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Discussing Alibaba's 1688 and JD.com's New Channel (A Must-Read for Distributors)
Whether you like it or not, the internet is taking over China's economy. With the advent of B2B distribution e-commerce, retailers remain irreplaceable, but the fate of distributors is now in question. In 2015, Alibaba established 1688.com, marking the beginning of internet giants' foray into distribution e-commerce. 1688 leveraged cross-border e-commerce and the zero-tariff benefits of free trade to significantly reduce the cost of imported goods, and then utilized its Cainiao network for low-cost delivery...
New DistributionAlcohol B2B Cannot Change the Distribution Channel Landscape of Baijiu
Yijiu Pi, a leading alcohol B2B e-commerce company, recently announced the completion of a B+ round of financing of 200 million yuan. The round was led by Yuansheng Capital and Zhongding Chuangtou, with existing investors Source Code Capital and Lighthouse Capital participating. Lighthouse Capital continued to serve as the exclusive financial advisor. This has attracted widespread attention in the alcohol industry. Famous liquor manufacturers hold market power, and alcohol B2B cannot change the distribution channel landscape of baijiu.
New DistributionDistributors: What to Do When Terminal Products Are Unsellable?
Marketing is a complete process, from production to the consumer, passing through a series of channels, with the terminal being the final step. Whether a product is accepted by consumers depends on its performance at the terminal, which can either be a sellout or a dead stock. All parties involved—manufacturers, marketers, and distributors—should have the right mindset, be fully prepared, and know how to solve the problem when products become unsellable. When products sell well, everyone is happy, but the most troublesome and critical issue is what to do when terminal products are unsellable.
New DistributionWhat Do You Read into the Strategic Cooperation between Mondelez Snacks and JD New Channel?
Today, JD's official account announced a strategic cooperation between Mondelez and JD New Channel. This article first presents the official report, then analyzes the implications for distributors, concluding that JD New Channel is capable of handling national sales for top brands and that distributors may gradually become marginalized as B2B platforms strengthen.
赵波Not That I'm Teaching You to Be Bad – Alternative Principles for Sales Managers
Sales managers should follow seven unconventional principles: choose the right company, choose the right boss, squeeze every last resource from the boss, manage your boss more than your subordinates, treat every department head as important, be skeptical of dealer claims, and be ruthless in achieving targets.
俞雷7 Tips for Successful Client Visits
Client visits are the most basic and routine work in marketing: market research, new product promotion, sales promotion, and customer relationship maintenance all require client visits. Many sales representatives agree that if a client visit is successful, other related sales tasks will naturally follow. However, many visited clients (mostly purchasing staff and store managers) may ignore sales representatives due to a sense of superiority or being accustomed to frequent visits, leading to many stories of rejection. In fact, with the right approach and methods, client visits are not as difficult as imagined—success is simple.
徐应云A Heartfelt Note on Market Distribution from a C'estbon Salesperson
Every salesperson spends a long time talking with store owners to discover their needs through conversation. 'Sometimes they care less about whether our sales targets are met and more about what we can help them with; they truly treat me as a friend.' Enduring hardship and heat is the only way to achieve sales. In May, Wuxi's weather is mostly sunny and scorching, and the three days of distribution were no exception. Every day, we followed the sales representatives under the scorching sun, weaving through the streets and alleys of Wuxi, visiting various target stores. The first day...
邹佳金The Most Frequently Asked Questions by Salespeople, Summarized!
This article addresses common questions from salespeople, such as how to handle awkward silences with clients, preparation before visits, language taboos, building relationships, and becoming a top salesperson. It emphasizes the importance of preparation, professionalism, and continuous self-improvement.
New DistributionThe Full Picture of 'Internet + Distribution' Has Begun to Emerge
E-commerce has become the infrastructure of social operations, forming a 10-trillion-yuan economy that has drawn significant attention from internet practitioners. However, offline industries worth tens of trillions remain largely untouched, all seeking various forms of 'Internet +'. Having just returned from investigating three typical models of 'Internet + distribution', and as someone who has been working in 'Internet + commerce' for three years (founder of Palm Hongcheng, a first-hand goods platform in Jiangxi Province), I can clearly state that the full picture of 'Internet + distribution' has already begun to emerge. In the next 3-5 years, the competition will be about teams, resources, and technology; those who possess all three will win the next 5-10 years.
