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Browse 1976 New Distribution articles about Retail Formats.
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1976 articles · Page 80 of 83
15 Psychological Tactics Supermarkets Use to Increase Average Transaction Value
Ever wonder why you buy more than planned at the supermarket and regret it later? Everything in the store—from shelf placement to lighting and music—is meticulously designed to boost spending. This article reveals 15 little-known psychological secrets behind supermarket layouts and pricing strategies.
New DistributionFMCG Professionals, Brace Yourselves: Another Wave of Layoffs Is Coming
Yesterday, someone told me that if I worked at a foreign company, I would have been purged for writing freely on WeChat, as individuals represent their companies. Fortunately, I don't work for one, so I clarify that my writings don't represent any corporate stance. Recently, Alibaba reduced its campus recruitment from 3,000 to 400, sparking talk of an internet winter, but the FMCG industry is facing a real cold snap. This year, I've exposed Blue Moon's disguised layoffs and Want Want's restructuring, but more layoffs are coming, leaving many wondering what's happening in the FMCG circle.
老纳Is Physical Retail at a Dead End, or Has It Lost Its Fundamentals?
Physical retail has enjoyed such good times that it has lost its basic skills. Since founding Shanghai Shangyi Consulting in March 2010, I have interacted with hundreds of small and medium-sized retail business owners over five years, and a common feeling is that retail used to be too easy to make money. Fifteen years ago, opening a supermarket in central and western China could fill sacks with cash; ten years ago, just opening a store meant counting profits at year-end without worrying about losses; five years ago, though business was getting harder, most stores were still profitable. But in the last three to four years, especially since 2013, new stores have mostly lost money, and even previously profitable stores now earn little or nothing.
胡春才Five Major Problems in Convenience Store Product Selection and Display! Seven Display Techniques for Maximum Profitability to Remember!
Product positioning in convenience stores is the most challenging among all retail formats. How to display the most effective products in a store of about 50-100 square meters to maximize display efficiency is not decided by intuition. Product positioning is mainly reflected in product variety and display, and product selection is key to a store's operation. Many domestic convenience stores resemble 7-11 in design and product categories, even operating 24 hours, but upon entering, you'll find numerous issues in product selection and display.
New DistributionSales: How Much You Sell, How Much Trust You Need
Trust, in the Chinese business context, is often referred to as 'guanxi' (relationships). Apart from blood relations, most relationships are built through actions. This article discusses the means to build trust during customer visits, emphasizing preparation before the visit, effective questioning, listening, storytelling, and other techniques.
New DistributionRT-Mart: The Rise of China's Supermarket King
Who is the king of Chinese supermarkets? Most people would immediately think of Walmart or Carrefour, while those who prefer domestic brands might say China Resources Vanguard or Yonghui. However, according to data from 2011 and 2012, RT-Mart, a Taiwanese supermarket chain, has been the sales champion for two consecutive years, outperforming even global retail giants like Walmart and Carrefour. Despite its relatively low brand awareness in first- and second-tier cities, RT-Mart has achieved remarkable sales growth through its unique strategies, making it the undisputed leader in China's supermarket industry.
《中国糖果》One Month to Mid-Autumn Festival: The Most Complete Practical Preparation Guide for Terminal Store Promotions
How to execute promotions effectively? There is abundant discussion on this topic in marketing theory books and forums, but most focus on theory and creative planning, with little attention to detailed execution. This article, from the perspective of a mobile phone store manager, provides a practical reference for promotion execution, covering key principles, purposes, classifications, processes, planning, budgeting, and preparation items.
艾建军KA Store Operation Process Example
This article provides a detailed guide on how to successfully enter and operate within Key Accounts (KA) stores, including strategies such as single-store pressure, relationship building, top-down approach, small store encirclement, and leveraging distributors. It also outlines a three-stage operational process: pre-entry preparation, entry negotiation, and in-store sales promotion.
