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 79 of 96
Reforming the 'Mercenaries': Refined Commissions and Contracting
This article is excerpted from Mr. Fang Gang's newly published book: 'Regional Manager's Playbook'. It discusses the problems of lazy salespeople under the commission system and proposes solutions from commission reform to contracting, with preparations and precautions.
方刚To Sell Well, You Can't Do Without This Kind of Terminal Display and Promotion!
The fierce competition in the beverage industry has extended the battle to the last meter of shelf display. To increase sales, attract attention, and boost purchase volume, beverage companies are employing various tactics to secure the best terminal displays. This article explores various display and promotion methods through visits to representative channels.
New DistributionThese 10 Types of Salespeople Are Easily Eliminated Anywhere They Go!
Salespeople who consistently fail to meet targets, are complained about by distributors, talk without acting, defy superiors, act self-righteously, complain frequently, envy others' success, self-promote, falsify during business trips, or lead dissolute personal lives are prone to being eliminated. Companies value problem-solvers and team players over those who underperform or disrupt harmony.
New DistributionFour Chronic Problems in Salesperson Management
1. Nepotism. This is the most common mistake made by family businesses that start from scratch. Individual bosses who start from scratch find every penny hard-earned, so 'reliability' naturally becomes the highest standard for selecting talent. Who is most reliable? Of course, family members. Thus, in such enterprises, the promotion of salespeople becomes a showcase for peripheral relatives, whether distant relatives, close neighbors, or fellow townspeople. When a company promotes salespeople not based on their own abilities and market performance but on kinship, the result is that excellent salespeople do the work while trusted salespeople hold the positions.
New Distribution15 Techniques for Salespeople to Close Deals Quickly and Effectively
To close deals with customers and achieve sales goals, different closing strategies should be adopted based on different customers, situations, and environments to maintain the initiative and complete transactions as soon as possible. When attempting to close, once the closing opportunity is grasped, the negotiation should be concluded early. Even if the customer is still hesitant, it doesn't matter; as long as their purchase desire is strong, encourage them to buy, and the chance of closing remains high. The following introduces 15 closing techniques that should be flexibly applied to different customers.
New DistributionTo Sell Candy Well, Displays Must Be Strong
Good display is the first business card of a store. When customers see exquisite and user-friendly product displays, they not only quickly engage in shopping, but also bring about impressive sales results for the merchant. Therefore, product display requires patience and persistence in research and practice.
New Distribution10 Specific Implementation Methods and Control Points for Trade Promotion
The effectiveness of a company's promotion is determined by two main factors: accurate promotion (using the right promotion method at the right time and market environment) and thorough execution (detailed arrangement and actual implementation of each step). For new product launches, trade promotion is a powerful tool to encourage channel merchants to stock and display new products. This article details ten common trade promotion methods for new product launches, including dealer order conferences, price discounts, sales contests, wholesaler purchase bonuses, and more, along with their execution details and control points.
魏庆老师80% of People Have Taken These Detours After Entering the Workplace
Yoyo: From 2003 to now, excluding jobs that lasted only a month or two, I've changed at least 8 companies, with the most extreme being 4 changes in half a year. Early on, every job change was for money, as my salary was only around 4,000 yuan, and switching could raise it by nearly 1,000 yuan, a huge temptation for a fresh graduate. I didn't think about future career development then, and with my computer science background and artistic skills, I was more competitive than ordinary art graduates, making it easy to change jobs.
New Distribution22 Refusal Response Scripts for New Product Distribution at Retail Outlets
This article provides 22 scripts for sales representatives to handle retailer objections when introducing new products, covering concerns about demand, shelf space, profit, pricing, and more, with the goal of overcoming resistance and securing orders.
New DistributionSalesperson: Are You Selling Yourself or Selling Goods?
Everyone knows that without process there is no result. The results of doing business are simple: performance and payment collection, further speaking, profit contribution. What about the process? That is the common business execution work, such as market coverage, display, customer relations, and promotion activities. However, these process tasks are done every day, spending a lot of manpower and resources, seemingly all the necessary work is done. But the actual results are still mediocre. Bosses complain that employees are dawdling, and employees complain that the business work is too difficult. There is always a reason for everything. Here, we switch to a most fundamental perspective...
潘文富Four-Step Rule for Improving Weak Markets
Markets are created, leading to differences between strong and weak markets. Weakness indicates problems that must be solved. A four-step problem-solving rule must be remembered: 1. Identify the problem, 2. Analyze why, 3. Determine how to solve it, 4. Verify the solution. For example, if your product struggles in the market, there may be four reasons.
New DistributionInventory and Analysis of Selling Points in the Dairy Product Market
By Yang Guangming of Shanghai Mingtai·Mingguan Dairy Marketing Consulting Co., Ltd. As industries evolve, differentiation in brand pull, product technology, and marketing methods diminishes at the same product positioning level, making the extraction of differentiated selling points a key factor for marketing success. However, how can selling points be scientifically proposed? Are there specific models? For SMEs constantly launching new products, this is a frequent challenge. First, based on some products in the market, inventory their selling points and summarize the main concepts they promote.
