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 181 of 193
Why Do Distributors Turn a Deaf Ear to Manufacturers' Salespeople?
Manufacturers' salespeople often find it difficult to guide distributors in market operations and resource usage, as distributors resist advice due to their desire for market control and perceived status inequality. To overcome this, salespeople can focus on sharing negative case studies and helping train distributors' staff, which are more likely to gain distributors' attention and acceptance.
New DistributionFour Strategies to Counter Terminal Interception
To effectively counter terminal interception, it is essential to identify key terminals and concentrate limited marketing resources on them. This involves analyzing competitors' interception tactics, using differentiated countermeasures, and setting up barriers to weaken competitors' effectiveness while increasing their costs.
李政权Excellent Salespeople Must Overcome These Obstacles!
The biggest obstacle in a sales career is not price, competition, or customer resistance, but the salesperson's own shortcomings. When facing products with low brand awareness, especially high-priced ones, customers are often wary and seek to verify value before purchasing. Salespeople must win customer trust to facilitate purchases, which requires overcoming six major barriers.
New Distribution3 Key Symptoms Distributors Must Watch
A veteran liquor distributor in Anhui, Mr. Liu, laments that while service industries have 'three accompaniments,' distributors must provide 'full accompaniment' to manufacturers. This article analyzes the common operational struggles of distributors, summarized as 'big head, sore waist, light feet,' and offers solutions through internal corporatization and external branding.
朱志明Four Key Principles for New Product Distribution
This article outlines four key principles for successful new product distribution, emphasizing thorough preparation, time efficiency, speed, and strategic planning. It also details three standards for distribution management and seven strategies to ensure effective market coverage.
朱志明A Mengniu Distributor's Business Insights: Controlling Near-Expiry Stock Is Key to Fast Sales!
For dairy distributors, pressure is evident: sensitive quality issues, frequent returns, and persistently high inventory levels are common. Wu Lijun, a Mengniu distributor in Shangyu, Zhejiang, believes that whether dealing with low-temperature or ambient milk, controlling near-expiry stock is paramount. Only then can product quality be assured, distributors profit, and the market progress smoothly.
New DistributionThe Art of Motivating and Communicating with Terminal Sales Staff
Terminal sales staff are the mainstay of terminal sales, and their management is crucial. This article discusses how to motivate and communicate with terminal sales personnel through techniques such as praise, criticism, and specific motivational methods, as well as strategies for handling problematic salespeople and top performers.
杨旭Distributors: Have You Noticed the Profits Slipping Away from Your Delivery Trucks?
A distributor named Mr. Zhou calculated his logistics costs: fuel, driver salary, maintenance, and insurance for one truck total about 10,000 yuan per month. To save on logistics, he suggests reducing vehicle wear and depreciation, optimizing delivery routes, and balancing product weight and profit to ensure high truck load rates.
New DistributionA Third-Rate Salesperson with First-Rate Preparation Will Also Succeed!
Milu, former head coach of the Chinese national football team, said: Attitude determines everything! I believe the door of luck is always open to those who are diligent. There is no humble job in the world, only a humble work attitude. As a sales representative, only by facing each day's work with a humble and positive attitude can success be waiting for you and me not far away. In the process of sales, I have found a strange phenomenon: for a newly developed market, a sales representative with weak business ability but thorough preparation will always achieve higher performance than a representative with stronger ability but no preparation. Why? Although many related factors affect the sales process, the most important thing is to understand what you want to do. There are no first-rate salespeople, only first-rate preparers.
New DistributionWhy 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 DistributionWei Qing: The Eight Steps of Terminal Visits Are Not Just for Show
The 'Standard Eight Steps of Terminal Visits' is a widely known sales technique that originated from major companies like Coca-Cola and Master Kong, and has been adapted by many private enterprises. Despite being dismissed by many terminal sales representatives as superficial, each step is actually designed to directly boost sales.
魏庆Traditional Outlets: Even Ants Are Meat When There Are Enough of Them
This article argues that small and medium distributors should focus on traditional small outlets rather than rushing into modern retail chains like supermarkets, which often lead to high costs and losses. It emphasizes that traditional outlets remain a vital market force and that distributors can succeed by concentrating resources on serving these outlets well, as illustrated by successful cases in Xi'an and Shaanxi.
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Key Principles for Successful Distribution: Winning Quickly in the 'Beachhead Landing'
For FMCG products, terminal distribution is the first step in terminal management, and the distribution rate directly determines sales volume. This article outlines key principles for effective distribution, including understanding the concept, setting goals, choosing the right distribution form, following basic principles, and establishing a dynamic management system, to help companies win quickly in the market.
刘杰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