New Distribution3 Steps, 12 Aspects: Quickly Build Trust with 'Troublesome' Small Stores!
Small stores are one of the most headache-inducing customer groups for frontline salespeople in FMCG practice. They are often difficult, picky, and bargain-hungry, making them the 'troublesome' segment. How can you turn 'troublesome' into 'easy'? This article provides a three-step approach: making customers remember you, understand you, and trust you.
刘伟松Adapt and Overcome: 6 Strategies for Mastering In-Store Displays within Supermarket Rules
This article explains that supermarket display rules are not rigid; true mastery involves adapting to each store's specific constraints. It provides six strategies, including understanding the essence of displays, practical techniques for securing and maintaining display space, and tips for special displays and developing cold zones.
魏庆The Complete Guide to Supermarket End-Cap Displays (How to Choose Products, Determine Height, Select Shape, and Boost Sales – All Answers Here!)
How to choose products for end-cap displays? Supermarket space is limited and valuable, and each display occupies a large area, so it must generate maximum profit. For customers, displays convey strong product information, making correct product selection crucial. Remember, never randomly pick products just to fill a display. There are several types of display products: first, products with proactive price reductions to differentiate from competitors and attract customers; second, supplier-initiated promotional price cuts; third, unique store items like private labels; fourth, new products introduced for promotion; fifth, supplier-funded displays; sixth, limited-time or limited-quantity promotions; seventh, products that can significantly boost sales when moved to a display.
New DistributionEight Rules for Winning at CD-Class Outlets!
After analyzing terminal sales channels in first-tier cities like Shanghai, Beijing, Guangzhou, and Shenzhen, the author found that the most viable supermarkets are the 'big' and 'small' types: KA (Key Accounts) like Walmart and Carrefour, and CD-class chain stores like 7-11 and OK Convenience. This article outlines eight essential rules for succeeding in CD-class outlets, covering product display, SKU management, date checks, price tags, pricing, product presentation, competitor analysis, and consumer observation.
马树文Three Secrets to More Effective Store Management | Recommendation
Even amid the e-commerce boom, many companies find that traditional store sales remain their most important revenue source. However, store management is indeed more complex than e-commerce. First, stores are scattered across cities, making it hard for managers to understand real-time conditions; sales figures often only surface in month-end reports. Stores are not static entities—changes in surrounding demographics, competitor moves, or even bus route alterations can impact them, and such effects are difficult for managers to grasp promptly.
外勤365Beware of These Display Details That Drag Down Your Sales in Stores! Attached: Display Rhymes and Display Diagrams!
Can you spot at a glance the wrong displays in stores that drag down your sales? How many you can spot indicates how much potential you have to improve your performance! This article provides display rhymes and detailed diagrams to help you identify and correct common display mistakes.
刘朝龙How Can Food Distributors Achieve Profitability in KA Stores?
KA stores are an unavoidable challenge for food distributors, often consuming a large share of sales but burdening them with numerous fees. While many distributors struggle to break even or even lose money, some profitable distributors share common strategies: deep experience with KA systems, robust management systems, diversified product lines, and multiple SKUs. This article analyzes these success factors and offers practical advice for distributors to prepare before entering KA stores, carefully review contracts, improve internal management, and integrate upstream resources to reduce risks and turn KA stores into a profitable opportunity.
New DistributionThe Unstoppable Sales Vanguard: A Breakdown of 42 Actions in the Professional Store Visit Process
From the day I entered the industry, my boss told me, 'Distribution, display, sales, and collection' are the sacred mission of a Sales person, a mantra to be memorized even in dreams. I have seen many who shout slogans like 'Iron Army' or 'Commando Team,' but behind their slogans, I see no evidence of their 'iron' will or 'commando' capabilities. Sales indeed needs some slogan motivation, but more importantly, it requires persistence and focus in every step. Only then can we thoroughly defeat competitors and build a top-tier sales team.
