TOPIC ARCHIVE
Dealer Operations articles
经销商经营
Browse 3711 New Distribution articles about Dealer Operations.
Published articles
3711 articles · Page 139 of 155
The "Small" Skills and "Big" Wisdom of Criticizing Employees
As a manager, mastering the art of criticism is essential for shaping a disciplined and cohesive team. However, effective criticism requires more than just pointing out mistakes; it demands respect for the individual and a focus on correcting behavior rather than attacking the person. This article explores the underlying principles and practical techniques for delivering criticism that fosters growth and maintains morale.
New DistributionHow Should Distributors Manage Their Products?
Products are the lifeline of distributors, and strategic, skillful product management is essential for sustained profitability. However, many distributors lack effective product management, leading to high sales but low profits. This article outlines six key aspects of product management for distributors to escape the dilemma of scale without profitability.
崔自三The Basic Skills of Distributor "Management"
This article discusses the challenges and key skills for frontline supervisors and salespeople in managing distributors effectively. It presents three case studies illustrating successful, poor, and collusive management styles, and outlines a core principle and three key strategies for effective distributor management.
蒋军Want to Sell Products? Do You Know These Pricing Mistakes?!
Price is not everything, but it can represent everything! Reasonable pricing can help you achieve higher profit markets! This article discusses common product pricing mistakes, consumer psychology regarding prices, and practical pricing techniques, as well as how to plan prices for your entire store.
New DistributionWhy Distributors Face Slim Margins Without Higher Sales Volume?
This article addresses the common issue faced by county-level distributors: slim profit margins without a corresponding increase in sales volume. It analyzes the root causes, such as increased competition and market fragmentation, and proposes solutions focusing on product mix optimization, effective use of manufacturer resources, and comprehensive downstream customer management to achieve both higher margins and volume.
New DistributionFrom Selling Products to Selling Markets: The Best Way for Distributors to Break Free from Control
Manufacturers use channel control to manage markets, prompting distributors to counter-control. Distributors must shift from a 'selling products' mindset to a 'selling markets' approach, integrating regional resources to gain bargaining power and profit distribution rights.
韩军The "789" Operation for Tobacco and Alcohol Stores: Grasping the Three Core Aspects of Development, Sales Momentum, and Management
Tobacco and alcohol stores surpass restaurants, group buying, supermarkets, and e-commerce in sales value, integrating five functions: group buying, retail, distribution, display, and promotion, making them a must-win channel for baijiu brands. However, challenges in store development, sales momentum, and management remain persistent issues. This article discusses these three core aspects and offers practical strategies for liquor marketers.
朱志明Philip Kotler: Four Qualities of a Salesperson
In the marketing industry, what qualities make an excellent salesperson stand out? What qualities differentiate a competent salesperson from the mediocre? To answer this, Gallup Management Consulting conducted a survey of nearly 500,000 salespeople. The research shows that excellent salespeople possess four main qualities: inner drive, a meticulous work ethic, selling ability, and the ability to build good business relationships with clients.
菲利普·科特勒How Can Distributors Improve Employee Loyalty?
This article discusses how distributors can enhance employee loyalty through three progressive levels: material rewards, sense of belonging, and honor. It provides specific measures such as competitive compensation, fair performance assessments, effective communication, employee benefits, and recognition programs, illustrated with examples like the successful Pangdonglai supermarket chain.
崔自三The Know-How of Distribution and Sales
For many liquor distributors, product distribution can be done quickly, but market activation after distribution is slow. Once a product fails to move, it leaves a bad impression on retail outlets, affecting customer relationships and making it difficult to distribute new products in the future. This article analyzes the reasons for slow sales and provides strategies to improve terminal sales.
New DistributionA Practical Model for Improving Distributor Internal Management
This article addresses common challenges distributors face in performance assessment and management, identifies eight typical problems with sales staff, outlines eight dimensions to evaluate distributor management capability, and proposes a five-point prevention plan and a four-stage management evolution model.
方刚This Is the Complete Maslow's Hierarchy of Needs; What We Know Is Missing a Level
For years, we have known Maslow's hierarchy of needs as having five levels, but in reality, it contains another level—spiritual growth. Spiritual growth is a process with two parallel tasks: discovering selflessness and developing a healthy sense of self, exploring the meaning of the true self. As Li Ka-shing said, 'Building the self can make personal dreams come true; pursuing selflessness can make greater ideals come true.'
New DistributionDistributors, What Should You Be Busy With at Year-End?
