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Master Kong vs. Uni-President: A Battle for Market Share and Profits!
Since the last century, two Taiwanese brands entered the mainland market, leading to product rivalry and prolonged price wars, inadvertently linking Master Kong and Uni-President. In 2016, Uni-President reported revenue of 20.985 billion yuan, down 5.1%, while Master Kong's revenue was 57.532 billion yuan, down 8.03%. Uni-President focused on high-margin innovative products, while Master Kong maintained higher market share.
New DistributionPromoters: Learning to Fight in the Midst of War
Being a promoter is not just a job, but a challenging career and a life experience. Based on years of practical experience in the frontline kitchenware market, the author believes that to become an excellent promoter and score the 'final goal,' the most fundamental thing is to 'learn to fight in the midst of war.'
New DistributionAre You an Excellent Salesperson? Check If You've Solved These 6 Problems
Wei Qing in 'The Sales Bible for Terminal Sales' said: If you love him, let him do sales, because it's heaven—low threshold, high earnings, high technical content; if you hate him, let him do sales, because it's hell—physical exhaustion, emotional distortion, and no support in old age. So, sales is a hard but honorable job. To become an excellent salesperson, solve these 6 problems: mindset, practice over theory, financial risk awareness, handling legacy issues, order volume proportional to visit rate, and regular self-reflection.
洋洋不会得意Direct Delivery CEO Lai Xuanren: My View on New Retail - Survival and Development in Channel Transformation
At the 2017 (2nd) China FMCG + Internet Conference, which concluded yesterday, Direct Delivery CEO Lai Xuanren delivered a vivid speech on the survival and development of channel transformation, sharing his views on new retail under the theme of 'Empowerment and Evolution'. He highlighted the biggest practical dilemma in new retail development: not making money! Although some distributors or B2B companies have large order volumes, high transaction values, many customers, and good service quality, the terminal market is fragmented with low loyalty, and market changes are rapid with low predictability, leading to most distributors or B2B companies not being profitable.
赖宣任JD New Channel Debuts at "Spring Sugar" Event, Bringing the First Wave of FMCG B2B Dividends
On March 23, the "Spring Sugar Extravaganza" officially kicked off, with hundreds of thousands of professional visitors queuing to enter the exhibition halls. Meanwhile, over 3,000 exhibitors were fully prepared to impress every visitor with their products, technologies, and services. As a dark horse in the domestic FMCG B2B industry, JD New Channel attracted attention from numerous manufacturers and media at its first participation. In the New Channel exhibition area, visitors continuously inquired about its business model and the "Huiyan" big data system, with many gathering around the JD Zhangguibao and VR experience zones.
New DistributionMizone's New Product Exclusively Launched on JD New Channel, Why Was It Sold Out on the First Day?
Mizone is making headlines again in the food and beverage circle, not only for leveraging the 'Spring Sugar' event to launch new products and continuing the popularity of light beverages over the past two years, but also because the exclusive launch platform was the rapidly rising 'JD New Channel'. The speed of the new channel is irresistible: the product was shipped from Zhongshan on March 10, entered JD New Channel's warehouse on March 11, and was exclusively launched on JD's ZhangguiBao platform at 8 AM on Monday, March 13, selling out within hours.
食品君Young Heroes, Spare Us Old-Timers! We Really Don't Need 'Edgy and Provocative'
Why do we always face 'ideological intimidation' when we do business operations honestly? With the rise of the 'post-95s market,' what's the right approach? Marketing professionals confused by the young market can take a reassurance pill with Old Miao today.
苗庆显Should Terminal Displays Adapt to the Seasons? Best-Selling Products Like Xiang Piao Piao and Special Forces Do It This Way!
As seasons change, food and beverage companies must adjust their in-store displays to match seasonal demand, following three key principles and color schemes to boost sales of seasonal products.
New DistributionLearn Merchandising from Pepsi's Sales Team: 9 Tips to Quickly Boost Profits!
In the Pearl River Delta region, where Coca-Cola and Pepsi compete most fiercely, especially in township markets with many factories, any small supermarket will show Pepsi's dominance through strategic displays. This article reveals the nine standardized merchandising actions Pepsi uses to enhance visibility and drive sales.
冯媛The Three Key Elements for Salespeople's Fastest Self-Improvement
In marketing practice, among 100 salespeople, only one rises to director level or above, and about ten reach manager level, while others remain at the salesperson level. The author identifies three factors that set them apart: clear goals, self-discipline, and continuous learning.
梁胜威Learning from the Good Example of Uni-President
Uni-President's 2017 'three new policies'—zero-based budgeting, channel reform, and food and beverage integration—represent a shift away from traditional sales practices. This article analyzes why these policies are the right direction in the current environment and how they can succeed, positioning Uni-President as a benchmark for other companies.
刘春雄With 90% Distribution Coverage, Why Is the Market Still Lukewarm?
