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3711 articles · Page 140 of 155
The Eight Most Annoying Problems for Distributors
This article outlines the eight most common issues that distributors face, including product quality problems, frequent sales staff turnover, stock shortages, bundled sales, forced payments, long delivery cycles, unstable market support, and excessive use of distributor funds.
New DistributionDimensional Reduction Strikes in the Internet Era
This article discusses the concept of 'dimensional reduction strikes' from Liu Cixin's novel 'The Three-Body Problem' and applies it to business competition in the internet era. It provides examples such as e-commerce eliminating geographical constraints, 360's free antivirus software, Xiaomi's direct sales model, and Tencent's gaming and WeChat strategies, illustrating how removing traditional business dimensions can disrupt established players.
鬼脚七The "Eight Beliefs" and "Five Forces" for Building a Gold-Medal Salesperson
Sales work is monotonous, challenging, and a rollercoaster of emotions. With nearly 60 million marketing professionals working on the front lines daily in China, success varies despite similar efforts. A successful salesperson must possess eight fundamental belief patterns (the "Eight Beliefs") and five key forces (the "Five Forces") to excel.
New DistributionWhat Determines a Distributor's Standing in the Industry?
Why do distributors who start at the same time end up with vastly different standings years later? Some are renowned locally, while others remain obscure; some are courted by famous manufacturers, while others beg for cooperation and are turned away. This disparity stems from their differing influence and comprehensive strength, which are determined by sales volume and profit, and ultimately by the products they represent, their market control capabilities, team effectiveness, and operational strategies. To build a strong standing, distributors must focus on representing first-tier brands, turning distinctive second-tier brands into local sales leaders, transforming public channel resources into monopolistic resources, and maintaining focus.
王冠群Opportunity + Character + Knowing People = Success
This article argues that success in life and business is determined by three factors: seizing opportunities created by adversity, having the right character traits, and the ability to identify and use talented people. It uses historical examples from Chinese history, such as Emperor Yang of Sui, Li Shimin, and Cao Cao, to illustrate these points.
New DistributionThe Sales Myth in a 'Paralyzed' Market: A Bad Market Is a Great Opportunity!
This article tells a true story of how a marketing manager revived a completely paralyzed pesticide market in Shanxi, China, within five months, increasing sales from less than 30,000 yuan per month to 250,000 yuan, and eventually to 300,000 yuan within a year, creating a myth of 500,000 yuan in first-time customer payments. The key strategies included personal visits, team restructuring, market momentum building, and free trials.
New DistributionA Comprehensive Solution for Manufacturers Managing Distributors
Distributors play a crucial role in transferring products and funds between manufacturers and consumers, making effective distributor management a key concern in China's marketing industry. This article outlines a comprehensive approach, emphasizing the importance of focusing on distributor interests, meeting their needs, providing training, avoiding indulgence, and managing downstream customers.
New DistributionThe Train Salesman's 'Three Moves and Six Tactics' for Crazy Sales
This article shares the sales techniques of a train vendor selling chamois cloths, highlighting his use of humor, live demonstrations, and scarcity tactics to achieve rapid sales. It breaks down his approach into 'Three Moves and Six Tactics' that terminal salespeople can learn from.
张令凯Four Major Misconceptions in Terminal Sales for Distributor Salespeople
This article analyzes four common misconceptions that terminal salespeople often hold, which lead to business failures, and provides strategies to correct them. It emphasizes the importance of balancing sales and market development, treating small clients as valuable, recognizing that low-priced products can be profitable, and managing clients with both service and monitoring.
New DistributionMonitoring: The Knife That Destroys Sales
A well-known company's marketing management department planned to install GPS tracking systems on salespeople's smartphones to monitor their daily routes. After confirming the information, the author predicted a rapid loss of sales staff. Indeed, nearly 30% of excellent employees resigned, and another 30% expressed intentions to leave. The author explains the reasons—lack of trust, security, and freedom—and suggests replacing monitoring with motivation.
张宁Getting Started: How to Get Along with Distributors
For FMCG salespeople, getting along with distributors is an indispensable part of their work. Friendly and harmonious relationships can make sales work smooth, reduce unnecessary obstacles, and facilitate rapid market and channel expansion and sales growth. Conversely, poor relationships can lead to passive sales work and unnecessary troubles. This article aims to guide newcomers on how to get along with distributors effectively and avoid detours.