俞雷Demonstration | 19 Examples of Incorrect Supermarket Displays, with Commentary and Analysis!
This article compiles 19 images of incorrect displays for your reference. Check your own displays against these examples. The article covers end cap displays, floor stack displays, floor baskets and promotion carts, and small shelves at the checkout counter, pointing out common mistakes such as exposed back panels, improper product segmentation, excessive variety, and lack of visual impact.
New DistributionIs It Hard to Get Products into Small Shops? A Veteran Salesman's 'Five-Character Guide'
The cost of acquiring a new customer is generally 5 to 10 times higher than retaining an existing one, and the value brought by a retained customer far exceeds that of a new one. This sales rule applies to any industry, including the baijiu (white liquor) sector, which is currently undergoing a difficult reshuffle with widespread losses. To consolidate sales channels, major liquor companies are turning to roadside small shops and mom-and-pop stores, and a veteran salesman has developed a 'five-character guide' for successful distribution to these outlets.
New DistributionDecoding the Secrets Behind the 'RIO' Craze!
The rise of pre-mixed drinks has stirred up the industry: on one hand, various regional small distilleries are jumping on the bandwagon, leading to a flood of brands of mixed quality; on the other hand, distributors are generally eager to get involved, with one distributor from Jinhua, Zhejiang even 'begging' for RIO's contact information. In reality, pre-mixed drinks are not as 'rosy' as imagined, but their recent development is indeed commendable. In response to the current frenzy, we want to 'cool down' the industry.
New DistributionBuilding the Three Relationships: The Backend Operations of Promotion Interception
When you enter a moderately sized shopping mall or supermarket, you'll find many salespeople in each section surrounding you to recommend products, a common sight in any sizable retail outlet. If you're in marketing or planning, you know these promoters are sent by manufacturers. If your products are promoted this way, you might worry about the crowded, competitive environment. Some call this the inevitable state of post-terminal competition. But no matter what terminal interception has become...
牛雪峰The Key to Customer Development Is Not Talking About Your Product, but Understanding Customer Needs
Several salespeople complained that despite thoroughly presenting their products and companies, customers always respond with 'we'll contact you when we have a need,' leading nowhere. The article argues that the real issue is failing to uncover customer needs by letting them speak, and illustrates this with a successful case where a salesperson asked about the customer's existing brands, leading to a deal.
秘爱霞Three Procedures to Quickly Eliminate Slow-Moving Products
This article outlines three key procedures for eliminating slow-moving products: selection criteria, elimination process, and handling methods. It emphasizes using sales rankings, minimum sales thresholds, and product quality to identify candidates, followed by a structured process involving inventory checks, supplier negotiations, and either actual or non-actual returns to minimize logistics costs.
New DistributionHow Much Should Supermarkets Mark Up Products to Make a Reasonable Profit?
Mr. Liu, a manager at a distribution company in Beijing, has been supplying supermarkets for ten years. He revealed that a brand of rice crackers he distributes has an ex-factory price of 1.2 yuan, a supply price to supermarkets of 2.55 yuan, and a retail price of 3 yuan. He explained that supermarkets earn not only front-end gross profit but also back-end profits through various fees and rebates, which significantly inflate prices. Investigations show that supermarket fees can reach 40-45% of product costs, and experts call this practice a unique Chinese 'commercial anomaly' that drives up consumer prices.
New DistributionChannel Segmentation and Product Pricing under Separate Channel Operations
Currently, under unprecedented channel squeeze, many manufacturers have adopted separate channel and item operations. For example, Coca-Cola has long used a separate channel model and recently began moving into rural terminals to deepen channel penetration and capture a share of the rural market. However, an unavoidable issue in 'opening a second battlefield' is that improper pricing can lead to 'self-destruction.' Therefore, scientific and reasonable pricing is crucial. So, how should pricing be set to resolve the conflict between channels and prices in separate channel operations?
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