New DistributionCounterattacking Internet+: A Dialogue with Business Magician Lao Shen
Business magician Lao Shen discusses how distributors can leverage Internet+ to break through. With rising costs, blocked distribution, and customer loss, the FMCG industry faces a harsh winter. On November 6, a heavyweight dialogue among 100 elite distributors seeks to find a way out, offering a free course valued at a million.
New DistributionHow Can Manufacturer Sales Reps Get Dealers to Dare to Invest?
For most manufacturer sales reps, getting their dealers to spend money is often harder than climbing to the sky. Dealers are usually cautious about investing in local brands, markets, and especially terminal activities. They either stay put, pay lip service, or only invest after seeing the manufacturer put in money. The key to getting dealers to invest willingly is to use the 'big benchmark, on-site meeting, and resource integration' approach.
韩锋Nine Small Things Small Companies Need to Do in Advance
Business success doesn't depend on the size of the start, but on the speed of later development. If owners can take a long-term view, set distant goals, and launch strategic projects early, it will greatly boost future growth. Some owners only focus on today's business, rarely considering what will happen in three to five years, thinking it's too far away and can be dealt with later. As a result, when the time comes, they lack the planning and groundwork that should have been done, and even if opportunities arise, they can't seize them.
潘文富Trends: Nielsen Baby Food Trends and Global Diaper Market Survey
To better understand why consumers choose one baby food or diaper brand over another and identify the incentives for brand switching, Nielsen polled online respondents in 60 countries who had purchased baby care products in the past five years. The survey revealed key insights into the purchase journey and identified the most influential online and offline sources. Finally, it identified opportunities and strategic areas needed to win in the global baby care product market. According to World Bank data, developing markets have an average birth rate of 16.6 per 1,000 people, compared to 11.2 in developed markets.
尼尔森Golden September and Silver October Candy Peak Season: This Display Strategy Can Double Sales
As the golden September and silver October candy and snack sales peak season arrives, distributors are rushing to stock shelves while retail stores gear up for a mini sales boom. Good product display is a store's first business card; customers who see refined and user-friendly displays are more likely to make impulse purchases, leading to impressive sales results. Therefore, patience and persistence in studying and practicing product display are essential.
New DistributionSuntory Exits Tsingtao Brewery Joint Venture, Adding New Uncertainty to China's Beer Market
Tsingtao Brewery suddenly suspended trading at noon yesterday, citing 'major asset acquisition matters under planning.' Suntory Holdings plans to exit its joint venture with Tsingtao Brewery, selling its 50% stake in the equally-owned company to Tsingtao for 10-20 billion yen (approximately RMB 533 million to 1.066 billion). The news has not been officially confirmed by Tsingtao Brewery, which stated, 'Please refer to the official announcement.'
New DistributionDistribution in Practice: Criteria for Evaluating Success or Failure
The effectiveness of the initial distribution during product launch in a regional market is often a key determinant of success or failure. This article outlines eight common signs of failed distribution and six characteristics of ideal distribution, providing a framework for planning and execution.
朱志明Autumn Sugar Selection | "First-tier brands have thin margins, second-tier brands have weak terminals, and third-tier brands die fast!" How to choose products to make money easily?
With the Autumn Sugar Fair approaching, distributors are preparing to find several best-selling new products. Each distributor will select products based on their local market conditions, which brings up the issue of combining old and new products. To make money, besides considering the product's selling points, one must also think about the product portfolio. How can you optimize your product mix to easily earn more profits? Among the products you distribute, which ones are "profits" and which are "weapons"? The following analysis from the Distributor's Home editor calculates which combination model is best.
New DistributionFive Key Battles in the Peak Season: Doubling Sales Is Not a Myth
As the peak season approaches, many baijiu manufacturers are gearing up for the holiday battle, aiming to capture the largest share of the massive baijiu consumer market. This article outlines five common battles in peak-season baijiu sales and provides step-by-step strategies for each, including terminal, distribution, group purchase, circulation, and banquet battles.
New Distribution20 Sales Test Questions: Test Your Sales Ability
This article presents 20 multiple-choice questions designed to assess sales skills, covering scenarios from handling product inquiries and customer objections to closing deals and managing time. Each question offers four response options, and a scoring table is provided to evaluate performance.
New DistributionA Seasoned Sales Veteran's Practical Insights: Better Than 10 Sales Training Sessions
1. When chatting with clients, salespeople should avoid excessive technical and theoretical topics; instead, focus on current news, weather, etc. Therefore, salespeople must regularly read books and magazines on economics and sales, especially daily newspapers, to stay informed about national and social news, which often serve as the best conversation starters, preventing them from appearing ignorant or shallow. 2. Regarding the four hours in the evening for salespeople: a salesperson's success largely depends on how they spend those four hours.
New Distribution101 Tips from a P&G Executive to New Employees: Save Them Now!
This article compiles 101 pieces of advice from a senior P&G executive for new employees, covering career development, work-life balance, communication, leadership, and personal growth. The tips emphasize proactive behavior, continuous learning, and maintaining integrity in the workplace.
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