NEW DISTRIBUTION RESEARCH TOPIC
What structural changes are reshaping China’s FMCG channels?
Analysis of distribution restructuring, channel economics, and the changing roles of brands, distributors, and retail outlets in China.
Related research and analysis
2301 articles · Page 78 of 96
2 Marketing Support Platforms + 8 Steps of Terminal Visits: Build a First-Class Team with Ordinary People!
There aren't that many talents in this world; use models to let ordinary people accomplish extraordinary things. In a China-US CEO dialogue about what to focus on during rapid corporate growth, American entrepreneurs unanimously wrote "team" on their boards, highlighting the value of teams. However, for many domestic companies, building a marketing team, especially a sales team, remains a headache due to the scarcity of excellent salespeople and marketing talent. This article suggests starting from two aspects: building marketing support platforms and breaking down sales actions to simplify complex tasks, using standardized models like the "Eight Steps of Terminal Visits" to train ordinary people into a top-tier marketing force.
刘文新How to Do Display in Hypermarkets? (Data Analysis)
On average, 70% of purchase decisions are made in-store, and the lower the age group, the higher the probability of impulse buying. Consumers spend 11.4% more in-store than they planned, meaning that on average, 11.4% is impulse spending. Therefore, display is crucial for product sales, especially for new products, as it increases the chance of being noticed. So, what makes an effective display? How can displays be made effective? ...
OwenChenEighteen Rules for Retail Display Standards
The display of products in stores directly affects sales and brand image. The author summarizes eighteen rules for suppliers doing supermarket displays, categorized into beginner, intermediate, and advanced levels. Beginner rules are easy to align with KA systems and are basic requirements; intermediate and advanced rules may be constrained by store display management policies or marketing budgets, requiring flexible application. Although there are many display rules, they are not restrictions but guidance based on science and practical experience, to be applied flexibly.
王同Salespeople: "Free-range" or "Caged"?
Most domestic companies adopt a "free-range" approach to managing their salespeople, dispersing them across markets with each responsible for a territory. This leads to confusion about the value of salespeople, inefficiency, and frustration for both management and the salespeople themselves. The solution lies in a "three-level classification principle" that divides salespeople into service, management, and innovation roles, and organizing them into specialized teams.
New DistributionHow to Write an Annual Report That Gets You Promoted?
While drafting your annual report, even if the first year hasn't ended, it's definitely the start of the second year's work. A report that could lead to a promotion isn't easy, but it can be achieved through deep reflection on the past and a forward-looking vision. A good annual report covers a wide range, requiring complete data, thorough analysis, insightful viewpoints, and profound problem identification. In essence, a good annual report builds on summarizing past work to pave the way for a more brilliant development and improvement.
New DistributionAfter Distribution, How to Drive Effective Sell-Through at the Terminal?
Many companies face a common dilemma: after successfully recruiting distributors and distributing a new product, they expect smooth sales, but suddenly find the product isn't moving at the terminal. This article analyzes the factors affecting terminal sell-through and provides five core methods to stimulate it, including buyouts, exclusive promotions, co-promotions, natural sales, and key elements like customer relations, visual merchandising, and promotional activities.
朱志明2016 China Food Industry Development Trend Report
The 2016 China Food Industry Development Trend Report, jointly released by Bright Food Group and Rabobank, details future development trends in China's food industry. It points out that the 'new normal' economy brings structural changes, such as the rise of high-end dairy products despite overall slowing consumption, and the continued preference for imported and high-end infant formula. Additionally, with an aging population and increased focus on quality of life, healthy beverages will become a key theme.
New DistributionMake Your Year-End Report Pass on the First Try
At the end of each year, regional managers are busiest with performance sprints, sales collections, staff incentives, and next year's marketing plans. While hitting sales targets is crucial for immediate rewards, a well-crafted annual marketing plan is key to future career growth. This article shares insights on sales forecasting, expense estimation, and plan completeness to help regional managers succeed.
罗建幸Distribution Rate Matters, but Handle These Four Key Relationships Well!
Some companies emphasize product distribution rate and market presence, believing that achieving 100% distribution is the key to retail success. Others focus only on key outlets and oppose high distribution rates, considering them uneconomical and costly. How should distribution rate be viewed correctly, and how should several relationships in distribution operations be managed?
New DistributionPromotion in Practice: Eleven Terminal Outlet Promotion Strategies
This article outlines eleven promotion strategies for terminal outlets, including single-product buy-one-get-one offers, product bundling, physical gifts, cash rebates, carton recycling, display rewards, visibility support, dedicated promoters, expense support, volume-based rewards, and customer recognition awards. Each strategy is analyzed for its application, benefits, and potential pitfalls, emphasizing the importance of maintaining price integrity and motivating dealers.
New Distribution7 Common Mistakes in the Work of Regional Managers
Based on my observations of regional managers around me, many still have deficiencies in their work and obvious capability gaps. The main issues include: focusing on minor tasks while neglecting major ones, unclear understanding of the relationship between sales and costs, perfectionism, excessive meetings, unclear work strategies, confusion between employee and boss mindsets, and lack of organizational skills.
蔡海彬In the Off-Season, Should the Focus Be on the Market or on Sales Volume?
Market conditions: Since the weather turned cooler, beverage sales for all brands have entered the off-season, with a significant decline in sales volume. Manufacturers have adopted various promotional methods to stimulate the market and boost sales, but the results have not been as good as managers expected. A certain beverage brand has introduced one policy after another since September, each round larger than the last, but the effects have been progressively worse. What is the reason? The author's research reveals two reasons: (1) The market has a certain digestion cycle, but the manufacturer's policies lack a fixed cycle and are too frequent, leading to a halt in restocking and thus no effect. (2) The intensity of policies increases each round, making terminals indifferent to the policies, as they believe the next restocking may be more cost-effective, so they dare not stock up excessively.
