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 190 of 193
Nobody Likes Cheap Goods! Customers Like Getting a Bargain!
Taking advantage of small favors is a human trait; everyone hopes for a 'free lunch.' In sales, satisfying customers' desire for bargains can make them happy and increase profits. A case study shows a store owner who strategically placed various small items in his store, letting customers feel they got a bargain, leading to more sales.
New DistributionThe Secret of Wahaha's Channel Control
Wahaha's existing channels are already dense compared to other beverage companies, but why does it still force first-tier distributors to develop second-tier networks? Wahaha is strongly promoting the construction of second-tier networks. Ultimately, there are two starting points: first, the sales performance of first-tier distributors falls far short of Wahaha's requirements; second, the mixed wholesale-retail operation of first-tier distributors reduces the profits of second-tier distributors.
赵晶Nine Things Salespeople Must Understand Before Going Out
Many salespeople use the phrase 'success depends on heaven' to express their attitude towards market development, but they overlook the next line: 'planning depends on people.' This article outlines nine key considerations for salespeople to improve their effectiveness in developing new markets and recruiting distributors.
New DistributionThe Biggest Enemy of Sales: Not Competitors, Not High Prices, But Your Complaints and Excuses!
The biggest enemy in sales is not competitors, high prices, customer rejections, company policies, or product quality, but rather your own complaints and excuses. The article provides 31 principles for sales success, emphasizing building trust, creating value, and treating customers as family.
New DistributionReflections: What Pains Are Distributors Experiencing Amid Channel Transformation?
Since last year, distributors have been affected by changes from upstream manufacturers and downstream consumers, forcing them to reassess their environment. Manufacturers are slowing down and cutting investments, while retail terminals are shifting due to e-commerce, and consumers are more cautious and brand-focused, all impacting distributors.
New DistributionFour Key Verbal Techniques Just Before Closing the Deal!
In sales, there are many critical moments that test a salesperson's skills, and new salespeople often fail because they cannot grasp these key points. For experienced salespeople, these moments are where their expertise shines. This article provides four essential verbal techniques and scripts for handling customer hesitation, abandonment, comparison, and final purchase decisions.
New DistributionFive Models for Distributors to Transform and Develop in Difficult Times
With the market becoming increasingly competitive and profit margins shrinking, distributors are seeking new profit models to break through difficulties. This article analyzes six profit models for distributors, including product-channel complementarity, rapid volume expansion, terminal channel development, e-commerce, OEM branding, and the 'give and take' model, along with strategies to manage downstream client backlash.
李德猛Marketing Team and Channel Partner Management in a Changing Landscape
This article discusses the changes in the business environment, such as rapid development, the rise of the 80s and 90s generation, and the impact of the internet, and provides strategies for adapting, including leveraging the internet, focusing, collaborating, and avoiding impatience. It emphasizes the importance of sincerity towards channel partners and equality within teams to navigate change successfully.
贾同领Basic Skills to Become a Communication Expert
This article provides essential tips for effective communication, including key speaking techniques, secrets to becoming a skilled talker, methods to avoid conversational failures, and strategies to enhance conversational agility and overcome common pitfalls like verbosity and shyness.
New DistributionLearning Sales from Insurance: 11 Behaviors That Win Customer Appreciation
New salespeople often wonder how to impress customers and get them to buy. However, excessive talking can backfire. By studying successful life insurance agents, this article outlines 11 key behaviors—such as sincerity, giving customers a reason to buy, and listening—that align with customer expectations and help build trust and sales success.
New DistributionSeven Strategic Elements for Distributors to Extract Benefits from Channels
Economist Wu Jinglian once said, 'Whether selling chips or potato chips, as long as you can make money, efficiency maximization is the essence.' For distributors, channels are the most important resource and the greatest source of operational benefits. To extract benefits from channels, distributors must consider seven strategic elements: smoothness, efficient operation, rapid development, efficient coverage, financing, risk diversification, and information flow.
