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Retail Formats articles
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Browse 1976 New Distribution articles about Retail Formats.
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1976 articles · Page 82 of 83
What Skills Do Frontline Sales Personnel (Including Frontline Supervisors) Need?
A reminder: click the blue text above to follow "FMCG Distributor Professional Consulting" for more insights on marketing and distributor internal management. Someone told me to just give salespeople a set of "rules" and let them do it themselves, why bother so much? I couldn't explain it to him, nor did I want to. In fact, they are right, but their thinking stems from the management mindset of large enterprises with formalized and mature markets. For many small and medium-sized enterprises, this approach of immediately implementing institutional reform and process optimization is clearly unworkable. After a period of operation, it turned out that my judgment was basically correct.
蒋军Six Strategies to Stabilize Terminal Price System
This article discusses the instability in the terminal price system faced by FMCG distributors, highlighting its manifestations and causes, and proposes six strategies to stabilize it, including proactive promotions, enhancing distributor awareness, and effective channel management.
张力明A Comprehensive Plan for Supermarket Spring Festival Stocking and Marketing Strategies in 2015
This article provides a comprehensive plan for supermarkets to prepare for the Spring Festival, including determining marketing themes in stages, stocking strategies, and handling returns and group purchases. It emphasizes the importance of timing and layering promotions to maximize sales.
New DistributionHow Should Distributors Handle Supermarket Return and Exchange Requests?
A food distributor seeks advice on dealing with supermarkets' strict return policies for products older than three months. The response suggests proactive prevention and process control, including analyzing store sales data, adjusting performance metrics for sales staff, reviewing orders for anomalies, and negotiating return terms in contracts.
卜凡Regional Manager Market Operation Skills Essential Manual Series Part 2
This chapter focuses on regional market survey and inventory, emphasizing the importance of knowing yourself and your competitors. It provides methods to estimate market capacity, analyze competitor sales, identify main consumption venues, and understand product structures, among other key indicators.
方刚The Unstoppable Sales Vanguard: A Breakdown of 42 Actions in the Professional Store Visit Process
This article details the 42 specific actions that make up a professional store visit process for FMCG sales representatives, from preparation and self-introduction to in-store observation, shelf management, presenting objectives, and administrative follow-up. It emphasizes the importance of disciplined execution of these basic actions to achieve sales success and outperform competitors.
New DistributionNine Disciplines to Break Through Your Sales Bottleneck
With over a decade of sales management experience in the FMCG industry, the author emphasizes that breaking through sales bottlenecks requires mastering nine key disciplines, including market planning, product coverage, channel construction, terminal performance, competitive information analysis, distributor service and management, team execution, career planning, and continuous learning.
朱丹蓬Strategies and Techniques for Beverage Companies to Develop the Foodservice Channel
This article discusses the importance of the foodservice channel for beverage brands, offering strategies for distribution, shelf placement, and consumer engagement to drive sales and brand loyalty.
李庆华Sales Manager's 30 Tactics to Counter Buyer Negotiation Techniques
As a sales manager, you face procurement negotiations daily, and buyers are trained to use specific tactics. This article provides 30 counter-strategies to help sales managers recognize and respond to these common buyer tricks, ensuring more favorable outcomes.
New DistributionNine Pre-Promotion Preparations for Retail Promotions, Ready to Use
Retail promotions play a key role in modern market competition, and systematic promotional activities can quickly boost product awareness and influence surrounding layout and sales. This article outlines nine essential pre-promotion preparations for distributors, from application approval to final confirmation.
New DistributionHow to Do Display in Hypermarkets? (Data Analysis)
On average, 70% of purchase decisions are made in-store, and younger customers are more likely to make impulse purchases. Additionally, consumers spend 11.4% more than planned due to in-store displays, highlighting the critical role of effective product display in driving sales.
OwenChenFour Strategies for Integrated Channel Planning: A Must-Read for Food and Beverage Manufacturers!