郭辉雄Optimize Visit Routes, Accelerate Terminal Stocking: 10 Tips to Reduce Inventory!
Many companies blindly imitate the terminal route visit model of well-known enterprises, but fail to get orders or sell goods, wasting resources. Here are 10 tips to accelerate terminal distribution, including finding opportunity stores, concentrated visits, and flexible visit modes.
魏庆老师News Flash: Channel Expansion, Shuanglu Battery Chooses JD New Channel
Shuanglu Battery, a well-known domestic alkaline battery manufacturer with sales networks in over 80 countries and regions, is also striving to deepen its domestic market. In 2016, Shuanglu launched the 'Hundred Cities, Ten Thousand Stores' plan to create a new Shuanglu within five years. At that moment, JD New Channel entered Shuanglu's view, and Shuanglu saw a good partner for channel expansion.
New DistributionHow to Quickly Cultivate the First Batch of Consumer Groups in Weak Regions?
After visiting a newly developed township market, the author found that despite high distribution rates, most outlets had slow sell-through. By analyzing successful outlets, he developed a two-part cultivation plan focusing on outlet and consumer education, which significantly improved market performance within three months.
陈波How to Win the Distribution Campaign? Here Are Some Tips
New product distribution requires efficiency, momentum, and strategy. Without efficiency, there is a sense of futile suffering; without momentum, the ambition to overcome difficulties cannot be aroused; without strategy, it is like a headless fly bumping around. This article outlines the four key characteristics of distribution, the three standards to establish, and the strategies that determine success.
朱志明Terminal Inspection: 'Three Passes, Five Points'
To enhance terminal control, distributors often visit terminals themselves or dispatch salespeople to grasp the latest changes and adjust product portfolios and strategies accordingly. Terminal inspection sounds simple, but executing it effectively is not easy. Let's look at the case of Manager Chen, a distributor in Zhejiang.
张力明In Today's Era, Is Deep Distribution Still a Viable Path? How Should Companies Cultivate Their Markets?
Deep distribution is merely a tactical system. In China, modern channels represented by supermarkets and the internet, with a strong Western style, move unimpeded in urban markets, while traditional channels represented by mom-and-pop stores remain deeply entrenched in the vast county and village markets. Modern channels have leveraged consumers as leverage to gain direct dialogue with manufacturers, gradually displacing intermediate channels (distributors). This Westernized channel characteristic has led many companies to become accustomed to this long-pass direct operation style, and the direct management and rapid response of direct channels have created illusions among many corporate marketing layers...
方刚Vehicle Sales Can Also Be 'Internet Plus': New Ways to Improve Offline Sales Efficiency
Visit sales and vehicle sales are the two main sales models in the traditional supply and marketing industry. Whether the internal logic of CRM tools in this field can match business scenarios has always been an industry topic. Recently, leading domestic SaaS vendor Field 365 launched a 'vehicle sales' feature. How will this feature, implemented with SaaS technology, help enterprises solve offline sales efficiency issues? Vehicle sales management is not easy. Vehicle sales, also known as on-site sales, refers to a sales method where salespeople and drivers drive with goods to customers for on-site sales and payment collection. Compared to the visit sales model, which focuses on store visits, vehicle sales involves not only the management of personnel, customers, and goods, but also the management of vehicles and payments. Due to the advantage of quick cash recovery and the ability to help enterprises expand sales channels, this sales model is widely used in second- and third-tier cities, as well as in counties, townships, and remote areas.
外勤365What Should Leaders Look at When Visiting the Market? How? Five Steps for Terminal Inspection Process!
