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Can Terminal Stores Take the Initiative to Order on Their Own?
When we shop online, we place orders ourselves; but in physical stores, like clothing shops, salesclerks help customers place orders, and in restaurants, waiters take orders. Whether customers should place orders themselves or sales representatives should do it for them depends on the specific context. In the FMCG industry, terminal stores typically have sales reps place orders on their behalf, known as 'visit sales' or 'vehicle sales'.
New DistributionBrands Raise Prices, Terminals Discount: How Hard Is It for Domestic Beer to Actually Raise Prices?
As temperatures rise and beer enters its peak sales season, Beijing Business Today reporters found that domestic beer brands have launched promotional campaigns before the peak season. Despite collective price increases by Yanjing, Tsingtao, and Snow at the beginning of the year, terminal discounts remain significant, reflecting the difficulty of real price hikes amid years of declining sales and profits.
薛晨Big News: JD New Channel Fully Opens Online Stores, and Not Just Store Owners Benefit!
Recently, the author received a tip from industry insiders that JD New Channel is quietly moving numerous offline mom-and-pop stores online. After checking JD New Channel's WeChat official account, the author learned that the "online store" system, previously only available to JD convenience stores, is now being promoted to all JD ZhangguiBao users, and it is likely to become an important marketing platform for JD New Channel during this year's 618 shopping festival.
新经销团队Salespeople's Key to Boosting Performance in 2018: Distributors Can Use It Too!
To contribute to sales growth, focus on key sales indicators and persistently do simple things well. This article outlines four key indicators for sales success and emphasizes the importance of full-item sales and effective distributor visits.
New DistributionNo Display, No Sales! 4 Steps + Display 43521 Formula: Have You Mastered These Essentials?
The quality of product display directly affects the success of brand cultivation. Research shows that most consumer purchases are unplanned, and eye-catching displays can stimulate purchase intent. This article introduces the 'Display 43521 Formula' and four key steps for effective shelf placement.
New DistributionIn a Red Ocean Dominated by Oligarchs, How Does Le Chun Yogurt Win?
FMCG products are characterized by high consumption frequency, short usage cycles, and a vast consumer base, making the industry a huge market. However, with many players vying for a share, success is challenging. Le Chun Yogurt, a later entrant, has thrived by innovating its business model, shifting from a resource-driven to a user-driven approach, which has enabled it to sell over a million boxes monthly at premium prices.
木小豆After Years as a Distributor, Do You Really Know How to Plan Routes? Do You Really Understand Your Outlets?
Although the straight line between two points is the shortest, it is not necessarily the fastest. In a broad sense, the outlet is the last link in the chain from manufacturer to consumer; in a narrow sense, it is the retail location where consumers purchase goods, where products meet consumers and exchange for money. Outlets have significant commercial value, such as shortening distance, providing convenience, offering speed, and promoting purchases.
New DistributionJD New Channel Officially Launches Joint Warehouse and Distribution System
Recently, Zheng Hongyan, Vice President of JD Group and President of JD Mall's New Channel Business Unit, announced that JD New Channel will launch a new joint warehouse and distribution system to comprehensively upgrade channel efficiency. As the only company in the world with six logistics networks covering small/medium items, large items, cold chain, B2B, cross-border, and crowdsourcing, JD Group accelerated the deployment of its fourth logistics network—B2B logistics—in 2017 to better meet B-end order demands. To adapt to the rapid growth of small B business, under the principle of 'integrated openness' and with the goal of restructuring the 'cost, efficiency, and experience' of the channel, JD New Channel is introducing a new warehouse and distribution solution, co-building a 'joint warehouse and distribution' system with brand owners and channel distributors as a supplement to JD's existing B-end exclusive logistics.
New DistributionFMCG Terminal Channel Classification Overview! Understand 10 Major Categories and 60 Segmented Markets in 3 Minutes!
Multi-channel distribution has always been at the forefront of the FMCG market. This article details the 10 major categories and 60 terminal channels in the FMCG sector, providing a comprehensive reference for sales and distributor teams.
New DistributionAfter New Product Distribution, Why Do Nine Out of Ten Fail? Have You Considered These Reasons?
In the process of introducing new products to regional markets, the effectiveness of the initial distribution and whether it meets expectations are often key factors determining success or failure. Many distributors can distribute quickly, but market activation is slow. Once products don't sell, it leaves a bad impression on retail stores, affecting long-term relationships and making future distribution difficult.
New DistributionNo Display, No Sales! 4 Steps + Display 43521 Formula: Have You Mastered These Essentials?
The quality of product display directly affects the success of brand cultivation. How can products be more vividly presented to consumers, making them easy to identify, attracting attention, and thus gaining more purchase opportunities? Research shows that consumer purchasing behavior is largely unplanned—seeing the product in person triggers a decision to buy. Vivid display can enhance product presentation and stimulate purchase intent. In other words, product display is the last chance to drive sales; only products that capture customer attention will sell.
方刚How Can Traditional Salespeople Use WeChat to Build Terminal Customer Relationships?
In the mobile internet era, the use of instant messaging tools in sales ensures faster task completion, and the casual nature of WeChat reduces people's resistance to work, fundamentally changing the way people interact. Salespeople conducting terminal visits emphasize the eight-step visit process and customer relationship building as basic skills. The eight steps include preparation, polite greeting, store inspection, display improvement, product promotion, purchase promotion, review and summary, and recording and reporting. The four stages of customer relationships are: no conversation, only formal talk, normal communication, and open conversation.
方刚A Salesman Fired His Distributor Boss, and His Reason Won Millions of Likes from Peers!
