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Examples of Supermarket Fees and Negotiation Techniques
This article lists various fees charged by supermarkets such as entry fees, end-cap fees, pallet display fees, DM fees, festival fees, anniversary fees, year-end rebates, payment terms, gross margin compensation, and spoilage compensation for fresh products. It provides specific fee examples from major retailers like Trust-Mart, Metro, Walmart, and Ito-Yokado, and offers negotiation tips for suppliers.
New DistributionThree Options for Distributors to 'Go Electric'
With the rapid development of e-commerce platforms such as Suning, JD.com, and Yixun, food distributors face a choice: stick to traditional models or join the e-commerce wave. This article explores three approaches: becoming a backend supplier to e-commerce platforms, building their own online sales platforms, or adopting a localized O2O model.
New DistributionRegional Manager Market Practical Operation Guide
This article provides a practical guide for regional market managers in the FMCG industry, framing marketing as warfare and emphasizing the importance of both offensive and defensive strategies. It outlines the responsibilities of a regional manager, strategies for market development and defense, and the qualities of an invincible team.
方刚Eight Awkward Patterns That Trouble the Growth of Small Trading Companies?
This article outlines eight common challenges faced by small FMCG trading companies, including passive marketing models, arbitrary management, unstable compensation, inefficient hiring, habitual operations, fixed mindsets, difficult capital turnover, and inadequate incentive mechanisms. It illustrates each issue with examples and suggests that successful companies share similar traits while failures have unique causes.
New DistributionCommunity Commerce (Part 2)
The internet provides the shortest and most convenient path for individuals and brands to connect with consumers. By cultivating communities, new brands can find opportunities in a competitive market. This article explores the power of community commerce, its role in the future of business, and how to leverage it.
New DistributionPractical Tips for Terminal Promotions in Foodservice
This article provides practical tips for terminal promotions in the foodservice channel, covering various promotion methods such as dedicated promoters, undercover promotions, opinion leader engagement, and joint promotions, along with guidance on arranging promoters based on their strengths.
New DistributionWhite Way Loves Meetings, Black Way Excels at Execution
A humorous comparison between corporate culture and organized crime, highlighting how immediate rewards and execution-focused management can be more effective than planning and delayed gratification. The article includes practical examples of instant incentive systems for sales teams.
詹长霖Curing the Chronic Problem of Unauthorized Price Cuts by Secondary Distributors
Some secondary distributors, in order to meet sales targets and leverage distributor policies to boost other products, repeatedly cut prices, sometimes even below the factory price, causing headaches for many beverage distributors. This article analyzes the two major harms of such price cuts, the three unreasonable factors behind them, and proposes solutions to control the source and strengthen management.
远景咨询 朱涛For Distributors, Marketing Yourself Matters More Than Marketing Your Products!
Some distributors in Northeast China refuse interviews and fear others learning from their success, which reflects a narrow-minded attitude and a closed mindset. In reality, marketing yourself is more important than marketing your products. The bigger your heart, the bigger your stage.
崔自三Community Commerce in the Internet Era (Part 1)
The industrial logic behind manufacturing history is standardization, scale, and assembly lines. But with the rise of social networks, the traditional industrial era is fading. Future economic and social organizations will no longer be rigid matrix structures but networked, individualistic forms supported by internet communities. This shift is revolutionary. In the era of scale economy, bigger is more economical and fewer varieties are better; but in the future, the opposite may hold: those who can satisfy the long tail of demand will be more profitable. Internet economy is a long-tail and scope economy, so communities and fans self-limit their scale, which is the future of business consciousness.
刘海政Internet Thinking: Traditional Companies May Never Understand It
Internet thinking is influencing every industry, with media unanimously discussing cases like Xiaomi, Diaoye Niurou, and Jiangxiaobai, analyzing what internet thinking is and how traditional enterprises can go digital. The question is, how can traditional companies connect with the internet?
方雨Rethinking Terminal Operations
Terminal resources are scarce and valuable, making them difficult to control. This article discusses strategies for managing terminals effectively, including building relationships with terminal managers, avoiding excessive cost-cutting, establishing a regional terminal database, and understanding the ultimate goal of reaching consumers directly.
