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Daily Workflow and Time Schedule for Excellent Terminal Sales Representatives
This article outlines a detailed daily workflow for sales representatives, emphasizing the importance of structured routines for training and management. It provides a step-by-step example of a pre-sales visit process, including morning meetings, customer visits, inventory management, order taking, and reporting, to help new salespeople understand their roles and improve performance.
魏庆How Mengniu, Mars, or P&G Use Product Displays to Make Consumers Spend More
The article explores how FMCG companies like Mars and P&G use data-driven display strategies to influence consumer behavior and increase sales, such as Mars's finding that mixing different M&M's colors can lose 16% of sales, and P&G's shift from vertical to horizontal displays in its SBD 4.0 initiative. It also discusses the role of consumer psychology and decision trees in display design, and how different brands and channels have varying display needs.
张鑫Eight Actions for Frontline Staff During Vehicle-Based Distribution to Make Market Visits Valuable and More Efficient!
Vehicle-based distribution is a fundamental task for frontline sales staff, serving as a good channel for customer service and relationship building. By following eight specific actions—communication, verification, discovery, opening boxes, seizing prime positions, organizing, proximity to competitors, and seizing opportunities—salespeople can better understand the market, find solutions, and improve sales performance.
New DistributionAvoid Blind Distribution: Three Steps to Get Your Products into Every Effective Outlet!
Terminal distribution is a crucial part of operating a model market, but many companies distribute blindly, either setting overly ambitious goals or lacking effective positioning, leading to unsold inventory. This article outlines a three-step approach to effective distribution: defining effective outlet standards, determining the total number of effective outlets, and setting reasonable distribution targets based on strategic positioning and competition.
孟令宇Ten Phrases That Are Wrong the Moment You Say Them in Business Visits (Complete Version)
This article lists ten common phrases that salespeople often say during store visits that are counterproductive, categorized into 'three shows of weakness' and 'three shows of strength', and provides better alternatives and underlying principles for effective communication with distributors.
黄润霖5 Major Misconceptions in Terminal Sales and 4 Business Failures
The channel is the customer, and the terminal is the market. This is a common refrain among marketers in recent years. Indeed, as a part of the sales channel, retail terminals face consumers directly and are the gateway for products to become consumer goods, serving as the source of actual sales for manufacturers. However, in actual terminal work, many terminal marketers fail in their business due to misconceptions. These misconceptions include prioritizing sales over market development, focusing on large customers while neglecting small ones, emphasizing high-priced products over low-priced ones, relying on incentives rather than management, and concentrating on the middle link while ignoring the two ends. These lead to business failures such as terminals not knowing the company, the salesperson, or the products. To address these issues, it is essential to develop strategies for product, personnel, and customer locking, adopt tactics of diligent communication, frequent visits, and active listening, and achieve goals of promoting the company, products, and oneself.
New DistributionJD New Distribution's 618 Sales to Offline Stores: 1300% of Last Year
During JD's Global Mid-Year Shopping Festival on June 18, JD New Distribution's second battlefield targeting small and medium stores nationwide saw explosive sales. The final report shows that cumulative sales from June 1 to 18 were 1300% of the same period last year, with orders at 362% and average order value tripling.
New Distribution7 Reasons Why Salespeople Have No Customers! Don't Do This in the Second Half of 2018!
Customers are the ones who place orders with salespeople; the more customers a salesperson has, the more solid their business foundation. One major reason for poor performance is having too few potential customers, often due to mistakes like not knowing where to find them, failing to identify them, or being too lazy to develop them.
New Distribution5 Metrics: How Distributors Can Drive Sales Through Retail Terminals
Many companies set monthly and annual sales targets but consistently fail to meet them. The key for both companies and distributors is to deeply understand their regional market and control retail terminals. This article discusses five critical metrics—terminal distribution rate, terminal merchandising, customer relationship maintenance, effective customer count, and price system control—that distributors must focus on to boost terminal sales and achieve performance goals.