Rapid economic development has transformed China's distribution channels, creating one of the most complex retail environments in the world. To achieve breakthrough growth, companies and distributors must not only understand the characteristics of each channel but also learn how to plan their channel layout comprehensively. Currently, manufacturers often face four key problems: single-channel structures, fragmented operations, disconnected interests, and extensive management. This article offers four solutions: diversifying channels, linking channels, building alliances, and refining management.
张戟Understanding Mall Deduction Point Calculation
This article explains how to calculate mall deduction points (扣点) for promotional activities like "spend 100 get 50" coupons, including formulas for determining the mall's commission, supplier settlement, and profit margins, with examples for different scenarios.
New DistributionExamples of Supermarket Fees and Negotiation Techniques
This article lists various fees charged by supermarkets such as entry fees, end-cap fees, pallet display fees, DM fees, festival fees, anniversary fees, year-end rebates, payment terms, gross margin compensation, and spoilage compensation for fresh products. It provides specific fee examples from major retailers like Trust-Mart, Metro, Walmart, and Ito-Yokado, and offers negotiation tips for suppliers.
New DistributionSmall Store Operation Management System under Deep Distribution
This article discusses the operation management system for small stores under deep distribution, covering store overview, sales targets and strategies, store management operating system, and distribution management, emphasizing the importance of sales team management and distribution system.
New Distribution5 Consumer Behavior Patterns of Store Shoppers
This article outlines five consumer behavior patterns observed in retail stores, helping businesses tailor their marketing strategies to increase sales.
谢准备A Great Display Can Make You an Overnight Success: A Guide for FMCG Distributors in Supermarkets
A well-executed product display (duītóu) is a powerful merchandising tool that can significantly boost sales, sometimes by two, five, or even ten times. This article provides practical guidance for FMCG distributors on how to decide whether to use displays, how to choose the right location, and how to set them up effectively to maximize impact and avoid common pitfalls.
李政权How to Control Promotion Costs in Retail Stores?
Promotions cost money, and suppliers naturally want to spend less while achieving the best results. However, since retail promotion resources are scarce, stores try to raise the 'threshold' for promotions to extract more benefits from suppliers. This article discusses strategies such as 'limiting' and 'swapping' to control promotion costs, along with negotiation tactics for suppliers dealing with large retailers.
New DistributionThe Economics Behind Product Display: Purchase Hints
This article explores the science of product display in retail, explaining how strategic placement can influence consumer behavior and boost sales. It covers various display techniques, including the 'beer and diapers' cross-merchandising strategy, and emphasizes the importance of understanding consumer psychology to optimize store layouts.
New DistributionThe Overlooked Detail in Boosting Hypermarket Sales: Solving Stockouts to Increase Revenue
This article discusses the often-overlooked yet effective detail of solving stockouts to boost sales, providing real-world examples and practical advice for FMCG distributors and dealers.
New DistributionHow Distributors Can Tackle Payment Terms with Supermarkets!
Supermarkets commonly delay payments to distributors using various excuses, such as claiming excessive inventory turnover, accounting discrepancies, or needing funds for expansion. To mitigate these issues, distributors can adopt strategies like signing separate contracts per brand, negotiating better terms through concessions, implementing a structured collection plan, improving internal management, and seeking manufacturer support.
New DistributionHow to Rationally View Centralized Display of Products in KA Stores?
A case study of a salesperson struggling with centralized display issues for chocolate products in KA stores, followed by rational strategies for suppliers to address display challenges and persuade retailers.
New DistributionThe Quotation: The First Hurdle to Entering a Key Account
For suppliers hoping to cooperate with hypermarkets, providing a high-level quotation is essential. For hypermarket buyers, selecting suitable partners and brands from numerous suppliers is not easy, and the quotation often serves as the first threshold. Through the quotation, buyers can predict the product's market competitiveness and assess the supplier's strength and management level.
New DistributionThe Consumer Psychology of KA Stores
This article reveals the psychological tactics used by supermarkets and hypermarkets to influence consumer behavior, such as product placement, pricing strategies, and sensory marketing, and offers tips for shoppers to make smarter purchases.
New Distribution