TOPIC ARCHIVE
Dealer Operations articles
经销商经营
Browse 3709 New Distribution articles about Dealer Operations.
Published articles
3709 articles · Page 79 of 155
How Much Have Manufacturers Improved Over the Years?
After two decades as a distributor and dealing with manufacturers, the author reflects on how much manufacturers have actually improved in their treatment of distributors. While management tools have advanced significantly, the fundamental mindset and management approach towards distributors remain largely unchanged, with distributors still viewed as sales tools or subordinate units.
潘文富2018: Settle Accounts Well and Shift Your Credit Sales Mindset
As the year-end approaches, distributors must prioritize clearing accounts, including outstanding credit debts. This article provides a timeline for debt recovery, shares real stories of distributors dealing with unpaid invoices, and offers strategies for changing credit sales mindsets and implementing control mechanisms.
袁来Several Details That Must Not Be Overlooked When Boosting Sales
When it comes to boosting sales, many people immediately think of advertising, consumer promotions, trade promotions, pushing inventory to distributors, or paying for display space. However, there are many other effective methods that are often overlooked, such as category management, solving out-of-stock issues, changing cooperation models, adjusting displays without a budget, and improving the promotional atmosphere. This article explores these details and provides practical advice for enhancing sales.
李政权Inventory Pressure Creates Regional Super Dealers
In offline channel inventory management, whether to pressure dealers with stock has always been a taboo topic. Business owners want dealers to hold less inventory to avoid future problems, yet under the pressure of inventory and cash flow, they also wish to transfer all warehouse stock to dealers. This article tells the story of a dealer who grew from a small business to a regional leader through such pressure, arguing that inventory pressure can actually drive channel efficiency and dealer growth.
黄润霖Sales Personnel: Year-End Sales Push, Three Insights and Experiences on Distributor Management!
As the year draws to a close, sales personnel typically need to arrange distributors' shipping plans for the Spring Festival in advance. Only by paying and shipping early, and stocking up adequately, can distributors and sales personnel enjoy a happy New Year. Every year before the Spring Festival, pushing inventory to distributors' warehouses is routine: it's for performance needs, market needs (to avoid stockouts, which is crucial), and to occupy distributors' funds and inventory. Of course, inventory pushing isn't only done during the Spring Festival; for many sales personnel, it's a monthly task...
蒋军Distributors: If You Wait for the Market to Mature, Where Will Your Opportunity Be?
A fisherman, seeing bubbles that suggested a school of carp, hesitated and jumped into the water to verify before casting his net, only to find the fish had fled. The story illustrates that waiting for perfect conditions means missing opportunities; successful people act boldly on partial information, as conditions only mature through action.
New DistributionWhen the Market Is Tough, Distributors Must Do a Better Job of Customer Relationship Management—Here Are 5 Tips to Take Away!
In 2015, the domestic economy slowed down, and the current overall macro environment is highly challenging. Manufacturers are having a hard time, and distributors are also struggling. In this new competitive landscape, not only is the pace of industry reshuffling accelerating, but it also represents a life-and-death test for distributors. So, how can distributors survive the winter and still develop under the pressure of "survival of the fittest" and "survival of the remaining"? In a sluggish market, customer resources will be even more fiercely contested. To outmaneuver competitors and win a new round of victory, distributors must, under the guidance of manufacturers—or even on their own initiative—proactively and consciously manage customer relationships.
崔自三Distributors: Arranging Internal Training for Employees Is Absolutely Necessary!
The work performance of sales personnel mainly comes from two aspects: work ability and work willingness, which in layman's terms are the technical issue of whether one can do the job and the attitude issue of whether one wants to do it. Of course, no one is born with work ability; it must be acquired through learning and practice. If employees lack work ability, there must be a problem in learning, which can be divided into two situations: 1. The boss does not arrange learning opportunities, and 2. Employees themselves are unwilling to learn.
潘文富Distributors: What Kills You Is Not Stockpiling, but 'Near-Expiry Products'!
