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13 Key Points Account Managers Must Focus on in Distributor Management
Distributors play a dominant role in local markets by delivering products to retail outlets. The following are 13 key details that account managers must pay attention to in their daily management of distributors, including sales growth analysis, payment collection, policy compliance, inventory management, and more.
New DistributionThe Internet "Wolf" Has Come, Where Are the Dealers' "Guns"?
After the Lantern Festival, the New Year has passed, but the mood remains unsettled. Before the holiday, while everyone was considering how to do business in 2016, Alibaba and JD.com announced their entry into the FMCG sector, adding fuel to the fire. The industry is now discussing countermeasures, with efficiency improvement and transformation being common concerns for millions of dealers. As a software developer in the FMCG field, we offer our perspectives from another angle.
张贤鑫What Distinguishes One Distributor from Another?
This article analyzes the differences between failing and successful distributors. Failing distributors are characterized by passivity, lack of after-sales capability, waiting for opportunities, complaining, procrastination, talking without action, price sensitivity, and confused thinking. Successful distributors, on the other hand, build sales teams, set clear goals, focus on store image, understand profit sources, persist in partnerships, and work diligently without fanfare.
New DistributionIs Wahaha Being Abandoned by Consumers?
Wahaha, once known for being close to the market, seems increasingly unable to reach consumers' hearts. Facing the heavy topic of recession and downturn as the keywords for the food and beverage industry in 2015, even this FMCG giant with 30 years of experience cannot stay aloof. The strategy of surrounding cities from rural areas is clearly no longer sufficient for Wahaha's next development pace. On the 27th, at its new product launch and Beijing partner appreciation meeting held at the Beijing National Convention Center, Wahaha again emphasized strengthening its focus on first- and second-tier city markets, showing a shift in its sales strategy.
金晓岩Distributor's Internet+ Transformation: If You Can't Lead the Future, Use Others' Business Technology to Change Your Own
Only a few enterprises and individuals can lead the future of business; the vast majority can only be led. Even so, how can we seize the future of business from being led? This article presents a case from the book "From Trends to Action: New Business Ecology + Enterprise Transformation and Change in the Next Decade": a third-tier market distributor uses business technology to carry out transformation in the mobile Internet era.
李政权How to Design a Business Organizational Structure Based on Different Development Stages and Operating Conditions of Distributors?
Every distributor goes through a process of growth from small to large and from weak to strong. As brands increase, channels expand, and teams grow, the business organizational structure must be adjusted timely to reduce operating costs and maximize sales and profit contribution. Distributors typically establish their business organizational structure based on market division methods, which include four common types: by region, by product, by channel, and by a combination of these three.
王焕之“De-intermediation” Targets Second-Tier Distributors: Will B2B E-commerce Really Kill Them Off?
In the past, the phrase “second-tier distributors will die” referred to their gradual elimination with the times—a natural death. Now, B2B e-commerce aims to kill them off, claiming to replace them. Can B2B e-commerce fully replace second-tier distributors?
张宇After Product Distribution, Learn Step by Step How to Achieve Sell-Through!
The most direct and important indicator of a distributor's performance in operating a product is the terminal sell-through after distribution. Since the terminal is the final point where consumers decide to purchase and the ultimate realization of the distributor's profit, solving the terminal sell-through problem is crucial for increasing sales, especially in the competitive baijiu industry.
New DistributionHow to Be a Profitable Distributor?
Becoming a profitable distributor is a dream for many in the industry, but it's challenging in today's competitive and sluggish market. Based on years of research on successful distributors, the author identifies key traits: having a profit-oriented mindset, being adaptable to market changes, fostering win-win partnerships, maintaining a broad vision, and mastering management skills.
崔自三Inside the Making of a 15-Yuan High-Speed Rail Meal (Photos)
During the 2016 Spring Festival travel rush, high-speed rail meals became a hot topic again, with passengers generally complaining about their high prices. Although these meals are meant to be a temporary convenience, a reporter's visit to Beijing Jingtie Train Service Company revealed the complex preparation and production process behind them. The company has a dedicated procurement team that selects every vegetable, bypassing dealers to buy directly from production bases, ensuring pure green vegetables.
New DistributionThe Ultimate Realm of Distributor Operations
Distributors who are respected by peers, have monopoly power in their region, provide good services to downstream customers, offer strategic advice, have strong market expansion capabilities, possess network advantages, come from big company sales backgrounds, are promising large secondary wholesalers, are new-generation, or are cross-industry with strength are all ideal partners. The article details these ten types of distributors and common mistakes in selecting them.
New DistributionNot That I'm Teaching You to Be Bad: Three Types of "Bad Apples" That Bosses Also Crave
Smartly exploiting loopholes: ordinary salespeople explain policies, while excellent salespeople interpret them. A one-word difference leads to vastly different practical results. When bottled water first emerged in Shenzhen and other first-tier cities, Company Y launched a promotional scheme offering free water tickets with newspaper subscriptions to attract customers, with distributors delivering to customers for a 2 yuan per barrel service fee (as noted on the ticket). The scheme was novel, but compared to the retail profit of over ten yuan per barrel, distributors were unmoved by the 2 yuan service fee. Delivering a barrel of water only earned 2 yuan, barely covering the delivery person's labor, so there was little incentive. The scheme hit a red light: distributors refused to deliver, and customer complaints poured in.