Before entering a store for inspection, prepare by reviewing management priorities and relevant inspection items. Check the route manual for the store owner's name, the sales rep's visit times, purchase history, and gift records. This step involves not only familiarizing with basic store information but also thinking about key products and issues to inspect. For example, if the route manual shows altered visit times, plan to verify them upon entry. If purchase records show product A hasn't been reordered for five consecutive weeks, consider checking its display and dates, watch for damaged goods, and ask the sales assistant about difficulties and reasons for slow sales.
魏庆老师Marketing Channel Transformation: From Terminal Supremacy to Traffic Supremacy
Overall, whether for baijiu or beer, the current performance situation is not optimistic; baijiu is only rebounding from a low point. To rescue performance, they need to inject strong vitality into marketing channels. The previous channel promotion strategies relying on terminal interception and store breakthroughs are no longer sustainable. In the new normal, a key point in 2015 is that most liquor companies are consciously embracing 'Internet+' and have made many explorations. Data shows that mobile consumption nationwide has risen from 35% in 2014 to 65% in 2015.
华勇 代秀辉Summer Peak Season: Complete Implementation Plan for Beverage Terminal Promotional Gift Packs
The beverage consumption peak season typically begins at the end of April, making in-store consumer promotion crucial for sales performance. To boost distribution sales, major companies usually launch corresponding gift pack promotions during this period. This article presents a brand's implementation plan for terminal promotions from April to June, covering policy details, operational procedures, precautions, costs, and verification, as well as additional guidelines for June sales activities.
张山Is the Opportunity for Distribution E-commerce Here? Insights from Yantai Yishang Logistics
A recent visit to Yantai Yishang in Yantai excited me. Unlike previous e-commerce that conquered commerce with internet, Yishang is a commercial player using the internet to solve previously unsolvable problems, reshaping China's fragmented commercial system without burning cash or gimmicks, offering real value. Since Taobao's rise, distributors have felt threatened by disintermediation, but with nearly 30 trillion yuan in retail, e-commerce only accounts for 10%, leaving traditional channels dominant. After visiting Yantai Wanshanggou, I believe the time for distribution e-commerce has come.
刘春雄The Most Practical Way for Salespeople to Succeed: 'Bold, Meticulous, Thick-Skinned'
At a high school graduation party, we asked our Chinese teacher how he won over his beautiful wife. He replied without hesitation: 'I'll tell you a secret in seven words: bold, meticulous, thick-skinned.' These seven words are not only a winning formula in romance but also the golden rule for successful salespeople.
New DistributionWhy Is Alibaba's 1688 Retail Connect Model Not Selling Well?
With the launch of Alibaba's 1688 Retail Connect and JD's New Route, the traditional retail industry is in a state of panic. However, the author argues that these B2B models will be 'praised but not popular' due to issues in their business model, product selection, and profit distribution, and suggests that a new model like Beiquan's 'Internet + convenience store' may represent the future.
chenmali8 Tips for Posting Promotional Posters at Retail Outlets (Easy but Not Simple)
To compete with rival products at the retail level, FMCG companies frequently run consumer promotions, making posters a crucial tool for conveying promotional information on the ground. During peak promotional periods, poster space at various retail outlets becomes as crowded as a train station during Spring Festival travel rush. Many companies and distributors complain that despite distributing nearly 2,000 posters in a small county, they are barely visible at retail, while competitors' posters remain prominently displayed. Moreover, mom-and-pop store owners are reluctant to post them on their storefronts.
New DistributionLift, Cut, Stick, Move, Arrange, Stuff: Standard Actions for Beverage Display in Mom-and-Pop Stores
Every March and April, major beverage manufacturers launch their annual water war, and the daily basics for every frontline sales rep are to push inventory into stores, stock shelves, and fill coolers. But there's real skill in how to do this. The author summarizes six standard actions for terminal operations: lift, cut, stick, move, arrange, and stuff. These six words help sales reps know what to do and how to do it at the store level. Lift: as the name suggests, it means pulling our products out of the small store's warehouse, but where to lift them to? That's where the skill lies.
赵波