TOPIC ARCHIVE
Dealer Operations articles
经销商经营
Browse 3711 New Distribution articles about Dealer Operations.
Published articles
3711 articles · Page 141 of 155
Able to Speak, Write, and Do: The 'Three Axes' for Sales Improvement
Everyone has ideals, but reality often falls short, especially for new graduates facing a competitive world. For a new salesperson, the three essential skills are the ability to speak persuasively, write effectively, and act decisively.
New DistributionPractical Tips for Getting Customers to Accept 'High Prices'
High-priced products are an important source of profit for companies, but many are blocked by distributors before reaching consumers due to their concerns. This article provides practical techniques to eliminate distributors' worries and make them feel that carrying your high-priced products is worthwhile.
毛小民The Magic of Reverse Thinking: Mastering It Opens a New World
Life is full of seemingly impossible changes, and the key is to get used to reverse thinking. Sometimes we only need to take a small step beyond, like the 'Hassan IOU Principle.' A merchant borrowed 2000 yuan from Hassan and wrote an IOU. When the repayment deadline approached, Hassan suddenly found the IOU lost, which made him anxious because he knew the borrower would deny the debt without the IOU.
New DistributionLove Until Death, Never Rest Until Results Are Achieved (Step-by-Step Guide to Running Effective Morning Meetings)
This article emphasizes that in morning meetings, both the 'performance review' and 'employee report' segments require dialogue and follow-up on key performance issues, not just going through the motions. It provides models and examples for tracking and resolving performance problems, such as item management, to ensure results are achieved.
魏庆Two Fatal Misconceptions in Distributor Expansion
This article discusses two common mistakes distributors make when expanding: confusing sales success with management ability, and mistaking sales performance for brand-building capability. It uses case studies to illustrate these pitfalls and emphasizes the importance of management and brand strategy.
New DistributionSix Key Elements for FMCG Sales
To achieve market explosive power and sustained sales in FMCG marketing, six key elements need to be strengthened and enhanced. These six elements are product power, channel power, image power, communication power, promotion power, and visual power. Gaining an advantage in any one of these elements can give a product explosive market force, while improving all of them can lead to sustained market sales capability.
New DistributionFive Questions Distributors Must Consider for Survival and Growth
Currently, over 90% of Chinese distributors are individually operated, with few having sound management systems and professional operational processes. In today's increasingly competitive market and growing strength of terminal channels, distributors should consider establishing a management process that adapts to competitive development from aspects such as corporate culture, human resources, financial management, responsibility division, and rational planning.
朱志明The Cornell Note-Taking System: Effective for Lectures, Seminars, and Meetings
The 5R note-taking method, also known as the Cornell method, is named after the university where it was developed. It is highly effective for lectures and reading, involving five steps: Record, Reduce, Recite, Reflect, and Review. This article also covers symbol marking and note organization techniques.
New DistributionThe Development Path for Distributors in the New Decade
During market visits, the author observed that many distributors are overly panicked about the industry situation, reducing store numbers and scale, while others are confused about how to develop and adjust. The author believes that the winter for manufacturers is actually the spring for distributors, presenting a rare opportunity. The article advises wine distributors on how to seize this opportunity by adjusting their enterprise positioning, deepening channel management, and improving sales team management.
New DistributionA Seasoned Sales Veteran's Practical Insights: Better Than 10 Sales Trainings
This article shares practical sales tips from a seasoned veteran, covering topics such as conversation starters, time management, finding clients, making phone calls, initial visits, maintaining client relationships, closing deals, and collecting payments. The author emphasizes the importance of persistence, building relationships, and continuous learning.
New DistributionEvery Outstanding Sales Elite Is a Madman, a Fool, and a Grandson
Sales is tough, and to achieve results, I've forced myself into three roles: a madman, a fool, and a grandson. These represent the spirit of madness, the stubbornness of a fool, and the awareness of being a grandson, which are essential for successful sales.
New DistributionEleven Management Practices for Guangping Wine Distributors (Pure Dry Goods)
This article outlines eleven essential management practices for distributors of Guangping wine (low-end baijiu), covering channel construction, customer tiering, profit distribution, logistics, territory division, philosophy alignment, operational methods, prize redemption management, inventory control, materials management, and team building.
New DistributionAre You Still Using Price Cuts for Promotions?