王帅斌When a Distributor Marries a Manufacturer: How to Manage the Marital Relationship
The relationship between manufacturers and distributors is often likened to a marriage: equal, mutually beneficial, and goal-aligned, with occasional minor conflicts. This article explores how to maintain this relationship by understanding each other's needs, choosing the right partner, and applying the three key principles of mutual giving, understanding, and responsibility.
张宇Why Is Uni-President's Assam Mini Milk Tea Still Lukewarm?
The beverage industry has been struggling this year, and many companies have launched new products to reverse the trend, but with little effect. Uni-President's new Assam Mini Milk Tea has been slowly appearing in the market, but after months, it remains lukewarm due to unclear consumer positioning, high pricing, and weak promotion.
金洋How Can Distributors Win the Battle for New Products?
New products generally carry high risks and costs, and their promotion and sales are more challenging compared to established products. However, distributors often must vigorously promote new products due to manufacturer requirements and the potential for establishing market position and profitability. Many distributors recently acquired agency rights for new products at the Chengdu Sugar and Wine Fair, making promotion their top priority. We liken new product promotion to a battle, divided into three stages: reconnaissance, assault, and defense.
张帆How Distributors Can Establish a Systematic Accounts Receivable Management System (With a 3,000-Word Case Study)
For distributors, accounts receivable are a vital component of current assets, and establishing a systematic management process is a common concern. Chen Lei (pseudonym), general manager of Wuhan Shengyuan Trading Co., Ltd. in Hubei, shared his company's accounts receivable management system. He stated, "Establishing an accounts receivable management system ensures the company maximizes the use of customer credit to expand the market, which not only facilitates product sales but also minimizes the cost of bad debt losses, shortens the time funds are tied up in receivables, and accelerates capital turnover, thereby safeguarding the company's capital and preventing operational risks."
张宇Supermarket B2B Platforms Are Hot: How Are They Eating Distributors' Lunch?
At JD.com's annual meeting, Liu Qiangdong revealed that in 2016 JD.com would launch a 'New Channel Division' to partner with community stores and supply them directly, bypassing distributors and wholesalers. Similarly, Alibaba's B2B division announced a 'City Partner' plan to provide retail outlets with sourcing, delivery, and financial services, also aiming to capture distributors' market share. Meanwhile, supermarket B2B platforms like Zhanghetian, Huiminwang, 500mi, Yubianli, Aibianli, and Youwuxian have all secured funding, signaling a wave of internet disruption in the distribution sector.
弓东力Three Tricks to Handle 'Troublesome' Distributors
Many sales managers often complain that distributors are difficult to manage and tricky, and despite offering many policies, they are still hesitant when it comes to making payments at the end of the month. Distributors bombard sales managers with complaints upon meeting, making them both fearful and resentful. However, managing distributors can be easy if you find the right approach. Based on years of experience in distributor management, here are three tricks for troubled sales managers. First: Help distributors make money.
孙星遇18 Ways for Distributors to Transform Under the Squeeze of B2B E-commerce
Distributors can improve management, shift to a service-oriented model, and build their brand to strengthen their core operations. Additionally, they can explore new tactics such as opening online stores, leveraging social media, launching physical stores, organizing group buying, using vending machines, partnering with B2B platforms, co-investing with manufacturers, or even pivoting to logistics, finance, after-sales services, or entirely new industries.
董阳Understanding Distributors Through the 'Six Types' of Supermarket Merchandising by Salespeople
As living standards rise and the consumer market grows rapidly, competition in the FMCG industry has become intense, and market operations have entered an era of precision. The standard for market excellence has shifted from sales volume alone to terminal performance, including distribution rate, image promotion, pricing system, and terminal display. Especially terminal display, as almost all FMCG manufacturers now recognize that supermarket and terminal store shelves are where products intimately interact with consumers, leading to a vigorous 'enclosure movement.'
刘连喜Analysis and Comparison of Different Types of Distributors
This article categorizes distributors based on their cooperation with manufacturers and their own business models. It contrasts Type A and Type B distributors in terms of partnership, communication, and integrity, and then contrasts Type C and Type D distributors regarding management style, philosophy, and learning orientation, emphasizing the importance of being a Type A and Type D distributor for success.
赵永杰How Should Distributors Design Their Compensation System?
Many distributors operate and manage their businesses in a rough and disorderly manner, especially in terms of compensation, which lacks forward-looking planning and systems, significantly hindering their rapid development. To stay ahead of competitors and gain more growth space, distributors must design a reasonable compensation system based on their company size and development stage, making it a perpetual motion machine for high-speed enterprise growth. Current problems in distributor compensation systems include: 1. No standardized system. Since many distributor companies employ family members, they see no need to establish a compensation system, let alone a written policy.
崔自三Why Is It Difficult for Distributors in the FMCG Industry to Add Vehicles?
In the FMCG industry, companies commonly require distributors to add vehicles to improve delivery and visit frequency, which is generally correct. However, distributors often oppose this due to management capability issues, not just cost. While 'Han Xin'-level distributors can grow profits through better sales, 'Liu Bang'-level distributors struggle with current vehicle and personnel management, making it hard to add more.
孟鲲鹏Facts, Data, and Attitude: The Three Core Elements to Persuade Distributors
Manufacturers and distributors have always been both partners and adversaries. In this dynamic, salespeople often struggle to persuade distributors to wholeheartedly promote their products. This article outlines three practical methods—using facts, data, and the right attitude—to effectively convince distributors and foster cooperation.
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