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Dealer Operations articles
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Browse 3711 New Distribution articles about Dealer Operations.
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3711 articles · Page 137 of 155
Why Do Dealers in Transition Fail to Stay Honest Despite High Salaries?
A dealer recently shared a dilemma: a key salesperson earning over 3,000 yuan monthly was dissatisfied, secretly altering promotional policies, withholding promotional items, making unauthorized promises to customers, and unilaterally raising prices for personal gain. When exposed, the salesperson left, causing financial loss and reputational damage. The article analyzes causes and offers countermeasures to prevent such 'high salary without loyalty' issues.
崔自三Before 30, Don't Expect to Earn Much Money!
This article advises that before age 30, career positioning and planning are more important than earning money. It outlines five key steps: analyzing hobbies, personality, and strengths; choosing the right industry; specializing in a career path; selecting the right company; and creating a career plan for the years before 30.
New DistributionFive Types of Cheap Deals Distributors Must Avoid
Zhang, a general agent for a Northeast liquor brand in Hebei, was an active, dedicated, and diligent distributor who refused to fail. When the distillery launched a heavily promoted product, Zhang followed the manufacturer's advice and advanced the prize redemption costs for scratch cards, unaware that it was a trap. In the end, he could not redeem the prizes, the manufacturer's representatives disappeared, and even the manufacturer itself could not be found, causing Zhang heavy losses.
崔自三Why Is It Difficult for Distributors to Implement True Corporate Management?
This article explores why distributors often struggle to implement genuine corporate management, despite registering as companies. It identifies five key reasons: blindly copying other companies' systems, boss's hero complex, being too soft-hearted, lacking a true execution team, and low employee quality, and suggests ways to overcome these challenges.
崔自三Regional Manager – If Your Market Isn't Performing, It's Because You Don't Know How to 'Hatch Eggs'!
A competent regional manager knows that market success hinges on resource integration, but market expenses are not handed out by the boss—they must be earned. This article explains why some regional managers fail, likening them to chickens that don't hatch eggs, and offers strategies for allocating and leveraging market expenses effectively.
刘连喜How Salespeople Can Use Marketing Black Holes to Become Millionaires?
This article discusses various marketing black holes that salespeople exploit to enrich themselves, such as taking kickbacks, falsifying reports, and embezzling funds, while also highlighting the need for companies to tighten management.
胡逢春How to Break Down Large Secondary Distributors and Stabilize Channel Profits?
A case study examines how a distributor dealt with a powerful secondary distributor whose dominance led to price chaos and market crisis. The solution involved raising prices, cutting supply, and directly servicing the secondary distributor's territory, which stabilized the market and increased sales.
毛小民Winning from a Distance: A Practical Guide to Channel Construction
This article provides a comprehensive guide to sales channel construction for FMCG companies, covering the nature of channels, common misconceptions, and ten golden rules for building effective distribution networks.
陈志平How Should Distributors Cleverly Distribute Year-End Bonuses?
A case study of a distributor named Lao Zhang who fears employee turnover after giving year-end bonuses, despite paying competitive amounts. The article analyzes why his approach fails and offers practical tips on secrecy, splitting bonuses, considering tenure, combining material and non-material rewards, and choosing the right time and place for distribution.
崔自三Nine Pre-Promotion Preparations for Retail Promotions, Ready to Use
Retail promotions play a key role in modern market competition, and systematic promotional activities can quickly boost product awareness and influence surrounding layout and sales. This article outlines nine essential pre-promotion preparations for distributors, from application approval to final confirmation.
New DistributionFive Methods to Boost Sales of Medium-to-High Margin Products
During the year-end peak season, sales managers need effective strategies to increase sales of medium-to-high margin products. This article outlines five methods—bluffing, indirect persuasion, promotion-driven pull, opinion leader influence, and bundling—to create a hot-selling atmosphere and drive product adoption.
崔自三Should Relatives Be Employed in the Company?
For small startups, hiring talent is difficult, and loyalty may be more important than ability. Using relatives seems convenient, but managing them is challenging and can lead to serious problems, as the author's experience with his cousin shows.
