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Dealer Research: How to Get the Truth from Dealers?
Finding a dealer is like finding a partner: on first meeting, both sides show their best side. To get the real picture, salespeople must learn to read between the lines, verify claims with on-site checks, and ask indirect questions to uncover the truth about sales volume, network quality, and financial health.
黄润霖Bottled Water Consumers' Price Expectation is 2-3 Yuan; Distributors of Premium Water Should Be Cautious!
During the peak season for bottled water sales, a survey found that while low-end water at around 2 yuan sells out, premium water priced at 4-10 yuan or more is not moving. The premium water industry faces sales limitations, and as consumer spending becomes more rational, simple and crude marketing is losing its appeal, leading the industry into an adjustment period.
New DistributionB2B E-commerce Study Tour: Beiquan Model Resonates
On April 27, a study tour organized by this platform delved into the Beiquan business model, represented by 'Internet + convenience stores', unveiling its mystery and impressing distributors eager for transformation, who unanimously regarded it as the most down-to-earth internet platform. The visit was warmly hosted by Beiquan's founder Wu Shaobin and his team.
陈马力Seven Shortcuts for Sales Supervisors to Stand Out
Shortcut one: Keep pace with your superior to achieve direct promotion. The mechanism: According to success principles, to become successful, one must first approach successful people or think like them. For a regional sales supervisor to become a regional manager, the most direct path is to comprehensively learn from an excellent superior and replicate their success. From another perspective, an excellent regional sales supervisor should be the right-hand assistant to the regional manager, helping manage distributors of all sizes and sales representatives across regions, while holding key market relationships and customer resources. Therefore, if a sales supervisor can demonstrate loyalty to the regional manager and become a capable assistant and excellent student, they can easily succeed their superior after promotion.
戴鑫8 Techniques for County-Level FMCG Distributors to Boost Sales
County-level distributors face challenges such as small market size, non-standard market practices, low consumption capacity, and neglect by major brands. To succeed, they must master eight key sales techniques, including selecting the right brand and product mix, controlling terminal retailers, managing pricing, and optimizing delivery strategies.
吕洪江The Laws of Transformation, Manufacturer-Dealer Relations, Family, and Fate That Most Distributors Can't Escape
This article outlines key laws governing distributor transformation, manufacturer-dealer relationships, family businesses, and the fate of distributors. It emphasizes that business-oriented distributors have growth limits, while entrepreneur-oriented distributors can scale without limits, and that success depends on adapting to market changes and building robust systems.
刘春雄5 Key Points for Distributors Running Their Own Promotions Without Manufacturer Support
Promotions are vital for driving consumption and building brand awareness. This article discusses 'proactive promotions' organized by distributors in local markets, distinct from manufacturer-led campaigns. It outlines five critical considerations for distributors conducting promotions without manufacturer support, including reporting results, maintaining good relations, preventing market disruption, and focusing on key channels.
陈小龙Dealer 2.0 Era: From Manufacturer to End Customer, Changing the 'Romance'
Dealers clearly feel that business is tough now, with declining sales and rising costs for wages, rent, and operations. Many are confused about how to innovate and where to start. This article summarizes eight successful experiences for dealers to reference.
New DistributionDealer Internet Transformation: To Whom Should They Entrust Their Fate?
This article discusses several B2B e-commerce models relevant to dealers, including matchmaking platforms, self-operated platforms, and joint venture platforms. It argues that dealers should build their own localized alliance platforms rather than rely on external B2B platforms, which ultimately aim to bypass dealers. The article provides advice on how dealers can successfully transition to e-commerce.
温二爷What to Do When Distributors Say Online Prices Are Cheaper Than Yours?
Seven or eight years ago, many distributors began comparing prices with online retailers, sometimes even buying discounted products online and using them to pressure salespeople for lower prices. By late 2015, JD.com's 'New Channel Division' was making waves with its B2B model, threatening traditional channels. To counter this, salespeople must leverage information quality and value-added services to convince distributors that online purchasing is not a viable alternative.
黄润霖Distributed E-commerce: How to Reshape the Platform Value of Distributors?
In 2016, B-end e-commerce surged, bringing transformation to the FMCG industry. Amid the wave of 'disintermediation,' Piduoduo consistently advocated and practiced the distributed B-end e-commerce model, adhering to distributors as the mainstay, without burning money, subsidies, price disruption, or hijacking, helping distributors complete their transformation into platform operators. In fact, distributors, as the link connecting upstream and downstream resources in the industry chain, are themselves platforms, just not yet fully platformized. As long as distributors fully recognize and leverage their platform value, they can gradually shift from a simple agency sales role to becoming regional market operators, and thus become true platform operators.
