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 92 of 96
Two Real Cases: Step-by-Step Guide to Effective Sales Pitch for Distribution
Salespeople must identify the right questions to address customer needs effectively. This article contrasts two sales approaches—one failing by pushing product features, the other succeeding through strategic questioning—and provides a framework for effective questioning and listening.
New DistributionLove Until Death, Never Rest Until Results Are Achieved (Step-by-Step Guide to Running Effective Morning Meetings)
This article emphasizes that in morning meetings, both the 'performance review' and 'employee report' segments require dialogue and follow-up on key performance issues, not just going through the motions. It provides models and examples for tracking and resolving performance problems, such as item management, to ensure results are achieved.
魏庆Practical Tips for Distribution: Criteria for Evaluating Success or Failure
This article discusses the importance of initial distribution in regional market success and outlines eight common signs of distribution failure, such as using consignment, insufficient coverage, excessive promotional intensity, and lack of follow-up actions. It also presents six ideal outcomes of successful distribution, including completing distribution in the off-season, achieving high cash-on-delivery rates, and ensuring rapid sell-through.
朱志明5 Major Aspects and 17 Methods: Effective Terminal Management to Boost Sales!
This article outlines 17 methods across 5 key areas—terminal network width, depth, key accounts, merchandising, and information reach—to help FMCG distributors and manufacturers increase sales through improved terminal management. It emphasizes practical tactics like expanding coverage, increasing SKU penetration, signing agreements with key outlets, enhancing in-store displays, and ensuring product information reaches retailers.
魏庆A Seasoned Sales Veteran's Practical Insights: Better Than 10 Sales Trainings
This article shares practical sales tips from a seasoned veteran, covering topics such as conversation starters, time management, finding clients, making phone calls, initial visits, maintaining client relationships, closing deals, and collecting payments. The author emphasizes the importance of persistence, building relationships, and continuous learning.
New DistributionThree Masterstrokes for In-Store Promotions
In today's highly prosperous commodity market, product operations rely heavily on promotional activities. As a key component of integrated marketing communications, promotions are a powerful tool for rapidly boosting sales, expanding market share, and effectively suppressing competitors. In the short term, promotions aim to drive sales; in the long term, their significance goes beyond the literal meaning, ultimately helping to enhance brand awareness and attention, build a positive corporate image, establish good public relations, and promote long-term development.
刘杰克Zhu Zhiming: Eleven Classic Promotional Strategies for Terminal Outlets
This article outlines eleven classic promotional strategies for terminal outlets in the FMCG industry, including single-product buy-one-get-one offers, product bundling, physical gifts, cash rebates, box recycling, display rewards, visual merchandising support, dedicated promoters, expense support, volume-based rewards, and customer recognition awards. Each strategy is analyzed for its application, benefits, and potential pitfalls.
朱志明A Beer Salesman's 12-Month Tactics and Pitches for Pressuring Dealers to Stock Up
A beer salesman uses various tactics and persuasive pitches throughout the year to convince dealers to stock up on beer, leveraging seasonal events, promotions, and psychological manipulation to meet sales targets.
陈波A Collection of Practical Tips for Terminal Promotions
Promotions in the food industry have become the only way for companies to compete, often limited to gifts and price cuts. This article shares practical tips and strategies, such as high pricing with high promotions, frequently changing promotional items, using terminal interception instead of direct price cuts, and strategic moves to distract competitors.
郝亚辉Eight Awkward Patterns That Trouble the Growth of Small Trading Companies?
This article outlines eight common challenges faced by small FMCG trading companies, including passive marketing models, arbitrary management, unstable compensation, inefficient hiring, habitual operations, fixed mindsets, difficult capital turnover, and inadequate incentive mechanisms. It illustrates each issue with examples and suggests that successful companies share similar traits while failures have unique causes.
New DistributionPractical Tips for Terminal Promotions in Foodservice
This article provides practical tips for terminal promotions in the foodservice channel, covering various promotion methods such as dedicated promoters, undercover promotions, opinion leader engagement, and joint promotions, along with guidance on arranging promoters based on their strengths.
