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3711 articles · Page 145 of 155
Why Is Your Product Not Selling? How Can You Make It Sell?
This article analyzes the reasons why products fail to move at the terminal and provides practical solutions to improve terminal sell-through, including refining product purchase reasons, focusing on key outlets, using merchandising materials, and building strong trade relationships.
New DistributionTen 'Fish' That Distributors Should Not Catch
This article warns distributors about ten unethical practices that can harm their business, such as misappropriating promotional funds, falsifying expenses, and engaging in counterfeit sales. It emphasizes that these actions ultimately damage the distributor's reputation and profitability.
New DistributionHow to Successfully Organize a Distributor Order Conference?
In the FMCG industry, organizing distributor order conferences is a widely adopted method to quickly capture distribution channels. The success of such events depends not only on promotional strategies but also on effective meeting organization, which includes venue selection, timing, agenda, on-site management, and preparation.
New DistributionFormer Yinlu Sales VP Shares a "4P" Promotional Management Strategy
Promotion is a common marketing tactic, but poorly executed promotions can waste money and create long-term problems. This article introduces a "Promotion 4P Strategy"—Purpose, Portfolio, Policy, and Pipeline—to help design effective promotions that balance short-term goals with long-term marketing health.
New DistributionTen Principles for Super Salespeople to Succeed
Super salespeople are neither handsome nor eloquent; their valuable asset is possessing successful methods. According to a US survey, super salespeople achieve 300 times the performance of average salespeople, and in many companies, 80% of results come from 20% of salespeople.
New DistributionWho Is to Blame for the Loss of Control in Distributor Internal Management?
This article discusses the challenges distributors face when transitioning from individual businesses to larger operations, highlighting a case where a distributor's failure to honor promises and enforce management systems led to a collective employee phone shutdown. It emphasizes the need for credible systems, consistent enforcement, and fulfilling commitments to maintain employee motivation.
New Distribution4 Strategies for Terminal Interception: Better to Exhaust Yourself Than to Starve Your Competitor!
Terminal interception is a fierce battle for channel and consumer resources, involving information overload, salesperson competition, and profit erosion. The most effective form is deploying promoters in KA stores, but this raises questions about cost and effectiveness, leading to the need for strategic counter-interception.
李政权How Can Distributors Eliminate Retail Terminal Debt?
Debt between manufacturers and distributors, including 'triangular debt,' has largely been curbed with economic development and financial system improvements, but distributor debt at retail terminals is spreading, threatening distributor growth. Due to the numerous, scattered, and chaotic nature of retail terminals, collecting debts is difficult, and many become bad debts due to closures or transfers, leaving distributors with losses.
杨永华To Be a Salesperson, You Need a Bit of 'Bandit Spirit'
The first essential quality for a salesperson is a 'bandit spirit'—not the vices of bandits, but their boldness, confidence, and willingness to take responsibility. This article explores how to cultivate confidence, breakthrough, decisiveness, and accountability in sales.
New DistributionFour Methods, Five Core Elements, Six Factors: A Comprehensive Analysis of Terminal Sales Promotion!
Many companies face the puzzle: after successfully recruiting distributors and stocking a new product, they expect smooth sales, but suddenly find the product isn't moving at the terminal. This article analyzes the six factors affecting terminal sales, proposes four methods to boost it, and details five core elements for successful implementation.
朱志明Distributors: Do They Want Money or a Future?
As market competition intensifies, distributors have become more selective, making it harder for manufacturers to recruit and retain them. While distributors care about immediate profits, they also need a clear vision for future growth, so manufacturers must address both short-term gains and long-term prospects to build successful partnerships.
王洪东The Marketing Path of Distributors: Living Off the Land
This article discusses whether it is always the best choice for growing distributors to select famous liquor brands, and proposes a '211 brand layout' strategy. It emphasizes the importance of partnering with regional brands for sustainable development and market dominance.
朱志明Distributors: Why Are You the One Being Dropped by the Manufacturer?