张宇Eight Laws of Growth That Distributors Cannot Avoid
Law 1: The main obstacle to distributor development is the 'founder trap.' In the early stages, the founder's courage and determination are the raw forces that sustain the business in its most fragile state. At this point, the company's growth hinges on the boss's every thought; 'I' (the boss) is greater than 'we' (the company and its people), and 'we' is determined by 'I'. The boss's style, charisma, and consciousness dictate everything. At this stage, the company's development relies on the boss seizing opportunities on the front line, and in a sense, it depends on the boss 'playing speculation' and 'playing tricks.' When the company reaches a certain scale, it falls into the 'founder trap,' where the very spiritual strength that once supported growth becomes an obstacle to continued development.
刘春雄Are Second-Tier Distributors Destined to Be Disrupted and Bypassed? Here Are 10 Ways to Turn the Tables!
1. Become a first-tier distributor: Successful second-tier distributors often have a high chance of becoming first-tier, as manufacturers may proactively approach them. This transformation is like a raven turning into a phoenix, requiring the right qualities and mindset. 2. Clarify your positioning and develop into a specialized second-tier distributor: Just as not every good soldier can become a general, not every second-tier distributor can achieve the dream of becoming first-tier. In such cases, it's crucial to calmly analyze your situation, clarify your positioning, and aim for specialization, which can be more lucrative than being a first-tier distributor for a single brand.
New DistributionVehicle 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365Salespeople Who Handle Distributor Complaints Well Understand Human Nature!
Using an inappropriate example, if a manufacturer provided flawless service to distributors, would distributors have no complaints and praise the brand to salespeople? Probably not. Salespeople often encounter distributor complaints, and handling them correctly is crucial. This article explains how to distinguish between genuine and false complaints and offers strategies for addressing both types.
黄润霖Seven Suggestions for Small and Medium Distributors to Improve Their Business Level
Many small and medium distributors work on the front lines year-round, like mountain-bandit-style warriors, capable of everything from delivery to negotiation. To elevate their business level, they must focus on team management, internal processes, and performance assessment, rather than just seizing opportunities.
方刚The Self-Employed Approach to Staffing: The Root of Distributors' Failure to Grow
Because of a few capable people, a small success is achieved; because there are only these few capable people, the business cannot grow. This is the biggest challenge for distributor bosses before they transform from businesspeople into managers.
New DistributionSummer 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Small Problems Reflect the Infinite Wisdom of FMCG Operations
A series of humorous anecdotes illustrate key business lessons for FMCG distributors, such as understanding customer needs, effective communication, choosing the right partners, persistence, focusing on key points, creating pleasant purchasing experiences, being specific in management, addressing core interests, and maintaining a sense of crisis. The article also promotes a B2B platform study tour for distributors.
New DistributionHow Can Manufacturers Make Distributors Indispensable?
Distributors are the first ticket for manufacturers to enter the market. It is no exaggeration to say that the quality of your distributors determines the quality of your market! Given the importance of distributors, how can companies retain them in the actual marketing process? This article shares the following ten tips: First, make distributors feel that following you is profitable. Chasing profits is the nature of businessmen, and distributors are no exception. Whether your product can make money for distributors is the fundamental way to retain them! Telling distributors the "profit story" and prompting them to move from heart to action is always the most important part of distributor management.
New DistributionHow Distributors Can Operate Products with Naked Pricing
Naked pricing operations can help distributors avoid losses from manufacturer expense verification and give them more control over costs and gross margins. Additionally, if a product fails, distributors using naked pricing avoid heavy losses compared to those operating with expense-inclusive policies.
邓学君Small Distributors Rely on Intuition, Medium-Sized on Professionalism, Large on Management
The elimination and mortality rates among distributors are extremely high. How many distributors from 10 years ago have survived to this day? The wealth accumulated often follows the pattern of 'where did the money come from, and where did it go?' A cycle repeats every five years. In this cyclical process, do you see a strange fate or a clear path of business management?
New DistributionHow Can Manufacturers Make Distributors Indispensable?
Distributors are the first ticket for manufacturers to enter the market. It is no exaggeration to say that the quality of your distributors determines the quality of your market! Given the importance of distributors, how can companies retain them in the actual marketing process? This article shares the following ten tips: 1. Make distributors feel that following you is profitable; 2. Provide distributors with the 'magic bullet' to make money; 3. Let distributors make money 'steadily'; 4. Make distributors feel your 'devotion'; 5. Make distributors 'admire' your professional expertise; 6. Make distributors 'respect' your refined management; 7. Make distributors 'moved' by your sense of responsibility; 8. Make distributors 'respect' your staff's ethical standards; 9. Let your service 'warm' distributors; 10. Let distributors embrace your corporate culture.
New DistributionDistributors Transitioning to the Internet: "Seeing Once" Beats "Hearing a Hundred Times"
2015 is widely recognized as the first year of B2B in China. If the internet once seemed distant to traditional businesses, especially distributors, since last year, particularly the second half, B2B e-commerce players have been approaching them, and discussions online and in newspapers are full of buzzwords and talk of disruption. If distributors were to sum up their biggest feeling about these terms, it would be "anxiety"—the anxiety of facing the internet without a method, unable to get in, and constantly being marginalized, a feeling of deep helplessness and being left behind.
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