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How to Achieve Dynamic In-Store Displays?
China is a super manufacturing and copying powerhouse; once a product sells well, numerous imitations appear overnight. Therefore, it is crucial for manufacturers to capture consumers' attention through effective in-store display merchandising, as improved displays can boost sales by over 20%.
New DistributionSalespeople: See, Listen, Play – 'Three Skills to Win'
Salespeople are often told to master 'three skills': seeing, listening, and playing. While these are common catchphrases, not every salesperson knows how to apply them effectively. Drawing on years of practical experience, the author focuses on the second skill – listening – and provides detailed guidance on whom to listen to, what to listen for, and how to listen, to help sales professionals gather valuable information and ultimately win.
New DistributionInstant Noodles at 30 Yuan and Toothpaste at 65 Yuan: Can 'Luxury' FMCG Products Win Over Consumers?
Instant noodles selling for 30 yuan and toothpaste for 65 yuan are examples of FMCG brands venturing into the high-end market. While some consumers are willing to pay for premium packaging and perceived quality, others question the value, and experts warn that high prices must be justified by genuine product quality and consumer demand.
孙杰 樊一婧Practical Sharing | To Do Well in Distribution Channels, Rely on These Three Moves
The article, written by Xiao Yunfeng of Yuanjing Consulting, discusses how to effectively manage distribution channels in the baijiu industry during the current adjustment period. It emphasizes the importance of building a strong team, streamlining product offerings, and systematically classifying retail outlets for targeted operations.
肖云峰A Comprehensive Look at FMCG Sales Visit Procedures at Coca-Cola, P&G, Unilever, and More: Key to Efficient Terminal Visits and How SMEs Can Apply and Adapt
International FMCG giants like Coca-Cola, Pepsi, P&G, Unilever, and Colgate require their salespeople to conduct standard terminal visits, yet most salespeople merely go through the motions. This article outlines the systematic visit procedures of these multinationals, highlights the key to efficient terminal visits, and offers practical advice for SMEs on how to apply and adapt these methods.
New DistributionMastering the Methods for Effective Retail Visits
In actual sales work, we often observe numerous problems in salespeople's retail visits that prevent the visits from achieving their intended effect. These issues mainly include: 1. Visits without purpose; 2. Visits without regularity; 3. Inadequate preparation for visits; 4. Lack of methods in retail visits; 5. Too long intervals between visits; 6. Lack of etiquette in retail visits; 7. Visits that fail to solve problems. Therefore, for marketing personnel to make their retail visits highly effective, they must avoid the above problems...
伯建新Terminal Visits: Three Steps to Quickly Build Trust with Small Stores!
To build trust with small store owners, salespeople should first make themselves memorable by dressing neatly, avoiding long pitches, and helping out in the store. Then, they should learn about the customer's personnel, products, and customer flow to understand their needs. Finally, they must earn trust through sincerity, professionalism, considering the customer's interests, knowing when to refuse unreasonable requests, keeping promises, and showing loyalty.
New DistributionPractical Guide: What Standards Should a First-Class Terminal Display Meet? Can You Recite the 9-Character Product Display Principle?
This article discusses the key considerations for terminal displays, including attracting consumer attention, enhancing brand image, intercepting target consumers, and rational comparison with similar products. It also covers the selection of display locations, display principles, and strategies to secure better display positions, concluding with the nine-character display principle: quantity, concentration, ease, completeness, cleanliness, connection, timeliness, brightness, and color.
New DistributionDo You Know How to Distribute? 3 Strategies and 10 Tips for Mastering Terminal Distribution Details!
Terminal sales begin with distribution. Whether you're a seasoned FMCG veteran or a newcomer, everyone talks about 'terminal success' and 'channel success,' but overlook that 'without a solid foundation, everything shakes.' Distribution is the most basic market groundwork. Do you know how to distribute? Have you encountered difficulties? Do you know how to solve them? Strategy 1: Preparation before distribution.
New Distribution8 Standard Steps for Sales Reps Working with Distributors: Right Methods Lead to Faster Distribution and Better Sales!
Working with distributors on delivery routes is a fundamental task for frontline sales reps, serving as a key channel for customer service and relationship building. It not only helps understand the market and find solutions but also strengthens bonds with clients, boosting their enthusiasm and cooperation. However, many reps end up as mere loaders, missing opportunities to improve performance. This article breaks down eight standard actions—communication, verification, discovery, opening boxes, grabbing prime positions, organizing shelves, positioning near competitors, and closing orders—to help reps add value and drive sales.
姚占伟68 Taboos Every New Salesperson Must Know
This article outlines 68 common mistakes that salespeople should avoid when dealing with customers, ranging from forgetting names and improper dress to poor listening and inadequate after-sales service. It emphasizes the importance of professionalism, customer respect, and effective communication to build trust and close deals.
New DistributionBlank Outlet Distribution: Rejection Is Inevitable, but a Salesman with No Solutions Is Incompetent!
Terminal owners face many salesmen daily and respond mechanically, so they often repeat phrases like 'business is bad,' 'can't sell,' 'not needed,' 'already have this,' 'not interested.' To handle this, reflect on the following: Before entering a store, pay attention to your image, which gives the product character; details like opening doors, smoking, and rain matter. After entering, observe licenses, the owner, competitors, and practice silence. When speaking, focus on profit and address common objections with strategies like comparing advantages, leveraging brand and support, and maintaining control over policies.