师顺宽A Reminder: 10 Consecutive Days of Applying on Moutai Cloud Platform Without Any Outlet Accepting Orders, Who Is Gaming the 'Price Without Market'?
On August 14, 2017, Moutai (Guizhou Renhuai) Marketing Co., Ltd. issued a notice requiring exclusive stores, special dealers, and self-operated companies to sell over 30% of their unexecuted contract volume through the Moutai Cloud Platform. However, consumers report that after 10 consecutive days of registration, no outlets accept orders, while the wholesale price of Moutai remains around 1650 yuan, exceeding the 1499 yuan limit, highlighting a 'price without market' phenomenon.
中食团队If You Only Distribute Products Without Follow-Up Actions, Products Won't Move—What's the Use of High Distribution Rates?
P&G once said: 'Even if you have the best product with the best advertising support, if consumers can't buy it at the point of sale, you won't make the sale!' The importance of terminal distribution is self-evident, but distribution isn't something a company or distributor can just do smoothly. Factors like the product, the capability of distribution staff, and terminal resistance determine the outcome, but the most critical element is having the right distribution strategy and tactics. The right approach leads to success; with the right strategy, half the work is done, and with the right tactics, distribution will naturally follow.
缪金宾Master Kong and Uni-President: From a Fierce Battle Consuming 4 Billion Sausages to Brothers in Distress
In the early 1990s, Master Kong and Uni-President successively entered the Chinese mainland market, becoming direct competitors. During the instant noodle war of 2013-2014, the two companies used 4 billion ham sausages as free gifts for noodle purchases. However, as China's economic growth slowed and consumer spending upgraded, both businesses suffered significant impacts, transforming them from rivals into brothers in distress in the new era.
雪奈Basic Process for Distributors Developing New Outlets
Distributors rely on downstream customers for their livelihood, and the quantity and quality of these customers largely determine overall sales performance and profit contribution. Development of downstream customers is an ongoing process, as few distributors achieve 100% coverage and the customer base is dynamic with new stores opening daily. However, actual development efforts are often simplistic, lacking systematic planning and processes, leading to low efficiency and high mortality rates among new outlets.
潘文富Salespeople Who Dare to Mention These 18 Problems Should Be Fired Immediately!
Salespeople often make excuses for poor performance, citing reasons like product quality, market conditions, or customer behavior. This article lists 18 common excuses and then outlines 18 mistakes that salespeople should avoid, emphasizing self-confidence, product knowledge, planning, and a positive attitude.
New DistributionJD New Distribution Sells in One Day What It Sold in 18 Days of Last Year's 618: Why Three Consecutive Years of High Growth?
From over 10,000 JD convenience stores participating in 618 to over 100 manufacturer roadshows across the country, from online ordering platforms offering direct discounts to opening 'online stores' for small shop owners... In just four days, JD's 618 hot topics continued to heat up. As JD Group's 'Locomotive No. 1 Project', JD New Distribution played a strong hand: data shows that on June 1 (as of 24:00), the effective order amount on JD Zhangguibao was approximately the total sales of the 18 days of the 2017 618 period, nearly the entire year's sales of 2016.
New DistributionJiangsu Niulanshan Distributor Builds Its Own B2B Platform, Onboarding 50,000 Outlets in One Year, with Annual Sales of 300 Million!
Caizi Trading Company, located in Nanjing, Jiangsu, is the brand operator for Niulanshan, covering five cities in Jiangsu: Nanjing, Yangzhou, Taizhou, Zhenjiang, and Yancheng. In addition, Caizi Trading has actively developed the 'Niudianshang' B2B platform, which now has nearly 50,000 registered outlet users. Recently, New Distribution interviewed Zhu Guorong, Chairman of Caizi Trading, to learn about his operational insights as a regional 'Niu merchant' and how he responded to the rise of the internet.
