NEW DISTRIBUTION RESEARCH TOPIC
How can distributors keep growing across fragmented channels?
Front-line analysis of product selection, organization, channel strategy, profit models, and business transformation for FMCG distributors.
Related research and analysis
4623 articles · Page 171 of 193
Business is Tough, Where Have Consumers Gone?
Consumption is declining, but where have consumers gone? While the amount and frequency of consumption haven't decreased, the demand for food products has, indicating a shift in consumer demand. This shift can be categorized into four directions: brand switching, channel switching, category switching, and upward migration. Understanding these shifts is crucial for reversing sales declines.
牛奔How to Adjust Regional Distributors?
In marketing activities, the relationship between manufacturers and distributors is always in a state of 'long-term division leads to unity, long-term unity leads to division,' with only common interests at stake. As the year ends, it's crucial to identify and solve problems, plan for the new year, and adjust regional distributors in traditional-channel-dominated refrigerator markets, which is an essential marketing task directly impacting the success of the annual plan and brand performance.
王国智Don't Give Up After One Setback: 24 Practical Accelerating Levers for Terminal Selling
A common scenario: the boss assigns a new product distribution task, the salesperson tries all day, visits ten stores, finds it difficult, and reports back, "Boss, it's not moving!" This gets passed up the chain, and everyone thinks the product is hard to distribute, leading to more policies. New products are certainly hard to distribute, but as a salesperson, don't give up after one setback—use all the 'accelerating levers' before saying it's impossible.
魏庆Types of Channel Diversion and Their Prevention
Channel diversion is a major headache in the FMCG industry, causing market decline and conflicts between manufacturers and distributors. This article explores the types of channel diversion and effective prevention methods to foster harmony and win-win outcomes.
崔自三What is a Key Account? What is a Potential Key Account?
This article explains the definition and characteristics of key accounts, which constitute 10%-20% of a company's clientele but contribute 80%-90% of its revenue. It also discusses how to identify and cultivate potential key accounts from existing smaller clients, emphasizing the importance of not neglecting them while maintaining current relationships.
New DistributionYear-End Inventory Loading: A Masterstroke or a Misstep?
As the year draws to a close, liquor companies are intensifying their market efforts, with year-end inventory loading becoming a crucial part of their peak-season marketing. While companies rack their brains to devise strategies, the results often fall short, leaving both companies and distributors questioning the approach. This article explores the reasons behind inventory loading, its risks, and how to execute it scientifically to achieve mutual benefits.
丁永征The Wolf Is Really Coming: Every Industry in China Will Face a Shakeout Next Year
As the world's second-largest economy with a population of 1.4 billion, China's economic transformation will have profound impacts on global economic patterns. Rising labor costs are turning China's advantage into a disadvantage, forcing labor-intensive manufacturing to move to lower-income countries, while traditional marketing and business models are becoming obsolete, pushing enterprises to transform or face extinction.
赵筱赟How Can Distributors Skillfully Handle Factory Pressure to Stock Up?
This article discusses how distributors can tactfully respond to manufacturers' pressure to stock up on inventory. It advises weighing the pros and cons, and offers strategies for both accepting and refusing stock pressure while maintaining good relations with the manufacturer.
崔自三Why Do Dealers in Transition Fail to Stay Honest Despite High Salaries?
A dealer recently shared a dilemma: a key salesperson earning over 3,000 yuan monthly was dissatisfied, secretly altering promotional policies, withholding promotional items, making unauthorized promises to customers, and unilaterally raising prices for personal gain. When exposed, the salesperson left, causing financial loss and reputational damage. The article analyzes causes and offers countermeasures to prevent such 'high salary without loyalty' issues.
崔自三Before 30, Don't Expect to Earn Much Money!
This article advises that before age 30, career positioning and planning are more important than earning money. It outlines five key steps: analyzing hobbies, personality, and strengths; choosing the right industry; specializing in a career path; selecting the right company; and creating a career plan for the years before 30.
New DistributionFive Types of Cheap Deals Distributors Must Avoid
Zhang, a general agent for a Northeast liquor brand in Hebei, was an active, dedicated, and diligent distributor who refused to fail. When the distillery launched a heavily promoted product, Zhang followed the manufacturer's advice and advanced the prize redemption costs for scratch cards, unaware that it was a trap. In the end, he could not redeem the prizes, the manufacturer's representatives disappeared, and even the manufacturer itself could not be found, causing Zhang heavy losses.