During a Spring Festival gathering, a friend's client mentioned a market bottleneck: despite achieving 90% distribution coverage, the market remained sluggish. The article explores why high coverage is often pursued, the dangers of improper high coverage, and how to approach coverage based on product attributes and market stages.
朱朝阳The Most Important Things FMCG Companies Should Do Amid Consumption Upgrades
Since 2014, consumption upgrades have become the hottest topic in the FMCG industry. This article discusses the manifestations of consumption upgrades and suggests that companies should strengthen their products and weaken their brands to adapt to the new consumer landscape.
胡伟（净泊子）2017 | 6 Thoughts on FMCG B2B Field Promotion Operations
This article outlines six key considerations for FMCG B2B field promotion operations, including defining small B-end customers, structuring top-selling products, building a field team, handling customer objections, managing customer acquisition costs, and choosing customer acquisition methods. It emphasizes the importance of changing store owners' purchasing habits through deep engagement and coordinated front-end and back-end efforts.
任我行Three Steps to Get Your Products into Every Effective Outlet
Terminal distribution is a crucial part of operating a model market, yet many companies distribute blindly, either setting overly ambitious goals that fail to deliver or lacking effective positioning so the products don't sell. How can companies distribute effectively? Determine effective outlets and set reasonable distribution goals. The terminal distribution target (distribution rate) for a model market should be based on the product's attributes and target consumers, establishing standards for effective sales outlets, then combining the strategic goals of the model market and market competition to finalize the target. This can be achieved in three steps.
孟令宇Display Mnemonics: A Quick Guide to Effective Merchandising
This article provides a comprehensive guide to effective product display in retail, covering the importance of boldness in display, classification signage, and creating an appealing shopping atmosphere. It emphasizes the need for simple yet impactful displays, strategic product placement, and the use of promotional displays to drive sales.
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 DistributionWho 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In 2017, These Four Types of Salespeople Are Treated as Brothers by Distributors! Are You Brotherly Enough?
Everyone knows that the job of a salesperson is not easy, as they have to visit new clients every day, often facing closed doors or being shown the door, not to mention the emotional toll of being away from family for long periods. However, sympathy won't put food on the table; if you choose this career, you must bring passion and determination. In my work, I've encountered many salespeople, and some have truly impressed me.
New Distribution“Terminal is King” is Outdated; Terminal Reengineering under New Retail Thinking is the Way Forward
This article argues that the traditional concept of "terminal is king" is outdated, and proposes a new framework called "terminal-driven model reengineering" based on the essence of terminals—their functions—rather than their forms. It emphasizes the importance of information flow and logistics in terminal planning, and introduces five key elements: pre-terminals, core terminals, post-terminals, logistics terminals, and scenario-based logistics terminals.
苗庆显Can't Even Handle Route Visits? How Can You Do Sales?!
Many companies blindly imitate the terminal route visit models of well-known enterprises, but fail to get orders or sell products, wasting resources. This article shares 10 tips for accelerating terminal distribution, based on 14 years of experience, including finding opportunity stores, concentrated visits, tiered visit models, optimizing routes, and improving delivery efficiency.
New DistributionLiu Qiangdong Supervises New Channel: Anniversary Report Targets 5 Million Small Stores
JD's New Channel business unit, established on December 16 last year, was designated by Liu Qiangdong as the group's top priority project for 2016, with Liu personally overseeing it. Targeting nearly 10 million small and medium stores in lower-tier cities, the unit has now completed its first year, signing cooperation agreements with major brands such as Coca-Cola, Unilever, Qiaqia, Modern Farming, Six Walnuts, Beiersdorf, Dongfang Tianyuan Grain & Oil, Charm Kitchen, Zhi Pu Mo Fang, and Shandong Jingzhi. At the event, it reviewed its annual performance and launched the Huiyan system.
赵波Six Insights from a Veteran Salesperson on Developing New Outlets
First, be firm in your purpose for entering the store. If you leave just because the owner says 'it doesn't sell' or 'it's hard to sell,' you won't cover many stores in a day. You should understand that as long as the owner doesn't kick you out, keep pushing until he places an order: if a full set doesn't work, try half a set; if half a set doesn't work, try one piece; if one piece doesn't work, try half a piece for the freezer; if that doesn't work, consider a moderate credit sale based on the customer's creditworthiness, and agree on payment terms and timing. Second, pay attention to your appearance before entering the store: your image gives character to the product; your clean and tidy clothing gives a capable impression, and a steady image suggests the product is not bad either.
阿U哥Undercurrents in FMCG Distribution Channels: Where Is the Wave of Change?
FMCG products are used frequently and consumed quickly in daily life, making smooth distribution channels crucial. After nearly four decades of development, the drawbacks of traditional distribution channels have become apparent, and reform is urgently needed. This article provides a detailed introduction and analysis of FMCG distribution channels: channel classification, current status, trends, and how distributors can strengthen channel management.
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