袁来Payment Collection Is More Important Than Sales! The Right Mindset for Distributor Salespeople!
Some salespeople are eager to make sales and adopt a low-key attitude towards transaction terms, especially payment collection, leading to problems when collecting payments. Educating staff that 'payment collection is important' and 'chasing payments is difficult' can prevent unnecessary receivables. The article emphasizes the importance of cash transactions, the difficulty of debt collection, and provides strategies for effective payment collection.
New DistributionSalesperson, if someone wants to give you a hand, where is yours? Every word is like a needle
If you are not brave, no one will be strong for you. When you start a business, you will find that strangers are the first to believe in you, partners are the first to encourage you, people around you are the first to look down on you, relatives are the first to distrust you, and those closest to you hit you the hardest. When you succeed and treat others to dinner, you will find that everyone is there except the strangers who first believed in you and helped you succeed. So when you face opposition, gossip, ridicule, and abuse, it is all normal; do not give up your dreams because of these voices, for it is these voices that make us stronger.
New DistributionSix Steps to Classic Terminal Reorders: Bookmark This!
The success of new market development and new product launches is marked by secondary wholesalers and terminal retailers making repeat purchases (reorders) through cyclic restocking. Achieving reorders in new markets or for new products is not simply a second purchase; it results from consumer acceptance and initial brand loyalty, as well as the trade's confidence in the company and its products. To achieve reorders, six steps are required: selection, positioning, training, inducement, control, and persistence.
New DistributionEmbrace These Mindsets to Go Further as a Salesperson!
Mindsets determine thinking, which guides actions, forming habits that shape character and ultimately decide destiny. For salespeople, essential mindsets include believing in your ability to win, finding opportunities in difficult markets, taking personal responsibility, executing key actions, leveraging team strength, practicing empathy, upholding professional ethics, avoiding frequent job changes, treating sales as a career, and maintaining positive thinking.
New DistributionManufacturer-Dealer Joint 'Six-Step' Approach: Rapid Distribution to Capture the Peak Season Market!
Statistics show that new products launched by manufacturers each year account for 20%-25% of total sales, prompting annual new product introductions to boost yearly performance. As regional performance leaders, dealers must grow with manufacturers, making new product launches and distribution a key focus. With a success rate of only about 2%, product selection is crucial for successful market entry and determines a dealer's growth and profitability. This article outlines four directions and eight factors for product selection, along with a six-step process for joint manufacturer-dealer distribution.
翁文添While Other B2B Platforms Are Racing Ahead, Why Does Zhongshang Huimin Choose to Cultivate Its Market?
Zhongshang Huimin, one of the earliest players in the FMCG B2B sector in China, has covered 22 provinces and cities, with over 200,000 square meters of self-built warehouses and more than 550,000 retail points served. In 2017, its GMV reached nearly 10 billion yuan. While industry giants like JD.com and Yijiupi are expanding aggressively nationwide, Zhongshang Huimin has chosen to stop opening new markets and focus on refined operations in existing ones.
刘少德The Real Difference Between Third-Rate and First-Rate Salespeople!
Third-rate salespeople wait for their salary without initiative, blame external factors for poor performance, and frequently change jobs. Second-rate salespeople are proactive and money-driven, focusing on immediate gains. First-rate salespeople look beyond immediate profits, focusing on market strategy, long-term customer relationships, and personal growth, often leading to entrepreneurship or management roles.
New DistributionWhat Is the Lifeline of the Terminal Battle? Display! Display! Still Display!
As the saying goes, 'Those who win the terminal win the market,' but this is far from simple. Even with a good terminal, challenges remain, such as promotion enthusiasm, consumer self-selection rates, and display techniques. Often, the seemingly insignificant display becomes the key to terminal success: in consumer goods, especially FMCG, the quality of product display is the 'last mile' to sales, as impulse purchases are easily influenced by the external shopping environment. Now that we are entering mid-May, the peak season, it is necessary to discuss display.
New Distribution