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.
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4623 articles · Page 189 of 193
New Product Launch: Eight Strategies for Fast and Effective Distribution
Speed is crucial in distribution, but rushing without a clear plan can lead to problems. This article outlines eight strategies for distributors to achieve rapid and effective product distribution, from prioritizing easy wins to leveraging existing strengths and building team momentum.
New DistributionHow New Distributors Can Quickly Find Their Operating State
When a distributor's business is just starting, common challenges include few products, few customers, and limited manufacturer investment, as well as small brand influence and limited strength. This article outlines three growth paths for new distributors and highlights three common pitfalls to avoid, such as relaxing cooperation terms, waiting for manufacturer support, and developing customers alone.
New DistributionThe "Four Persistences" Every Salesperson Must Achieve!
The most important quality in sales is persistence; without it, one cannot achieve great success. This persistence is mainly reflected in four aspects: staying in the same industry, staying with the same company, persisting in customer follow-up and maintenance, and persisting in learning.
New DistributionEighteen Reasons Why You Can't Sell Well
Every salesperson should take responsibility for their own success or failure. If you find yourself constantly complaining that you're not cut out for sales, you're unmotivated, you hate visiting clients, you fear rejection, or your boss has issues, you're already on the wrong path. To become an excellent salesperson, avoid the following mistakes.
New DistributionUsing the Experience of Wooing Women to Do Marketing
A founder who follows the 'Three Refusals' principle—refusing interviews, research, and visits—has captured about 60% of a niche female consumer market in four years. His marketing insights come from wooing women, and his team management from gaming, emphasizing deep human insight and gamified incentives.
New DistributionHow to Optimize In-Store Display for New Products in Hypermarkets?
According to consumer behavior research, product display is a critical factor influencing purchases, as 70% of buying decisions are made in-store. For new products, effective display is essential to increase visibility and stimulate impulse purchases, which account for an average of 11.4% of in-store spending.
New DistributionFor Distributors Choosing Products, Selection Matters More Than Effort
Choosing new products is crucial for distributors, affecting both short-term sales and long-term development. Many successful distributors started by representing a winning product, such as Shanghai Meibao Foods with Laoganma chili sauce. Distributors should first assess their own situation, including product mix and profit model, then select products with accurate selling points, growth potential, and channel fit, while also considering market conditions, pricing systems, manufacturer strength, and contract details.
New DistributionWei Qing: The Morning Meeting Model for Terminal Sales Staff
This article discusses the management of terminal sales personnel (retail store sales reps) in the FMCG industry, focusing on the challenges of supervising them and the importance of effective morning meetings. It provides a nine-step morning meeting model designed to improve monitoring, motivation, and performance.
魏庆100 Quotes to Make You Stronger
A collection of 100 philosophical and motivational quotes aimed at personal growth, self-reflection, and resilience, originally shared by a professional FMCG distributor consultancy.
New DistributionHow to Manage Secondary Distributors
Secondary distributors in mature markets are both loved and hated: loved for their cash and distribution power, hated for their potential to disrupt price systems and markets. This article offers five strategies to manage them effectively, including stabilizing prices, forming core clubs, launching new products regularly, controlling promotions, and continuous brand building.
New Distribution7 Bad Habits of a Terrible Leader
Habits formed in youth often have long-lasting effects, some positive and some hindering growth. As we age, we may realize that recurring problems at work stem from these habits, and while we try to change, some are difficult to break. INC recently shared bad habits of poor managers; see if any apply to you.
New DistributionTen Tips to Become a Top Salesperson
This article offers ten practical tips for salespeople to excel in their careers, covering areas such as building reputation, thorough preparation, finding common ground, asking questions, identifying decision-makers, obtaining referrals, expanding relationships, becoming a trusted friend, summarizing experiences, and maintaining firm beliefs.
New DistributionAgents Should Be Sales Promoters, Not Logistics Providers
Market competition is brutal; those who do not advance will retreat. Agents who want to develop further and gain greater benefits must first identify their own problems. Key issues include mismatched sales teams, outdated mindsets, and a shift from proactive promotion to mere distribution.
New DistributionWhat Else Besides Money Should Distributor Bosses Give Employees When Paying Wages?
