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 176 of 193
Promotional Strategies for Consumers
This article outlines various promotional strategies for FMCG products, including free tasting, coupon distribution, newspaper media promotions, price discounts, buy-one-get-one offers, in-box prizes, points redemption, lucky draws, chain rewards, contests, sponsorships, insider consumer drives, joint promotions, thematic promotions, roadshows, event marketing, experiential promotions, embedded promotions, government/business PR, and membership marketing.
New DistributionThe Past and Present of 'One More Bottle'
This article explores the history and impact of Kangshifu's 'One More Bottle' promotional campaign, which was launched as a defensive strategy against competitors like Coca-Cola. While it initially boosted sales and market share, it also led to redemption difficulties, counterfeit caps, and financial strain, ultimately revealing that the campaign was a form of 'concept marketing' with actual redemption rates below 50%.
潘卫艳The Boiling Water Theory: Three Processes to Prove Your Existence
The Boiling Water Theory, proposed by Liao Quanwen, suggests that proving one's existence is like boiling water, involving three processes: continuously adding fuel (learning), enduring loneliness without rushing to show off, and finally, when the water boils, proving your existence while protecting it. This theory is applied to career development, emphasizing continuous learning, patience, and the right timing.
New DistributionBoost Sales: 5 Tactics Including Extending Networks and Refining Channels!
This article provides five tactics for FMCG distributors to increase sales in township markets, such as opening township sub-distributors, using low-priced products to nurture distribution channels, improving county-level distributor services, and increasing manufacturer sales rep visits to townships.
魏庆Four Key Weapons for Distributor Marketing Success
Distributors face increasing challenges as markets evolve, including survival and development issues. To avoid being controlled by manufacturers, distributors must possess their own marketing weapons, such as terminal control, systematic management, a rational product line, and leveraging manufacturer resources.
New DistributionHow to Implement Fine Management of Distribution Channels?
In marketing practice, we often encounter issues such as how to determine the optimal number of sales staff, allocate promotional resources, accurately forecast sales, quickly obtain market information, effectively check the work of sales personnel, and understand the flow of products in the distribution channel. By implementing a fine management strategy for distribution channels, we have achieved certain results and now share our experience with peers.
New DistributionAble 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 DistributionTwo Real Cases: Step-by-Step Guide to Effective Sales Pitch for Distribution
Salespeople must identify the right questions to address customer needs effectively. This article contrasts two sales approaches—one failing by pushing product features, the other succeeding through strategic questioning—and provides a framework for effective questioning and listening.
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 DistributionPractical Tips for Distribution: Criteria for Evaluating Success or Failure
This article discusses the importance of initial distribution in regional market success and outlines eight common signs of distribution failure, such as using consignment, insufficient coverage, excessive promotional intensity, and lack of follow-up actions. It also presents six ideal outcomes of successful distribution, including completing distribution in the off-season, achieving high cash-on-delivery rates, and ensuring rapid sell-through.
朱志明Five 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 Distribution5 Major Aspects and 17 Methods: Effective Terminal Management to Boost Sales!
This article outlines 17 methods across 5 key areas—terminal network width, depth, key accounts, merchandising, and information reach—to help FMCG distributors and manufacturers increase sales through improved terminal management. It emphasizes practical tactics like expanding coverage, increasing SKU penetration, signing agreements with key outlets, enhancing in-store displays, and ensuring product information reaches retailers.
魏庆A 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.
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