王林How Do Jing酒 Sales Representatives Master the Eight-Step Visit?
This year's Double 11 made Jing酒 popular again. By 24:00 on November 11, Jingpai's internet business achieved over 4 million yuan in single-day sales across all online platforms, with more than 16,000 orders, setting a new record. Besides online sales, Jing酒 also emphasizes offline basic work. Let's see how Jing酒 conducts terminal visits.
New DistributionSalespeople Disobedient, Obedient Ones Underperform, and Those Who Perform Don't Make Money: 80% of Distributors Fail Due to Poor Management. How to Break the Cycle?
This article explores why many distributors are losing money, attributing it to management failures such as unproductive sales teams and outdated sales methods. It recommends adopting sales management software to improve oversight and efficiency, and provides guidance on how to implement it effectively.
赵波Seven Bulk Food Display Techniques with Real Photos to Double Sales!
In recent years, as consumer habits become more diverse and casual, bulk snack foods have become a new favorite in daily consumption. More companies are focusing on the comprehensive benefits of bulk snacks and are increasing their efforts, even elevating them to a strategic level. 1 Bulk Snacks – A Force to Be Reckoned With Relevant data shows that the market demand for bulk snack foods in China is growing steadily, with the category expanding at a geometric rate, making it a force to be reckoned with in the food industry. In recent years, seizing the development opportunities of bulk snacks, the concept has expanded to include eight categories: jelly, candy, chocolate, bakery, nuts and fried goods, meat products, fruits and vegetables, and soy products.
New DistributionThe Four Types of Salespeople Bosses Like Most
After writing articles about salespeople favored by distributors and buyers, the author received requests for more such pieces. This article identifies four types of salespeople that bosses appreciate most: those who take responsibility, those who dare to suggest, those who are willing to dedicate themselves, and those who are adept at flattering the boss. The author emphasizes that while all four are valuable, the last type is often the most favored by bosses.
梁胜威16-Year Marketing Plan: What Key Points Should a Regional Manager's Report Include?
At the start of a new sales year, the most important task for a regional sales manager is to formulate the marketing plan for the coming year. Sales without a plan are blind, leaving sales staff unaware of the company's marketing priorities and growth points, leading to mechanical selling, unstable sales teams, market chaos, and difficulty in evaluating performance. Only with a scientific plan can departments work systematically, clarify sales targets and priorities, improve efficiency, and fully leverage favorable factors to ensure the achievement of marketing tasks.
崔自三Vibrant Displays and Demonstrations: Making Small Outlets 'Run'
Many small brands wonder whether to invest in retail outlets given limited resources, while large brands with many outlets often find few are profitable. The key is to focus on profitable outlets regardless of size, and for small outlets, use concentrated colors, vivid displays, and live demonstrations to convey unique value and drive sales.
李玉国101 Ways to Quickly Improve Your Presentation Skills
Whether you are a seasoned speaker or a novice, the book "Presentation" will help you improve your presentation skills through planning, preparation, and execution. It clearly explains techniques such as speaking with confidence, choosing audiovisual aids, and handling audience questions, and provides specific advice to give you the confidence you lack, enabling you to handle various real-life situations professionally. Additionally, 101 concise tips are scattered throughout the book, offering crucial information. Finally, there is a self-assessment exercise to help you evaluate your progress after each presentation.
New DistributionAnalysis of the Competitive Landscape of China's Mineral Water Industry in 2015
The mineral water industry was once stable with major players like Kangshifu and Nongfu Spring dominating their respective territories. However, the entry of JDB's Kunlun Mountain premium water, followed by Evergrande and Sinopec, disrupted the market. This article explores the industry's potential and the competitive dynamics among these giants.
New DistributionFacing a Brand-New Brand and a Brand-New Region: How Can Distributors Achieve Rapid Distribution?
Speed is crucial in distribution, but many distributors rush into it without a clear plan, leading to incomplete coverage and subsequent sales issues. This article outlines eight strategies for rapid distribution, including prioritizing easy wins, broad seeding with focused cultivation, flanking from the periphery, leveraging strengths, combining old and new products, partnering with strong local distributors, persistent follow-up, and team-based distribution.
New DistributionDisplay Guidelines for RT-Mart Supermarkets
The display of terminal products directly affects product sales and image presentation. Daoyuan Xiaobian summarizes the nine-character policy, ten-point display standards for stores, and eighteen display rules for primary, intermediate, and advanced levels, systematically elaborating the standards and details of terminal display, which are also the most basic requirements for display. Although there are many display rules, they are not 'restrictions' but rather 'guidance' accumulated from science and practical experience. 'The subtlety of application lies in the mind,' so they can be flexibly applied according to specific situations and should not be dogmatic.
New DistributionAliResearch: 9 Perspectives on Internet+ Traditional Industries
The connotation of 'Internet+' is the transformation and upgrading of traditional industries using the Internet. But why transform? What is the direction? How exactly? The core question is: for the same traditional industry transformation, what is the difference with and without the Internet? The following are some perspectives proposed by AliResearch.
New DistributionSmall Wine Practical Case: Team Management + Price System + Distribution Operations + Model Store Creation~
At the autumn sugar and wine fair, small wine products continue to shine. The trend of product upgrades is significant, and promotional methods are becoming more diverse. However, market operations pose a greater challenge, and many new distributors feel overwhelmed. Here, the author summarizes the steps of market operations through practical cases in the small wine market. 1. Conditions for successful regional market operation of small wine: 1. Packaging, quality, and taste are prerequisites for success. 2. A reasonable price system. 3. A strong execution team...
杨叶护