The biggest threat to distributors today is near-expiry products, not stockpiling. While some argue that near-expiry products result from stockpiling, the author partially disagrees. The severity is widespread across FMCG categories, with 5% exchange rates being normal and 10% or higher not uncommon, especially for short-shelf-life products. Handling losses are significant, often requiring 'buy one get one free' promotions or even destruction, further squeezing already thin profit margins.
New DistributionDistributors: Only Those Who Eliminate Can Make Money!
A recent survey of FMCG distributors in Guizhou and Chongqing revealed that successful distributors grow by eliminating outdated products, personnel, and channels. This article discusses the directions, methods, and strategies for elimination at the upstream, midstream, and downstream levels, emphasizing that elimination is essential for healthy development and profitability.
New DistributionHow Distributors Manage Their Teams, Vehicles, Warehouses, Finances, Assessments, and Territories
Distributors often work on the front lines, resembling mountain-bandit-style warriors. Many small and medium distributors are versatile, handling delivery, payment collection, negotiation, and unloading, but they often struggle with management. This article outlines eight key aspects for improving distributor management, including vehicle sales visits, business processes, salary structures, territory division, assessment results, commission orientation, bottle return commissions, and driver-salesperson wage structures.
New DistributionWhy Is Wanglaoji's Herbal Tea Shop Not Reliable?
After a five-year legal battle with JDB, Wanglaoji officially announced in December 2017 that it would open physical herbal tea shops. While many praised this move, the author argues that despite the logical category extension, Wanglaoji's herbal tea shops are not reliable due to overambitious expansion plans, supply chain challenges, and a mismatch with young consumers' preferences.
袁来The Dealer's Survival Manual
This article outlines key laws for dealer growth, transformation, manufacturer-dealer relations, family business management, and fate, emphasizing the need to avoid the founder's trap, transition from a businessperson to an entrepreneur, and adapt to market changes to survive.
刘春雄Practical Case: Build Distribution, Organize Teams, Set Standards, Execute Well – A Step-by-Step Guide to Covering 11 Townships in 20 Days!
Distribution, also known as market coverage, is a series of processes to persuade retail terminals to stock a company's or distributor's products, and is a collaborative activity between companies and distributors (or distributors and sub-distributors) to open markets in the short term. It is the most direct and effective method for introducing new products, occupying terminal channels, and increasing market coverage, and is an important foundation for rapid market launch. Typically, distribution campaigns have three characteristics: short duration (county-level township markets can be covered in 20-30 days), high speed (requiring concentrated human, material, and financial resources for efficient and rapid market development), and multiple methods (using distribution突击 teams, free tastings, prize giveaways, etc.).
徐涛How Should Distributors Build an Internal Employee Entrepreneurship Platform?
Assuming that internal entrepreneurial projects are all good, the most critical factor is the people. No matter how favorable the timing and geographical advantages are, without good people and teams to operate, it won't work. All things in the world are done by people, and people with different abilities and responsibilities achieve different results, so everyone values the human factor in business operations. The concept of internal entrepreneurship platforms has been prevalent in the corporate world in recent years, and we are familiar with it. For example, Wangpin Group's Lion King Plan, Handu Yishe's small group system, and Haier's internal entrepreneurship incubation model are all successful cases, but there are also unsuccessful ones, such as Huawei's 'Harbor Bay' incident. So how exactly should an internal entrepreneurship platform be built?
马方Profiles of Moutai Speculators: Dealers and Insiders Engage in Left-Hand-to-Right-Hand Deals
An investigative report on the various types of Moutai speculators. The factory price of 53-degree Feitian Moutai was raised from 819 yuan to 969 yuan per bottle, the retail price ceiling from 1,299 yuan to 1,499 yuan, and the previous out-of-plan price of 999 yuan per bottle was abolished. Having reported on the baijiu industry for nearly two years, I have seen that the turmoil over Feitian Moutai prices has never subsided and is intensifying. One cause of the dispute is the gap between real market prices and the manufacturer's set prices, which has created more and more myths of overnight wealth.