New DistributionThe Habitual Harm Manufacturers Inflict on Distributors
Manufacturers often fail to recognize the harm they cause distributors through frequent policy changes or certain behaviors, only listening to distributors when problems become irreparable. This article explores the direct causes of such harm, including frequent salesperson turnover, product changes, excessive promotional fluctuations, low-price sales in hypermarkets, and unfulfilled promises, offering insights on how to avoid these damages.
New DistributionMobile Internet 1.5 Model – Dare You Not Be So Awesome?
This article discusses the challenges traditional liquor companies face in integrating with mobile internet, proposing a '1.5 model' that bridges the gap between simple e-commerce (1.0) and consumer-centric approaches (2.0). It presents successful case studies from HeLong and Zhijiang, demonstrating how leveraging mobile tools to engage both consumers and terminal store owners can drive sales and efficiency.
New DistributionOutline of the "Penetration" Model for Distributor Management
Distributor management is a critical issue for FMCG companies. This article proposes a "penetration" model for distributor management, emphasizing data analysis and standardized actions to guide distributors' resources toward the company's products, thereby achieving sustainable sales growth.
刘杰How Distributors Can Retain Employees
Many distributors find personnel management more challenging than business development, with talent attrition and low morale being the most prominent issues. This article explores how distributors can address salesperson turnover and underperformance through effective compensation structures, career development opportunities, and motivational strategies.
New DistributionSix Core Points Distributors Must Note for Business Development
This article outlines six core aspects distributors must focus on for business growth: product structure, channel network, capital flow, manufacturer-distributor relations, team management, and trend opportunities. It emphasizes the importance of a balanced product portfolio, a well-planned distribution network, maintaining healthy cash flow, fostering good relationships with manufacturers, building a strong team, and seizing market trends.
朱志明Five Principles for Salespeople to Learn to Speak
Many people fail or are not successful enough because they don't know how to speak. For salespeople, speaking is even more important. This article shares five basic principles for salespeople to communicate effectively with customers, including being concise, listening carefully, answering questions honestly, avoiding rhetorical questions, and praising customers.
New DistributionThe One, Two, Three, Four, Five, Six, Seven, Eight, Nine of Sales
This article outlines the essential principles and practices for sales success, covering the core belief, key abilities, three realms, reasons for failure, types of top performers, personality traits, habits, priorities, and secrets of elite salespeople.
New Distribution3 Ways to Increase Sales Through Channel Refinement!
This article explores unconventional sales channels for beer, such as tea gardens, night markets, and construction sites, and suggests leveraging distributors to cover these channels. It emphasizes that channel refinement can boost sales and that distributor network layout is key to rapid growth.
New DistributionPromotional Strategies for Consumers
This article outlines various promotional strategies for FMCG products, including free tasting, coupon distribution, newspaper media promotions, price discounts, buy-one-get-one offers, in-box prizes, points redemption, lucky draws, chain rewards, contests, sponsorships, insider consumer drives, joint promotions, thematic promotions, roadshows, event marketing, experiential promotions, embedded promotions, government/business PR, and membership marketing.
New DistributionThe Past and Present of 'One More Bottle'
This article explores the history and impact of Kangshifu's 'One More Bottle' promotional campaign, which was launched as a defensive strategy against competitors like Coca-Cola. While it initially boosted sales and market share, it also led to redemption difficulties, counterfeit caps, and financial strain, ultimately revealing that the campaign was a form of 'concept marketing' with actual redemption rates below 50%.
潘卫艳The Boiling Water Theory: Three Processes to Prove Your Existence
The Boiling Water Theory, proposed by Liao Quanwen, suggests that proving one's existence is like boiling water, involving three processes: continuously adding fuel (learning), enduring loneliness without rushing to show off, and finally, when the water boils, proving your existence while protecting it. This theory is applied to career development, emphasizing continuous learning, patience, and the right timing.
New DistributionBoost Sales: 5 Tactics Including Extending Networks and Refining Channels!
This article provides five tactics for FMCG distributors to increase sales in township markets, such as opening township sub-distributors, using low-priced products to nurture distribution channels, improving county-level distributor services, and increasing manufacturer sales rep visits to townships.
魏庆Four Key Weapons for Distributor Marketing Success
Distributors face increasing challenges as markets evolve, including survival and development issues. To avoid being controlled by manufacturers, distributors must possess their own marketing weapons, such as terminal control, systematic management, a rational product line, and leveraging manufacturer resources.
New Distribution