In today's channel-driven, terminal-focused market, distributors are strategic partners for manufacturers, and quality distributors are a scarce resource. Developing or replacing a distributor comes at a high cost. No legitimate manufacturer wants to avoid win-win cooperation, and none would casually drop a distributor. However, business is like a battlefield—there are no permanent friends, only permanent interests. This article outlines six common scenarios in which manufacturers replace or downsize distributors, based on the author's experience as a sales manager.
New DistributionHow Can New Sales Representatives Win Business?
New sales representatives often wonder how to win business. Based on personal experience, the author introduces key principles: become an expert, be confident, care about customers, don't fear rejection, persist, respect customers, and be loyal and dedicated.
王洪东The Distributor's Three Simple Sorts: The Customer Sorting Tool
Last night, Teacher Ma explained the 'Customer Sorting Tool' for distributor customer management in our QQ group. Since over 10,000 followers of our public account missed it, Daonong has transcribed the training content for everyone to learn from. Our QQ group number is provided below, and we regularly hold training sessions on distributor internal management.
马兴强20 Rules of Enterprise Management That Distributors Must Know
This article outlines 20 key management principles for distributors, covering sales growth analysis, expense control, payment collection, product assortment, inventory management, and relationship building with sales representatives, among others. It emphasizes the importance of systematic management and data tracking for sustainable growth.
New DistributionDistributor Bosses: How to Avoid Becoming the Target of Salesmen's Complaints
Distributor bosses often complain that despite offering competitive wages and benefits, their salesmen still grumble about hard work and low pay, accusing bosses of caring only about profits. To grow the business, bosses must address conflicts with salesmen, listen to their complaints, and improve management practices to enhance team cohesion and operational efficiency.
New DistributionWhy Telling Your Subordinates 100 Times Doesn't Work
A boss complains that despite constant reasoning and meetings, employees still make mistakes and leave. The article argues that management should focus on changing habits rather than thoughts or feelings, as habits are shaped by deeper subconscious patterns. True change requires persistent effort and self-cultivation by managers themselves.
New DistributionThe Art of Hiring and Managing People in Enterprises
Many managers hope to hire the best employees to boost sales, but this ideal often leads to mismatches and problems. To maximize effectiveness, managers should select people who want to work, use those who can work, and teach everyone to follow standardized processes.
New DistributionHow Distributors Should Deal with Manufacturers' Sales Representatives' 'Extortion'
Distributors often encounter arrogant manufacturer sales reps who exploit their positions for personal gain. This article offers strategies for distributors to handle such 'extortion' while maintaining a cooperative relationship, based on the experience of Manager Yuan, a seasoned distributor.
New DistributionWhat to Do When Facing Pressure from Manufacturers to Stock Up?
A distributor in Shanxi recently complained about product backlog after venturing into snack foods. This article analyzes the causes of snack food inventory buildup and offers practical solutions, including market research before ordering, strict inventory control, and strategies to clear excess stock.
New DistributionEight Strategies for Distributors to Select Products at the Sugar and Wine Fair (Four to Choose, Four to Avoid)
For distributors, selecting good products at the Sugar and Wine Fair is a key task. This article provides eight strategies, including prioritizing strategic products from big brands, watching for category innovations from small brands that big brands may follow, and avoiding products with emotional appeals, pseudo-high-end positioning, incompatible international products, and excessive beneficial additives.
New DistributionDistributors: Manufacturers Only Operate Half a Brand
Many distributors, especially those of second- and third-tier brands, often blame weak brand support and insufficient advertising for poor local sales. However, brand management is not solely the manufacturer's responsibility; distributors also play a crucial role by operating the 'monetization brand' through trust, exposure, and activity, which are essential for converting brand awareness into sales.
New DistributionA Great Display Can Make You an Overnight Success: A Guide for FMCG Distributors in Supermarkets
A well-executed product display (duītóu) is a powerful merchandising tool that can significantly boost sales, sometimes by two, five, or even ten times. This article provides practical guidance for FMCG distributors on how to decide whether to use displays, how to choose the right location, and how to set them up effectively to maximize impact and avoid common pitfalls.
李政权