analysis, and factor analysis. It mainly analyzes from aspects such as the enterprise's solvency, operating capability, and profitability. Below, a diagram will help you understand financial statement analysis.
New DistributionZhang Xuejun, the Driving Force Behind Six Walnuts: The Seven-Step Formula for Creating a Super Single Product
Zhang Xuejun, chairman of Zhida Tianxia Marketing Consulting Co., Ltd., shares the seven-step formula for creating a super single product, based on his experience with the billion-yuan product Six Walnuts. He emphasizes insight into trends, category innovation, value creation, focus, building momentum, market expansion, and sustained leadership.
张学军Who Leaked This FMCG Company's Chinese New Year Sales Plan?
Sales directors have been under pressure in recent weeks, with bosses urging them to submit sales plans for the period around Chinese New Year—plans that must be well-reasoned, practical, and executable. Before rushing to type, let's examine the unique aspects of Chinese New Year consumption. Unlike artificial festivals that rely on heavy spending to create a shopping atmosphere, Chinese New Year is the most important traditional festival. With New Year's Eve as the pivotal point, the 30 days before the lunar year's final day constitute the traditional peak sales season, and the Lantern Festival marks the campaign's conclusion. Pre-festival shopping for goods and post-festival visiting of relatives and friends naturally amplify consumer demand during this period, when consumers are least price-sensitive and average transaction values often double.
小镇青年朱迪How to Improve Overall Logistics Efficiency with a WMS System
Before discussing cloud warehousing, let's first outline the current models of physical cloud warehouses in China, which mainly fall into three types: (1) open cloud warehouses built by e-commerce platforms like Alibaba and JD.com; (2) cloud warehouses built by traditional third-party logistics providers, such as Zhonglian Wangcang; (3) cloud warehouses built by express delivery companies like SF Express, Best, TTK, and ZJS on the basis of their own warehouses. Using SF Express's cloud warehouse model as an example, this article explains how a WMS can effectively support the improvement of logistics and warehousing efficiency in cloud warehouses. SF Express entered the B2C third-party warehousing and management market in 2013, starting with the apparel industry.
New DistributionMeeting Consumer Demand ≠ Changing Packaging ≠ Acting Cute: How Should Distributors Cater to 2017 Market Trends?
To rescue declining beverage sales, companies rely on new products, but they often fall into misconceptions. This article analyzes Uni-President's mistakes, such as overemphasizing packaging and cuteness, and suggests that traditional Chinese ingredients like hawthorn and tangerine peel, with their health benefits, offer a promising market opportunity.
New DistributionThe Smartest People Together, Yet They Ruined the Team!
Margaret Heffernan, a renowned businesswoman and author who has served as CEO of five companies in the US and UK, shares insights from her TED talk with over 2 million views. She argues that a great team is not composed of a group of high-IQ individuals, but quite the opposite. The talk, about 15 minutes long, uses the story of 'super chickens' to illustrate how excessive competition can be detrimental, and emphasizes the importance of social cohesion, empathy, and mutual support in successful teams.
New DistributionNever Underestimate the Person Who Knows How to Order!
You think ordering food is a natural attribute of foodies? No! Any meal with more than two people is a social activity. Ordering is a dual test of 'food IQ' and emotional intelligence. Bad ordering can ruin friendships and careers; good ordering can make you a thoughtful, charismatic leader. This article explores the art of ordering.
午休君Is RIO Done? Losing 200 Million in Half a Year! Distributors Revolt! Why Did the Once Hot RIO Cocktail Suddenly Go Limp?
RIO, once a leading premixed cocktail brand in China, is now facing a crisis with nearly 200 million yuan in losses and widespread distributor complaints. The article analyzes the reasons behind RIO's rapid rise and fall, attributing it to over-marketing, overestimation of the market, and low customer loyalty.
尹太白How to Be a Regional Sales Manager: Your Company Raises Your Pay, and Your Sales Team Gives You a Thumbs Up!
The article begins with a quote from teacher Huang Runlin: 'I still insist that down-to-earth sales work is a tough and meticulous job. Some people find sales easy, perhaps only because of good timing, good trends, and good luck. If you change places, times, or brands, try again—I don't believe you can still make sales while sitting at home.' Therefore, those who do well in sales now don't need to be proud; maybe it's just luck...
New DistributionSales English Plain Talk (Part 2): How Retailer Sales Are Made
This article explains how retailers generate sales through traffic and ticket size, and how to analyze retailer receipts to gain insights. It is part of a series on sales English terminology.
墨比斯Coca-Cola's "Dual Bottler" Strategy in China Takes Another Step Forward
On the evening of December 16, Swire and China Foods, the latter listed in Hong Kong under COFCO, announced that Swire had won an auction with a bid of 2.122 billion yuan for nine Coca-Cola bottling plants in southern China previously owned by China Foods. This marks another milestone in the restructuring under Coca-Cola's "dual bottler" strategy in China.
New Distribution"Consumption Upgrade" Is Here Again—Are You Ready This Time?
Since the reform and opening-up, China has experienced three waves of consumption upgrades: the first in the early reform era boosted light industry and textiles; the second from the late 1980s to the late 1990s drove electronics, steel, and machinery; and the third is currently underway. Industry experts share their insights on what consumption upgrade truly means, and traditional enterprises must adapt by focusing on niche markets, avoiding blind expansion, innovating, and building platforms.
New DistributionOmnichannel or Die!
The most concerning and challenging part of traditional enterprises' marketing revolution or transformation is how to transform traditional channels. Traditional channel sales have declined severely, with 56% of mall channels experiencing negative growth compared to the previous year, and 38% of malls seeing declines of over 10%. The answer, according to Shen Zhiyong, is omnichannel: integrating physical channels with PC and mobile internet to create a seamless online-offline marketing model.
沈志勇The Transformation and Innovation of Retail Informatization under Internet Thinking
This article reviews the history of informatization in the chain supermarket industry, from the pre-information era to the rise of POS and ERP systems, and then discusses the challenges posed by mobile internet and e-commerce. It explores two main solutions: the adoption of cloud-based middle platforms for large retailers and the complete internet-based transformation of core business systems for small and medium retailers, highlighting examples like 店小伙 and 康铭泰克. The article concludes that the industry is entering a new period of consolidation, where upgrading core systems is crucial for future competitiveness.
郑伟Top 10 Marketing Keywords of 2016: A Tribute to Marketers Striving in the 'New Normal' of Decline
This article reviews the top 10 marketing keywords of 2016, highlighting marketing highlights in the new normal of decline and helping readers seize market opportunities for 2017.
苗庆显 丁律宇