A reminder: click the up arrow above to follow "FMCG Distributor Professional Consulting" for more marketing and distributor internal management insights. I recall a case where a chili sauce company secured a prime outdoor billboard at a low price, first ran a rental ad for it at a million yuan per month, then replaced it with their own ad, achieving instant fame. Is it illegal to rob and deceive? You don't understand promotions: robbing means making customers pay immediately; deceiving means making them fall in love exclusively. Every shot hits, one strike one kill...
New DistributionNine Distributor Management Problems That Enterprises Cannot Afford to Ignore
This article summarizes common distributor management problems from the perspective of the manufacturer's headquarters, not the sales staff. It highlights issues such as manufacturers blaming external factors, lacking understanding of distributors, imposing their own values, attempting to directly reform distributors, ignoring the actual executors (distributor's salespeople), single profit sources, homogeneous management methods, neglecting distributors' changing needs, and relying solely on individual salespeople's abilities. The author argues that these are not just problems but results of long-term neglect, urging manufacturers to address them systematically.
New DistributionWei Qing: 14 Models for Increasing Sales through Product and Channel Management!
This article presents 14 models for increasing sales through product line management and channel profit management, including methods such as reflecting on your own products, comparing with competitors, identifying gaps, managing channel profits, and adjusting product structures.
魏庆Three Masterstrokes for In-Store Promotions
In today's highly prosperous commodity market, product operations rely heavily on promotional activities. As a key component of integrated marketing communications, promotions are a powerful tool for rapidly boosting sales, expanding market share, and effectively suppressing competitors. In the short term, promotions aim to drive sales; in the long term, their significance goes beyond the literal meaning, ultimately helping to enhance brand awareness and attention, build a positive corporate image, establish good public relations, and promote long-term development.
刘杰克Rapid Growth Strategies for Distributors
This article analyzes the internal and external challenges facing FMCG distributors and proposes three key directions for upgrading: management, product, and marketing. It emphasizes the need for standardized management, strategic product selection, and proactive customer relationship building to achieve sustainable growth.
杭天跃The FMCG Rollercoaster: From Birth to Death in Ten Steps
An analysis of the rise and fall of well-known Chinese FMCG brands such as Sofe, Haodi, Xurisheng, Taizinai, Tianqi, Piaoying, Dihua Zhixiu, and Diao Pai reveals a ten-stage pattern from success to collapse. The stages include initial success, expansion, promotion-dependent sales, price erosion, hiring external experts, channel conflicts, and eventual failure, often leading to the demise of traditional Chinese FMCG companies.
彭成京Distributors: The Secret to a 50% Profit Increase
When communicating with distributor friends, they often ask the same question: how can I quickly and effectively increase my distribution profits? Similarly, I often ask them in return: what do you think should be done to quickly increase profits? Their answers are basically the same, seeking breakthroughs from two aspects: one is to expand sales of existing products or add brands and products; the other is to increase the sales proportion of high-margin products...
白景元How to Use Persuasive Selling, a Key Tool for Effective Sales?
In actual sales, salespeople often need to negotiate with different types of customers, successfully recommend their plans or proposals, and persuade customers to provide strong support in many aspects. Therefore, mastering persuasive selling techniques is essential. Research has found that the most effective way is to distill the benefits of the plan or proposal and provide sufficient evidence.
詹居臻A Beer Salesman's 12-Month Tactics and Pitches for Pressuring Dealers to Stock Up
A beer salesman uses various tactics and persuasive pitches throughout the year to convince dealers to stock up on beer, leveraging seasonal events, promotions, and psychological manipulation to meet sales targets.
陈波What Is Holding Back Sell-Through? — Top 10 Factors Affecting Sell-Through in 2014
On September 28, the WeChat platform of Sugar, Tobacco, and Wine Weekly's Food Edition published an article analyzing the top ten factors affecting sell-through in the food industry in 2014. This article is reposted here for sharing, providing a detailed breakdown of the factors that slow down terminal sell-through from the perspective of distributors.
New Distribution16 Business Analysis Tools to Make You Look Professional
This article introduces 16 business analysis tools, including VRIO, 3C, Five Forces, SWOT, 7S, PEST, Balanced Scorecard, ERRC, GE Matrix, Value Chain Analysis, Advantage Matrix, PPM, Ansoff Matrix, Value Portfolio, Investment Portfolio Technology Analysis, and Scenario Planning, to help professionals analyze business operations and strategy.
New DistributionWhen Input Does Not Match Output: A Detailed Discussion on Distributor Transformation!
Since the second half of last year, many distributors have felt market weakness and diminishing returns from promotional activities. This article discusses the transformation directions and strategies for distributors under the new business environment, focusing on regional refinement, terminal market control, and foundational management improvements.
New Distribution