崔自三Why Is It Difficult for Distributors to Implement True Corporate Management?
This article explores why distributors often struggle to implement genuine corporate management, despite registering as companies. It identifies five key reasons: blindly copying other companies' systems, boss's hero complex, being too soft-hearted, lacking a true execution team, and low employee quality, and suggests ways to overcome these challenges.
崔自三Regional Manager – If Your Market Isn't Performing, It's Because You Don't Know How to 'Hatch Eggs'!
A competent regional manager knows that market success hinges on resource integration, but market expenses are not handed out by the boss—they must be earned. This article explains why some regional managers fail, likening them to chickens that don't hatch eggs, and offers strategies for allocating and leveraging market expenses effectively.
刘连喜How Salespeople Can Use Marketing Black Holes to Become Millionaires?
This article discusses various marketing black holes that salespeople exploit to enrich themselves, such as taking kickbacks, falsifying reports, and embezzling funds, while also highlighting the need for companies to tighten management.
胡逢春Terminal Salesperson: You Must Become the Boss!
This article advises terminal salespeople, also known as salesclerks or promoters, to consider entrepreneurship as their primary career path. It argues that while they are valued for their role in closing sales, their career advancement opportunities are limited, making starting their own business a more viable option.
New DistributionEasy but Not Simple: 8 Tips for Posting Promotional Posters at Retail Outlets
This article provides eight practical tips for FMCG companies and distributors on how to effectively post promotional posters at retail outlets, emphasizing the importance of coverage density, strategic placement, and ongoing maintenance to maximize promotional impact.
周导How to Break Down Large Secondary Distributors and Stabilize Channel Profits?
A case study examines how a distributor dealt with a powerful secondary distributor whose dominance led to price chaos and market crisis. The solution involved raising prices, cutting supply, and directly servicing the secondary distributor's territory, which stabilized the market and increased sales.
毛小民Promotion Squad Wings for Terminal Sales
As promotions become an essential tool in terminal sales battles, companies must build professional promotion teams. The promotion squad, a mobile and practical terminal organization, enhances brand promotion, sales, and training, acting as wings for terminal sales and creating market miracles.
朱志明Winning from a Distance: A Practical Guide to Channel Construction
This article provides a comprehensive guide to sales channel construction for FMCG companies, covering the nature of channels, common misconceptions, and ten golden rules for building effective distribution networks.
陈志平How Should Distributors Cleverly Distribute Year-End Bonuses?
A case study of a distributor named Lao Zhang who fears employee turnover after giving year-end bonuses, despite paying competitive amounts. The article analyzes why his approach fails and offers practical tips on secrecy, splitting bonuses, considering tenure, combining material and non-material rewards, and choosing the right time and place for distribution.
崔自三Nine Pre-Promotion Preparations for Retail Promotions, Ready to Use
Retail promotions play a key role in modern market competition, and systematic promotional activities can quickly boost product awareness and influence surrounding layout and sales. This article outlines nine essential pre-promotion preparations for distributors, from application approval to final confirmation.
New DistributionFive Methods to Boost Sales of Medium-to-High Margin Products
During the year-end peak season, sales managers need effective strategies to increase sales of medium-to-high margin products. This article outlines five methods—bluffing, indirect persuasion, promotion-driven pull, opinion leader influence, and bundling—to create a hot-selling atmosphere and drive product adoption.
崔自三Should Relatives Be Employed in the Company?
For small startups, hiring talent is difficult, and loyalty may be more important than ability. Using relatives seems convenient, but managing them is challenging and can lead to serious problems, as the author's experience with his cousin shows.
黄中强Mastering the Channel: The Eighteen Moves of the Dragon
This article draws an analogy between the martial arts technique "Eighteen Dragon Subduing Palms" and channel management in the FMCG industry, presenting eighteen strategic moves for controlling distribution channels. It emphasizes the importance of channel control for competitive advantage and provides practical methods for managing distributors, retailers, and other channel partners.
陈志平