Year-end is a critical period for distributors to build on the past and prepare for the future. They must not only follow manufacturers' rhythms for ordering, stocking, and Spring Festival promotions but also summarize and review their annual performance, set new plans and goals for the coming year, and lay a solid foundation for a better start. So, what should distributors focus on? Reviewing goal achievement, analyzing reasons for performance, and formulating next year's marketing plan.
崔自三7 Reasons Why Your Product Isn't Selling Well—Have You Noticed?
Many products fail to sell well despite heavy promotion. This article outlines seven key reasons, including immature markets, consumer risk aversion, and poor brand positioning, offering insights for distributors to address these challenges.
New DistributionRapid Growth Strategies for New Distributors!
This article discusses the challenges faced by new distributors entering the food industry and provides practical strategies for rapid growth, including selecting the right products, focusing resources, seeking manufacturer support, and improving management skills.
师顺宽Making Promotions a "Sales Volume Booster"
A successful promotional activity can not only effectively increase the average purchase quantity per customer but also enhance product reputation, thereby boosting sales scale and effectively countering competitors to expand market share. Therefore, it is crucial to grasp the key points in planning and implementing promotional activities; in a sense, seizing these key points ensures most of the success, while errors at critical junctures can greatly diminish results.
New DistributionThe "Ways of Survival" for Food and Beverage Enterprises in the Mobile Internet Era
The marketing era is sweeping the globe at lightning speed. Jack Ma said, "If you don't do e-commerce today, you'll have no business tomorrow." While many internet brands like Three Squirrels, Chu Orange, and Master Kong's Braised Beef rise overnight, many traditional food and beverage companies like Xurisheng, Jianlibao, and Taizinai are fading away. This article explores how food and beverage enterprises can not only survive but thrive in the new marketing era.
蒋军How Can Distributors Unblock the 'Joints' of WeChat Marketing?
This article discusses how FMCG distributors can use WeChat marketing to open new sales channels, drawing on case studies and practical tips. It emphasizes the importance of setting clear goals, detailed activity design, user engagement, and leveraging external resources, while also learning from failed marketing attempts.
New DistributionWhat Defines a True 'Sales Master'
This article, written by a sales veteran of 15 years, explores the elusive concept of a 'sales master.' It categorizes salespeople into six levels, from novices to ultimate experts, and emphasizes that true mastery is defined by results, a customer-centric mindset, and systematic methodology rather than mere experience or tricks.
雷 鸣Seizing the Lifeline of Secondary Distributors
Managing secondary distributors has always been a headache for companies and dealers, with many being dubbed "price killers," "brand killers," or "channel disruptors." Although some attempt to bypass them, the unique market environment in mainland China makes it impossible to reach all terminals directly, so finding and seizing the "lifeline" of secondary distributors—their interests—is crucial.
毛小民The 'Great Recession' of Instant Noodles?
According to the latest Nielsen data, in the first half of 2014, domestic instant noodle sales volume fell 6.5% year-on-year, while overall market sales value declined 1.9%. Unlike China's declining instant noodle industry, in Japan, Europe, and the US, the industry is still growing, with the UK instant noodle market growing about 10.7% annually. Industry insiders attribute the decline to insufficient innovation and vicious competition, but see growth potential in lower-tier cities and rural areas.
李睿奇Would You Pay? A Comprehensive Guide to FMCG Distributor Compensation Systems
This article discusses the problems in current distributor compensation systems, such as lack of standardized systems, lagging design, and single payment forms. It then provides a detailed guide on how distributors can effectively design compensation systems, including different components and payment forms, and recommends appropriate systems for different stages of business development: initial, growth, and maturity.
New DistributionThe 9 Embarrassments, 10 Destinations, and 3 Taboos for a 40-Year-Old Manager
A 40-year-old professional manager described his state of mind: 'Blowing the charge for a total offensive in life, entering the mature period: the best time, the richest experience, with less of the impetuosity and arrogance of youth, and more steadiness and responsibility.' Indeed, 40 is a watershed in a career. If life is compared to a football match, then at 40 one begins the second half. How the first half was played is in the past; the key is how to play the second half.
New DistributionSix Strategic Transformation Directions for Traditional Distributors
Traditional distributors face declining sales and profits due to pressure from manufacturers' direct operations, large supermarkets, and e-commerce, making strategic transformation urgent. The author outlines six transformation directions: specializing as delivery, channel, or after-sales service providers; forward integration into retail; backward integration into brand operation; and diversification into other industries.
罗建幸