New DistributionKA Channel Stack Display Tips
Stack displays in supermarkets are a common promotional form that boosts sales and enhances brand image. This article discusses how to choose the best stack display positions, design effective shapes and decorations, and communicate promotional information to attract consumers.
New DistributionEight Awkward Models That Trouble Small Trading Companies
Many small trading companies, due to their bosses' strong leadership style, tend to bypass managers and give orders directly to all levels, weakening the influence of middle management. This turns the original 'pyramid' into a 'dumbbell', with weak middle and strong ends.
New DistributionDistributor, Where Are You Stronger Than Your Competitors?
In a county in Zhejiang, two distributors, A and B, started their trading companies almost simultaneously and became the two largest local distributors. They often compete head-on, prompting the question: what truly gives a distributor an edge over rivals? The answer lies not in external factors but in internal resources, particularly operational models and management capabilities.
New DistributionWei Qing: A Stupid but Effective Terminal Sales Method
This article discusses a persistent and service-oriented approach to selling to difficult retail clients, emphasizing multiple visits, setting small goals, and using service to break down resistance.
魏庆What Kind of Sales Personnel Can Earn the Respect of Distributors?
A salesperson named Wang Jian earned high respect from distributors through his diligence, strategic advice, and personal care. By treating distributors' businesses as his own, helping them profit, and building long-term friendships, he gained their trust and loyalty.
New DistributionMorning Meeting Must-Teach: 15 Techniques for Salespeople to Close Deals Quickly and Effectively!
To close deals with customers and achieve sales goals, salespeople should adopt different closing strategies based on different customers, situations, and environments to seize the initiative and finalize transactions as soon as possible. When attempting to close, once the opportunity arises, 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 DistributionDealer Must-Read: How to Establish a Management System?
This article discusses how distributors can establish a management system, addressing the common issues of low education, poor marketing awareness, and loose management among wholesalers, especially terminal wholesalers in the FMCG sector. It provides six key areas for building a competitive management system, including human resources, finance, marketing, product management, manufacturer cooperation, and training.
New DistributionControlling Costs: Dealer Cost-Shifting Techniques Worth Learning From
In today's open and fast-paced business environment, success requires leveraging external resources rather than relying solely on individual effort. This article explores how FMCG dealers can innovate their profit models by shifting costs to third parties, illustrated with real-world examples from the liquor and food industries.
New DistributionSalespeople Must-Take: Phil Personality Test (Super Accurate)
This test, conducted by Dr. Phil McGraw on Oprah's show, is known internationally as the Phil Personality Test and is used by many large companies' HR departments to assess employee personality. It consists of 10 questions, and the scoring results categorize individuals into six personality types, from introverted pessimists to arrogant loners.
New DistributionThe Marketing Path of Baijiu Distributors' System Solutions
As the baijiu industry undergoes further adjustment and the economic environment changes, channel flattening intensifies, leaving many enterprises facing transformation or extinction. Traditional distributors must shift from simple product sales to providing comprehensive system solutions to survive and thrive.
朱志明Why Do All Great Entrepreneurs Have Sales Experience? 20 Secrets You Can't Afford to Miss!
This article reveals 20 reasons why sales experience is crucial for success, from building resilience to developing persuasion skills, and explains why most successful entrepreneurs started in sales.
New DistributionEssential KA Terminology: A Must-Read for Sales Professionals
This article provides a comprehensive guide to key account (KA) terminology and practices for FMCG distributors, covering retail industry trends, supermarket classifications, professional terms, contract negotiation, product selection, display techniques, promotional activities, and financial management.
New DistributionHow Should Distributors Cure the Disease of Retail Terminal Debt?
Debt between manufacturers and distributors, including 'triangular debt,' has largely been curbed with market economy development and improved financial systems. However, distributor debt in the channel, especially at retail terminals, is spreading and threatening distributor growth. Large amounts of retail terminal debt cause cash flow breaks and turnover difficulties. The scattered and chaotic nature of these terminals makes debt collection difficult and leads to bad debts from closures and transfers. Distributors often end up with IOUs or lost profits.
New Distribution