New DistributionSalespeople Are Degrading, 99 Out of 100 Distributors Feel the Same!
As a distributor, dealing with manufacturers' salespeople is inevitable. Since 1992, the author has encountered over a thousand such salespeople. Overall, the capability and quality of manufacturers' salespeople have been on a declining trend over the past two decades, a sentiment shared by many distributor peers. This article contrasts the characteristics of salespeople from ten years ago with those of today, analyzes the reasons for the decline, and suggests that the root cause lies with the manufacturers' bosses.
潘文富Improper Shipping, Improper Delivery, Overstocking, and Failure to Follow FIFO at Retail: How Can Distributors Reduce Excess Near-Expiry Products?
The article discusses the causes and solutions for near-expiry products at the distributor and retail levels. It emphasizes proactive prevention, proper inventory management, and handling issues without burdening the company, while warning against altering production dates.
New DistributionWhat Misconceptions Should Be Avoided in Market Operations?
Lao Zhou, a distributor I've known for eight years, recently lamented that the market is hard to operate and tiring without profit. Instead of giving specific solutions, I shared my understanding of common pitfalls distributors face in market operations, which apparently changed his approach and improved his business.
柏建新24 Practical Tips for Distributing New Products at Retail Terminals
A common scenario: the boss assigns a new product distribution task, the salesperson spends a day on the street visiting ten stores, finds it difficult, and reports back: "Supervisor, it's not moving!" The supervisor passes it up: "Manager, it's not moving!" ... Level by level, everyone thinks the product "won't move," and headquarters starts adding distribution policies. New products are certainly hard to distribute; as salespeople, "don't fail after one setback"—don't easily say "it won't move." The terminal sales model and tactics are "to win by orthodox methods," but besides orthodox methods, there are some "accelerating levers" that win by surprise. Only after using all these orthodox and surprise methods and levers should you say "it won't move!"
魏庆老师How to Increase Regional Sales by Increasing the Number of Effective Outlets
Competitive pressure, rising operating costs, and the entry of new distributors constantly put distributors at risk of market fragmentation. The only way to resolve this is to increase regional sales, but as competition intensifies, traditional methods seem to fail. The formula for regional sales is: Regional Sales = Number of Outlets × Purchase Volume per Order × Purchase Frequency per Time. Thus, there are two ways to boost sales: having more effective outlets to quickly increase sales, or making each outlet sell more.
New DistributionNew Product Distribution: 8 Taboos and 6 Key Points Marketers Must Remember
In the process of introducing a new product to a regional market, the effectiveness of the initial distribution and whether it meets expectations are often key determinants of the product's success or failure. Therefore, studying how to execute distribution efficiently and understanding the techniques and key points are essential. This article shares the criteria for evaluating distribution success or failure, outlining eight common failures and six ideal outcomes.
朱志明Several Methods for Salesmen to Develop Blank Outlets
Facing increasingly fierce competition, every product is actively developing new outlets—circulation, special channels, catering, supermarkets... You want to fill this blank outlet, and so do others. Therefore, store owners face many such salesmen every day, and numbness is inevitable. So, in almost every store you enter, the owner will repeat these phrases: "Business is bad," "It doesn't sell," "No need," "We already have this," "I'm not interested"... If you simply turn around and leave because of the owner's refusal, you won't be able to stock many stores in a day...
New DistributionLearning Terminal Management from Wahaha
Terminals are where products are sold and reach consumers, making them a critical battleground for brands. Wahaha's unique terminal management approach, including price difference management, anti-diversion measures, and innovative display strategies, offers valuable lessons for maximizing sales efficiency.
罗宏文Original Submission | With B2B Arriving, What Changes and What Stays for Salespeople
Just after the New Year's Day holiday, JD.com's 'New Channel Business Unit' targeting end terminals made salespeople in traditional enterprises, who spend their days among distributors, sense the danger of losing their jobs. Those who relied on the 'opening points, pushing inventory, collecting payments' approach began cursing e-commerce platforms for the first time. Shortly after the release of the 2015 semi-annual financial reports, affected by the overall economic environment, layoffs at major tech companies were frequent: Tesla cut 200 jobs, Lenovo laid off 3,200 non-production employees...
黄润霖Regional Dairy Enterprises' Market Terminal Operation Strategy
Innovation is crucial for sustainable development. In the context of an unchanged dairy industry landscape, how can regional dairy enterprises achieve sustainable survival or continuous growth? This article explores terminal sales promotion management, base market defense, and terminal visit strategies for regional dairy enterprises, using micro-innovation concepts and FMCG industry experience to help them succeed at the market terminal.
杨光明67 Ways to Respond to 42 Reasons for Terminal Refusal to Stock
In an increasingly competitive market, controlling the terminal is essential. Many terminal salespeople struggle to visit many stores a day, have low communication efficiency, and lack effective responses to various terminal 'excuses', leading to poor performance. This article compiles and edits terminal sales scripts from marketing experts to improve visit and distribution success rates.
魏庆老师KA Store Visits: Small Matters, Big Lessons
Store visits are a routine yet critical task for city KA representatives, involving much more than a casual walk through the store. This article outlines the key elements of effective store visits—distribution, placement, display, pricing, inventory, promotion, and merchandising—and provides practical tips for identifying and resolving issues to drive sales performance.
New Distribution