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Heavyweight | Cut Non-Value-Adding Distributors, Rectify Substandard Markets, Jing Brand's 18th Distributor Conference Issues Tough Measures
On September 6, Jing Brand Co., Ltd. held its 18th distributor symposium with the theme "Stick to, Transform, Breakthrough," attended by 714 liquor merchants from home and abroad. Chairman Wu Shaoxun spoke at the meeting. Notably, the company's operating revenue for 2015-2016 was 8.722 billion yuan, a 2.6% increase from the previous year, marking the first single-digit growth after a decade of double-digit growth.
New DistributionWhat General Managers and Department Managers Should Do Daily, Weekly, and Monthly: Super Practical!
Being skilled in both interpersonal relations and work performance can advance your career. As a business manager, how do you excel in both? This article reveals the essential tasks and qualities for successful managers, helping you go further.
我说吧Why Is Your Market Being Transhipped? How to Break It?
This article explains the reasons why distributors face transhipping (cross-regional selling) and provides strategies to deal with it. It covers causes such as unreasonable sales targets, pricing policies that encourage transhipping, and lack of enforcement, and offers solutions like contractual protections, evidence collection, negotiation, and building alliances.
佚名Counting the Three Layers of Inventory Losses
Inventory is a form of corporate assets, and owning inventory shows no loss on the balance sheet. However, from a supply chain management perspective, inventory brings significant losses to the enterprise and the supply chain, manifested in three layers: the first layer is the occupation of working capital, increasing capital costs and operational risks; the second layer is the waste caused by excess inventory from a lean operations perspective; the third layer is the hidden losses from a supply chain perspective, which are larger and more difficult to detect, harming competitiveness.
New DistributionDealer Development in the New Era: Node Marketing and Creating Peak Season
This article discusses the importance of node marketing for distributors, using the analogy of boiling water to emphasize that all preparations are useless without the final push. It provides examples and practical advice on how distributors can ignite their market with a modest investment at key moments.
一叶扁舟The Awkward Transformation of Wholesalers
Since 2015, the traditional industry has faced a sharp downturn due to economic deterioration, e-commerce impact, and rising costs, leading to the notion that wholesalers are useless. This article discusses five transformation paths for distributors, focusing on the diagnostic B2B platform model as a practical solution, and predicts the future competitive landscape for wholesalers.
戎尘书生Dealer Development in the New Era: Game Theory and Strategic Positioning
The article discusses the game theory between dealers and manufacturers, arguing that dealers should focus on maximizing manufacturer resource investment in their local markets through market-oriented methods rather than unethical practices. It emphasizes the importance of a stable and passionate team, a strong terminal network, and a divisionalized business structure, and provides principles for deploying personnel effectively.
一叶扁舟Dealer Development in the New Era: How to Cut Off an Arm to Save Oneself?
Drawing on the story of Yang Guo's arm amputation in 'The Return of the Condor Heroes', this article argues that in today's economic downturn, dealers must be willing to 'cut off an arm' by eliminating problematic products to ensure survival. It provides a framework for categorizing products into problem, star, cash cow, and dog categories, with practical advice on how to identify and handle each type.
一叶扁舟Distributors Must Clarify the Present to Move Fast and Sell Fast
As the 2016 Mid-Autumn Festival approaches, distributor Sister Wang, a major player in a second-tier southern city, is far from joyful. Previously, she would have completed 50-60% of her annual sales target by this time, sometimes even 70-80%, but now she hasn't even reached 35%. Her team's morale is declining, and she worries about more than just falling sales and profits. Having built her capital during the high-growth years, she now faces a dispirited team and high turnover. An industry veteran with 17 years in FMCG, I advised her to focus on four key areas: product portfolio analysis, aligning with manufacturers, optimizing personnel, and strategic execution.
一叶扁舟Where Did the Distributor's Fees Go?
Distributors often ask manufacturers for support, which is normal but can become a habit. They do this to maximize profits and minimize costs, but the support is often wasted, hoarded, or misused, leading to a vicious cycle. Manufacturers should investigate and guide distributors to use knowledge and technology instead of relying on handouts.
潘文富Nine Key Operating Factors for Distributors
This article identifies nine key factors that determine the success or failure of a distributor, seven related to the company and two to the manager. It explains how their importance changes as the company grows, and offers advice on what to avoid during the takeoff phase.
肖蓉How Much Profit Margin Should You Leave for Distributors?
In consulting practice, I often encounter salespeople who claim that distributors are purely profit-driven. But the 'profit' they seek has 108 forms, including profit rate, total profit, and as a tool for developing retail outlets. This article uses case studies and a four-quadrant model to explain how to determine the appropriate profit margin for distributors, emphasizing that the right strategy depends on core capabilities and market dynamics.