唐江华What is Internet Thinking
Because of the internet, we have internet thinking, but it is not exclusive to internet companies. True internet thinking is a re-examination of the traditional enterprise value chain, reflected in strategy, business, and organization, as well as in all value chain links from supply, research, production, and sales. It transforms the traditional business 'value chain' into the 'value loop' of the internet era.
New DistributionThe "Common Sense" of Sales Masters
Years ago, I led a sales team with two distinctive members: a veteran salesperson and a newcomer. The veteran, with over a decade of experience, was known for his analytical skills, yet his performance lagged behind the newcomer's. The newcomer, a young man with less than two years in sales, often sought the veteran's advice but achieved better results. The key difference: the veteran relied on speculation, while the newcomer sought facts directly from the customer.
New DistributionIn the Next Three Years, a Large Number of Traditional Distributors Will Die Out. If You Don't Change Your Game, the New Game Will Kill You!
This article discusses the transformation of traditional distributors in the FMCG industry, highlighting the need to embrace internet thinking and adapt to new business models. It outlines seven key changes, including the integration of mobile internet with sales, the shift to service-oriented enterprises, and the rise of online distribution, warning that those who resist change will be left behind.
李政权Product Pricing: The Profit Chain Determines Life or Death!
Price is the most sensitive and troublesome topic for companies, and it is also the most confidential. In marketing, price is like the last face-down card in a game of SHOW HAND. Through years of sales practice, the author has discovered an intrinsic connection and pattern among price, pricing methods, channel models, product distribution breadth, and brand. This article focuses on the relationship between channels and retail terminals, summarizing three common pricing methods: retail price deduction, wholesale price deduction, and factory price markup.
New DistributionDealer Team Management Is Not That Simple
Many dealers excel in the early 'wild west' stage but struggle on a larger stage. This article argues that management upgrades should start with team management, using examples and strategies to address common issues like multi-headed leadership, rough performance assessments, and talent retention.
刘雷5 Mistakes and 5 Failures of Salespeople
This article outlines five common mistakes salespeople make unknowingly, which can cost them sales, and five counterproductive sales practices that can drive customers away. It emphasizes the importance of differentiation, setting commitment goals, asking proper questions, effective presentations, and closing techniques, as well as avoiding behaviors like being unprepared, overpromising, going around decision-makers, unannounced visits, and talking too much.
New DistributionDiscounting at the First Sign of Competition: Are You in a Hurry to Kill Your Product?
As industry competition intensifies, distributors face rising costs, management challenges, and shrinking margins. This article warns against four dangerous mindsets, including immediately discounting products when facing competition, which is described as suicidal, and emphasizes the need to shift from physical to intellectual competition to survive and thrive.
New DistributionPractical Tips: Terminal Sales Promotion Management Model and Action Breakdown
This article discusses the sales systems for modern retail channels (KA), specifically direct delivery and consignment sales, and provides a framework for selecting the appropriate sales system based on cost and service needs. It also critiques Huiyuan's current approach and suggests improvements in organizational structure and channel management.
方刚Embrace the Problem to Find the Answer
Many managers think and act indirectly, widening the gap between themselves and the problems they face. But the answer lies within the problem itself. By adopting 'integrated thinking'—immersing oneself in the problem—managers can find solutions naturally, as exemplified by the author's experience and Zhang Ruimin's approach at Haier.
曾伟Ten Major Obstacles to the Development of Chinese Distributors
This article outlines ten major obstacles that Chinese distributors face in their development, including issues with product mix, sales incentives, customer treatment, price wars, channel management, over-reliance on individual efforts, weak brand building, mismatched management, high costs, and outdated mindsets. Each obstacle is analyzed with practical examples and suggestions for improvement.
New Distribution25 Common Market Questions Answered in the FMCG Industry
This article addresses 25 common market questions in the FMCG industry, covering topics such as types of channel stuffing, prevention methods, causes and harms, handling strategies, and best practices for market development, promotions, new product launches, and more.
New Distribution30 Small Habits to Improve Memory
This article introduces 30 practical habits from the book "Hippocampus Memory Training" to enhance memory, based on the latest brain science research. By incorporating these habits into daily life, readers can activate the hippocampus and improve memory efficiency.
New Distribution