吕进玉How Should Distributors Transform into Local Logistics + B2B E-commerce?
During visits with distributors across the country in 2017, the New Distribution team found that almost all distributors shared a common feeling: business has been tough in the past two years. A distributor friend with annual sales of around 50 million yuan in food and beverages told New Distribution: the bigger the business, the less money it makes. As regulations tighten, labor costs rise. Everyone talks about B2B, but they don't know how to start or how much it can help their business. In the past, working harder and doing more tiring work could indeed earn some money, but manufacturers' tasks increase year by year while cost investments decline, leading to fines for unmet tasks and huge market investments to complete them, resulting in no profit at year-end.
赵波 袁来From Beer Distributor to Billionaire in 10 Years: The High School Dropout Who Built a Retail Empire
Zhang Xuansong, a high school dropout, started from manual labor and became a beer distributor, then opened a small grocery store. He defied the odds to become the head of China's hottest supermarket chain, Yonghui Superstores, with nearly 700 stores and annual profits of 36.7 billion yuan. He now owns a private jet worth 123 million yuan, with Jack Ma and Liu Qiangdong eager to partner with him.
New DistributionTen Major Marketing Challenges for Distributors: Solutions Revealed!
Distributors face various marketing challenges, including dealing with manufacturers' sales managers, selecting new products, driving repeat purchases, and managing promotions. This article provides practical solutions, emphasizing principles like data-driven communication, prioritizing quality and brand in product selection, and maintaining price stability over volume.
司胜军Master Rebates, Case Pick-Up, Free Goods... Eight Channel Promotions to Win the Year-End Market!
In the food industry, there is a 'golden rule' that 'no promotion, no sales,' meaning that without promotions, channels and terminals will not proactively stock or push products, leading to reduced loyalty and lost market share. To counter this, food companies must employ effective sales promotions. This article outlines eight practical channel promotion tactics for the year-end market to help industry peers succeed.
New DistributionSecond Year of Salt Reform: Salt Bureaus Abolished, Why Are 'Salt Seizures' Still Frequent?
The salt reform has entered its second year. According to the reform timetable, the separation of government and enterprise should have been completed in 2017, which is the fundamental goal of the reform: to ensure a fair competitive environment in the salt market. In the final months of 2017, provinces and cities frequently announced the abolition of salt bureaus and the completion of function handovers. However, in 2018, foreign salt still faced 'advance registration and preservation' treatment. The 'salt seizure' incidents have made salt manufacturers and distributors anxious—could the reform be 'delayed'?
淀粉Post-80s Wine Merchant Starts with 10,000 Yuan, Reaches 10 Million in 3 Years—Why Is He Called the 'New Product Trendsetter'?
Sun Yaochi, a post-80s general manager of Kaifeng Shengyu Xiang Trading Co., Ltd., started his wine business with only 10,000 yuan in 2012 and achieved annual sales of over 10 million yuan by 2015. Known for his ability to spot and launch new products successfully, he has been dubbed the 'New Product Trendsetter' in Kaifeng's wine industry.
云酒The Basic Sequence for Distributors to Assess Employees
During normal work, companies must assess employees' actual work status and results to determine performance pay and promotions. Assessment is divided into two levels: behavior and attitude, and work quality and results. This article focuses on the work level. Traditional assessment methods often set targets from the start, but this can lead to negative cycles. The proposed sequence is: first assess technical skill mastery, then standardized execution, then work results, and finally innovation.
潘文富Ultimate Terminal Distribution Script! Manufacturer + Distributor + Salesperson + Secondary Wholesaler + Terminal + Distribution = 100% Success!!
Getting new products to the terminal and in front of consumers is key to a successful launch. Based on new product promotion experience, I've summarized common communication techniques and methods below, hoping to spark further ideas: 1. Store owner: "This new product isn't the best in your line, why should I stock it?" Salesperson: "Boss, not every product is the best in its category, but each tier has its own consumer base, and every product we offer can genuinely increase your profits. Just like cars: Mercedes has its buyers, but Santana still has plenty of riders—and more of them."
New Distribution