黄中强Mastering the Channel: The Eighteen Moves of the Dragon
This article draws an analogy between the martial arts technique "Eighteen Dragon Subduing Palms" and channel management in the FMCG industry, presenting eighteen strategic moves for controlling distribution channels. It emphasizes the importance of channel control for competitive advantage and provides practical methods for managing distributors, retailers, and other channel partners.
陈志平24 Communication Rules That Make It Impossible for Customers to Say No
This article provides 24 communication strategies for salespeople to handle common customer objections, such as "I need to think it over," "It's too expensive," "The market is bad," and "I have no budget." Each strategy includes specific tactics and examples to help salespeople close deals effectively.
New DistributionThe Rules of Product Sell-Through
This article explains the key rules and logic behind successful new product sell-through in the FMCG market, emphasizing the importance of distribution rate, recommendation rate, visit rate, activation, promotion, and customer relationship. It provides practical strategies for each factor to ensure efficient and effective sell-through.
朱志明First Lesson for New Sales Managers
Salespeople, as representatives of manufacturers, are tasked with maintaining steady revenue growth. For most, the immense performance pressure and volatile market environment make sales one of the most unstable career groups. Whether you're a novice or a veteran, when you take over a new regional market, what problems will you face? How can you quickly get up to speed and demonstrate your performance? Based on years of experience in the consumer goods industry, this article systematically outlines the first lesson for regional salespeople new to their role.
New DistributionBecoming a Relationship Master
This article, authored by Marshall Goldsmith, a pioneer and authority in global senior leadership coaching, explores the six key internal and external relationships that future leaders must master. Based on interviews with over 200 potential leaders, it emphasizes the shift from traditional hierarchical management to partnership-based leadership, covering relationships with subordinates, colleagues, teams, customers, suppliers, and competitors.
New DistributionAn Old Tippler's Take on China's Six Major Small Bottle Liquors
An old marketing hand and self-proclaimed tippler shares his candid, humorous take on six leading small-bottle baijiu brands in China, from Langjiu's Wai Zui Lang to Jiangxiaobai and Jingjiu, blending personal anecdotes with sharp industry analysis of their strategies, successes, and missteps.
田友龙Abandon Illusions of Online Sales, APP Sales, Direct Sales, and Group Buying; Pre-Investment Remains the Key to Victory
This article argues that pre-investment in consumer cultivation and market pull is essential for success in the FMCG industry, despite the allure of e-commerce and direct sales. It warns against over-reliance on online channels without prior brand building, using examples from the liquor industry to illustrate the consequences of neglecting pre-investment.
增祥文Xu Jiajun, Former Huawei Vice President: Leaked Work Insights from a Million-Yuan Salary
Xu Jiajun, former head of Huawei's data center and vice president with an annual income exceeding ten million yuan, shares his decade of work experience and insights. From an ordinary employee to a high-ranking executive, his journey offers valuable lessons for anyone aspiring to success, emphasizing the importance of hard work, continuous learning, and personal growth.
徐家骏Wang Laoji Secures Prime CCTV Advertising Slot for 81 Million Yuan
At the 2015 CCTV prime-time advertising auction, Wang Laoji won the first choice of the first time slot for the 'News Simulcast' premium package with a bid of 81 million yuan, while Ningxia Yifeng secured exclusive naming rights for the third season of 'A Bite of China' for 118 million yuan. The auction saw a shorter duration and the inclusion of new media projects for the first time.
吴琳琳How Distributors Can Support New Products
When companies launch new products, they often find that despite distributors' willingness to promote them, sales remain sluggish. The problem often lies in misidentifying target customer groups, improper distribution strategies, and inadequate market promotion and incentive plans.
毛小民Treat Every Customer 'Objection' as an Opportunity to 'Close'!
In the sales process, objections are common at every stage. Understanding their causes and treating them with a normal mindset, a correct attitude, and active listening can turn objections into opportunities to close deals.
New DistributionNot Teaching You to Be Bad – Unconventional Principles for Sales Managers
In the sales industry, some important principles are not found in books or training but are widely circulated. How to become a top-performing sales manager isn't just about the rules taught in books or by teachers—and are those rules really useful? I want to share some unconventional principles that, though not written in books, might still help you.
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