曾祥文How Should Distributors Succeed in Imported Food E-commerce?
Before discussing how to operate imported food e-commerce, let's look at search data for imported food. The overall trend is growing despite fluctuations. The article outlines various online channel models—B2B, B2C, M2C, BBC bonded zones, and B2B2C—using platforms like Taobao, JD.com, Yihaodian, and Feiniu as examples. It also poses six key questions distributors must ask themselves before entering food e-commerce, emphasizing that sales equal traffic times conversion rate.
DreamingA Complete Guide to Manufacturer-Assisted Dealer Team Management
Manufacturer representatives act as a lubricant between dealers and their teams, playing a special role in team management. By using a 'red face and white face' approach—combining praise and criticism—they help dealers manage teams effectively, resolve conflicts, and drive performance.
刘雷Revisiting the Impact of FMCG B2B: Where Should Distributors Turn for Transformation?
The traditional distribution business is being reshaped by the internet, with numerous B2B platforms entering the market. Distributors must adapt by transforming into platform operators, logistics providers, brand service providers, OEM brands, or retail chains to seize the opportunity.
赵波Employees Not Diligent? Distributors, Are You Managing the Process?
This article discusses the common problem among distributors of focusing only on sales targets and neglecting process management, leading to undisciplined sales teams and poor market performance. It provides practical advice on how to improve employee diligence through process management, including breaking down goals, setting standards, tracking performance, and providing timely rewards and punishments.
赵波Understanding Alibaba Retail Link's Manufacturer and Distributor Cooperation Policies
This article summarizes the content shared during a visit to Alibaba Retail Link's headquarters, detailing its operating model, cooperation policies for distributors and manufacturers, and insights from participants. It highlights Retail Link's B2B platform for small retailers, its collaboration terms, and strategic considerations for FMCG companies.
赵波How Do Distributors Make Profit? Let Me Calculate It for You!
A distributor's ability to make money and easily earn more profit is directly related to their product portfolio. When selecting new products, besides considering whether the product has selling points, one must also think about how it fits with existing products. Among the products distributed, which ones are "profit" and which are "weapons"? Below, the editor of Dealer's Home calculates for you which combination model is best, analyzing as follows: the different characteristics of three types of brands. Based on the level of distribution gross margin, FMCG products can be broadly divided into three categories, which we may call first-tier, second-tier, and third-tier brands respectively.
New DistributionB2B E-commerce Inspection Tour of Qianmi Concludes Successfully
On August 17, 2016, the fourth B2B e-commerce inspection tour organized by this official account visited Qianmi.com. The event aimed to analyze enterprise transformation trends in the mobile internet era for traditional companies and distributors, share industry insights, and help enterprises understand the advantages of SaaS systems, providing complete solutions for e-commerce transformation in traditional industries.
New DistributionOnce Thriving, Now Being Cut: Why Have Secondary Distributors Reached This Point?
Secondary distributors once thrived by providing distribution, capital recovery, hotel terminal control, fast delivery, and new product launch support. However, due to weakened capital functions, information transparency, intense manufacturer competition, and their own learning deficiencies, they are now being phased out.
唐江华Ten Ways to Get Terminal Owners to Stock Up and Reduce Your Inventory!
How can you quickly cycle through distribution? Today, we bring you 10 tips for accelerating terminal distribution, summarized from eight years of experience by a top salesperson. Learn these and you'll have terminal owners stocking up while your inventory shrinks!
New DistributionHow Distributors Execute the Three Core Tasks: Success or Failure Hinges on Them
As a link in the product circulation chain and an independent legal entity, distributors have broad operational and management concerns. This article focuses on three core tasks in marketing: channel management, team management, and manufacturer-distributor relationship management, offering practical guidance for distributors. Channel operations are centered on standardization, team building on enabling employees to do the right things, and manufacturer cooperation on leveraging strengths for win-win outcomes.
王秀峰A Three-Birds-One-Stone Meeting Strategy: Hold Meetings on the Frontline Market!
“Peak season for sales, off-season for market development” has become an unwritten rule. Off-season market development involves market research and activity planning, competing on sales reps' diligence and policy attractiveness. However, when the off-season coincides with an industry adjustment period, both distributor and company teams may suffer from low morale, affecting efficiency. When the off-season meets intense competition, traditional methods become less effective. Thus, this off-season, we need innovation—"hold meetings on the frontline market"—to boost morale and ensure execution.
New DistributionWhat Kind of Distributors Do Enterprises Need?
In today's increasingly competitive market, 'channel is king, winning the terminal' has become a mantra for many enterprises. Choosing the right distributor is crucial for new brands, as the wrong choice can stifle growth. This article outlines the key qualities of a good distributor: credibility, stability, willingness to promote, strength, experience, and a desire for long-term cooperation.
New Distribution