Remember the saying, "The world is so big, I want to see it"? A resignation letter citing that reason once sparked heated discussion. Not long after, a salesman decisively fired his boss with just a few words. His resignation reason was even more thought-provoking, earning admiration from peers. The endless stream of resignation reasons has left many bosses overwhelmed, and "too embarrassed to chase payments" has stirred up waves, bringing dual pressures of personnel costs and bad debt losses to food industry bosses, sparking a heated debate about debt collection.
New DistributionWhat to Do When Terminal Owners Refuse to Stock Up? 10 Core Distribution Strategies to Motivate Salespeople to Hit the Market
When launching new products or conducting routine visits, persuading terminal customers to stock up is a headache for many salespeople, especially newcomers who speak bluntly and often hit walls. In actual sales, we need to employ certain strategies and master sales techniques to effectively stimulate terminal customers' enthusiasm for stocking, increase the probability of orders, and lay a solid foundation for later sell-through.
New DistributionCan't Sell Products? Check If Your Salespeople Have These Five Misconceptions!
Distribution channels are customers, and terminals are the market. This is a tune that marketers have been singing frequently and loudly in recent years. Indeed, as a link in the sales channel, retail terminals face consumers directly, serving as a dragon gate for products to become consumer goods and the source of actual sales for manufacturers. To make their products leap over this dragon gate and generate actual sales, manufacturers compete in terminal work. However, in actual terminal work, many terminal marketers fail in their business due to misconceptions. 1 In content, emphasizing sales over...
New DistributionWinning Hearts: 10 Psychological Tactics for Terminal Distribution!
Salespeople often face difficult questions from channel customers during distribution, such as being asked if a neighboring wholesaler has taken the product. This article explores the complex psychology behind such questions and provides 10 psychological tactics to effectively handle channel customers, from their pursuit of discounts to their fear of competitors, helping salespeople respond appropriately and succeed in distribution.
New DistributionA Salesperson Who Doesn't Call, Visit, Message, or Follow Up—Why Should You Have Results!
What is the most important quality for a salesperson? Different people have different answers. Some say professionalism, some say communication skills, some say affinity, etc. The author does not deny the importance of these qualities in sales; they are necessary conditions for success but not sufficient conditions. The most important quality for sales is persistence; without persistence, a salesperson will not achieve great success!
New DistributionControlling 15,000 Outlets with 700 Vehicles: How Did He Do It Without Leaving Guangdong Before Reaching 10 Billion?
Tan Xiaoping, founder of No.1 Life, shares his strategy for B2B in Guangdong: focusing on survival with 12-hour delivery and 90% one-stop procurement, then scaling regionally with heavy infrastructure, and finally expanding into convenience stores and city distribution. He emphasizes regional dominance over national expansion, aiming for 10 billion yuan in revenue before leaving Guangdong.
谭小平Practical Guide for Salesmen in Township Distribution: 8 Key Points for Development, 8 Steps for Distribution
With a population of over 1.3 billion, of which 900 million are rural residents (70% of the total), the rural market in China holds immense potential, akin to a vast treasure awaiting exploration. The new era has spurred the growth of China's new rural economy, significantly boosting farmers' income and consumption demand. The resurgence of the rural market has opened up broader development opportunities for enterprises. How to enter township markets and capture a share of rural development is an urgent issue. Rather than envying fish in the deep water, it's better to retreat and weave a net. After thorough research of all weak county and township markets, a systematic township market development plan has been proposed, following the four-step approach of 'building a team, setting standards, creating models, and ensuring implementation,' to foster a healthy, harmonious, and sustainable development of township markets. Below, we share an example of a brand distributor's development of a township market, and welcome your feedback.
New DistributionSalesperson Visit Techniques: Help Store Owners Calculate 14 Profit Accounts to Make Terminal Stores Rush to Stock Up!
What to do when terminal store owners refuse to stock up? You've visited multiple times, tried various sales models, but the owner still shows no intention to order. Many salespeople encounter similar issues during terminal visits. In fact, it's not that the owner doesn't want to stock up, but your approach is wrong, and your words don't hit their pain points. This article compiles some techniques for terminal visit sales, starting from the product structure and sales profit of terminal stores, to guide them into stocking up. The salesperson's 'terminal ice-breaking diary' First visit: The store is crowded, the owner...
魏庆10 Key Points for Effective Distribution in Retail Outlets, or You'll Never Make Money!
When it comes to distribution, many distributors say, "What's so hard about it? We do it every day!" But in reality, achieving "effective distribution" is not simple. Through exchanges with numerous distributor friends, the reporter has summarized ten key points for effective distribution, hoping to provide reference and help for distributors.
New DistributionJD New Channel Integrates Warehouse and Distribution Resources, Enters Food Service B2B: What Does It Mean?
On March 20, during the糖酒会 (Chengdu Food and Drink Fair), JD New Channel held an unbounded retail industry summit, announcing two major moves: first, building a B2B logistics network with a joint warehouse and distribution system; second, officially entering the food service B2B sector. These initiatives aim to enhance supply chain efficiency and provide comprehensive solutions for small and medium-sized restaurants.
赵波Can't Crack Stubborn Terminal Stores? This 'Simple Method' Helped Conquer 50
In terminal sales, you sometimes encounter customers who keep you at arm's length and won't even talk, leaving your tactics useless. At such times, you need to return to basics and use 'simple methods' to conquer 'stubborn stores.' As the saying goes, 'A soft rope can cut through hard stone,' meaning persistence and gentleness can overcome resistance. Salespeople facing such stores need this spirit: perseverance and repeated visits.
魏庆What We Think of as the Integration of Channels, Terminals, and Communication May Be False...
Success must conform to logic, but what conforms to logic does not necessarily succeed. A new system must first be logically self-consistent, then verified in practice. The logic of new marketing is expressed by the relationship of a set of terms: new marketing, with communication as the source. All 4Ps are communication, everything is communication, and logic arises from this.
刘春雄