Paying wages falls under internal management, which, while not directly generating profit, can optimize processes and control costs. The author advises bosses to view wages as a product sold to employees as customers, and to implement supporting measures such as individualized wage receipts, asset consumption statements, wage explanations, and welfare items for employees' families.
New DistributionFive Taboos in Salesperson-Client Communication
From a sales psychology perspective, many clients fear having their intelligence questioned. If you constantly argue with a client, they may develop a rebellious attitude, which can ruin even a deal that is about to close. Besides the way you speak, what else should salespeople pay attention to? Here are the five taboos of sales psychology that salespeople should avoid.
New DistributionWei Qing: When 'Terminal' Meets 'Sales'
This article discusses the paradox between terminal (retail outlet) work and sales volume in FMCG, highlighting common traps in terminal management and offering solutions. It emphasizes that doing terminal work well leads to good results, but many companies struggle due to inconsistent beliefs, poor dealer cooperation, management failures, and internal conflicts.
魏庆The Self-Employed Approach to Staffing: The Root Cause of Distributors' Inability to Grow
A distributor may achieve modest success because of a few capable people, but cannot grow because there are only these few capable people. This is the biggest challenge for distributor bosses before they transform from businesspeople into managers. The article discusses four levels of employing people and two levels of using talent, emphasizing the need to move from relying on individual heroes to building systems and platforms.
New DistributionHow General Distributors Should Select Sub-distributors
Many distributors develop external markets by sending a delivery truck to periodically visit several counties/cities to drop off goods, with sales staff earning commissions based on sales volume. While this approach is quick and simple, it often leads to problems such as price chaos, low sell-through rates, poor in-store displays, and stockouts in many stores. The root cause is the lack of a unified manager in the market. Selecting a suitable sub-distributor to centralize supply, while the upstream distributor continues to visit periodically to help with distribution and market maintenance, can solve these issues and improve market performance.
New DistributionExplainer: China's Sales Regions and City Tier Classification
Dividing sales channels by administrative region is a common corporate practice. This article explains China's administrative divisions, the seven major regions, and the common four-, six-, and eight-region sales splits, as well as the classification of cities into tiers (special, first, second, third, fourth, and township) based on population, income, and economic strength.
New DistributionAnalysis of Common Mistakes in Distributor Market Operations
A case study of a distributor named Lao Zhou, who has been in the business for 8 years, highlights common mistakes in market operations, including neglecting after-sales service, lack of market planning, focusing on area size over intensive cultivation, and separating terminal and store management. The article provides countermeasures for each mistake to help distributors improve their market performance.
New Distribution15 Closing Strategies to Ensure You Never Worry About Sales!
To close deals with customers and achieve sales goals, different closing strategies should be adopted based on different customers, situations, and environments to seize the initiative and finalize transactions as soon as possible. When attempting to close, once you grasp the opportunity, end the negotiation early; even if the customer is still hesitant, encourage them to buy while their desire is strong, as the chance of closing remains high. The following introduces 15 closing techniques to be used flexibly with different customers.
New DistributionThe Greatest Reward of Sales Is Not the Commission, but Having One More Person Who Trusts You in Your Life!
The greatest reward of sales is not the commission, promotion, or bragging rights, but having one more person who trusts you in your life. Customers are the best teachers, peers are the best role models, and the market is the best school; 97% of sales is building trust, and rejection is the beginning of a deal.
New DistributionAdapting Dealer Capabilities in a Changing Market
Dealer Lao Wang's market is being split by the manufacturer after he failed to execute promotional policies and misused funds, while his competitor Lao Huang thrives by leveraging product, channel, and promotional capabilities. The article highlights the importance of marketing capabilities for dealers to counter manufacturers' control.
New DistributionWu Xiaobo: Within 5 to 10 Years, the Chinese Business World Will Be Thoroughly Disrupted by the Post-80s Generation
In a keynote speech at the Mingdao Conference on May 27, Wu Xiaobo, a member of Zhenhe Island, reviewed the history of Chinese business society and concluded that the important mission of each generation is to eliminate the previous one, just in different ways. Today's post-80s and post-90s generations will eliminate the main forces on the rich list and thoroughly disrupt China's business world.
New Distribution