New DistributionMass-Market Liquor Sales Should Pay More Attention to Distribution Rate
Almost all baijiu companies are now entering the mass-market segment. For mass-market liquor priced below 60 yuan, similar to FMCG products, the most critical factor is distribution: it must be wide in scope and large in area, because these consumer groups are relatively dispersed and highly mobile, and displays and promotions can stimulate their purchase desire and interest. Without distribution, there is no sales.
白酒专栏Rethinking Terminal Operations
Terminal resources are scarce and valuable, making them difficult to control. This article discusses strategies for managing terminals effectively, including building relationships with terminal managers, avoiding excessive cost-cutting, establishing a regional terminal database, and understanding the ultimate goal of reaching consumers directly.
唐江华Grab, Dress Up, Manage: A Three-Step Strategy to Win at the Point of Sale
In the past, the mantra was 'the terminal is king,' but everyone rushed into group buying and made easy money. Now, as the industry cools and high-end liquor prices drop, the channel ecosystem has changed, and government/business group buying has given way to the more fragmented mass-market liquor era. This is an era of consumer sovereignty, where baijiu consumption is more rational. How to attract consumers' attention and achieve terminal sell-through is the fundamental question and the practical know-how everyone needs.
New DistributionSmall Store Operation Management System under Deep Distribution
This article discusses the operation management system for small stores under deep distribution, covering store overview, sales targets and strategies, store management operating system, and distribution management, emphasizing the importance of sales team management and distribution system.
New DistributionWhat to Do When Products Sit on Shelves and Don't Sell?
In FMCG sales, it's common for products to quickly get distributed and shelved with promotions, but then stagnate and get delisted from key accounts. This article analyzes the real reasons behind product stagnation and offers practical solutions for manufacturers, wholesalers, and retailers to turn slow-moving products into bestsellers.
New DistributionThe Matter of Retail Terminals: Visual Merchandising to Boost Single-Store Sales
Visual merchandising, or visual impact, stimulates shoppers' desire to buy and increases sales. It involves making consumers see, repeatedly see, remember, be influenced, and spread the word, ultimately driving product sales through strong visual appeal and aesthetics. This approach reflects a meticulous and responsible market attitude and a grand market vision, and it is a strategic move in the face of intense competition and increased sales pressure.
刘雷Practical Tips: Terminal Sales Promotion Management Model and Action Breakdown
This article discusses the sales systems for modern retail channels (KA), specifically direct delivery and consignment sales, and provides a framework for selecting the appropriate sales system based on cost and service needs. It also critiques Huiyuan's current approach and suggests improvements in organizational structure and channel management.
方刚“Forced Growth” Enhances the Combat Effectiveness of Terminal Sales Staff
A case study of a distributor boss, Mr. Wang, who faced declining sales due to intense competition and high staff turnover. After consulting an industry expert, he restructured his organization, improved employee welfare, and implemented a tiered promotion system, which stabilized his team and regained his market leadership.
刘雷How Can Top Brands Build a Strong KA Team?
This article discusses how top brands can establish a strong Key Account (KA) team to manage powerful retail channels, including team composition, roles, and the benefits for product sales, such as improved brand image, increased sales, and better market stability.
New DistributionDoing Terminal Work: Once the Arrow Is Shot, There's No Turning Back
The importance of terminal operations is widely recognized in the industry, with phrases like 'winning at the terminal' and 'the terminal is king' being hailed as classics. However, in practice, the market response has been 'loud thunder, small raindrops,' as marketers have not treated terminal development as a strategic task. This article emphasizes that terminal operations are the only path for all enterprises and distributors, and discusses the importance, key points, and management of terminal work.
丁永征Strong, Fast, Strict: The Deep Distribution Management Attitude That Really Moves New Products!
Deep distribution is a regional rolling sales strategy that requires full team effort and strong execution to control terminals and build market advantage. This article emphasizes that distribution is only the first step; continuous follow-up, terminal maintenance, and customer relations are crucial for product sell-through.
刘雷Is Your Sales Performance Good? First Check If Your Terminal Execution Is Precise!
This article discusses key considerations for terminal display in FMCG distribution, including attracting consumer attention, enhancing brand image, intercepting target consumers, and maximizing sales through strategic placement and maintenance. It also provides principles for display and strategies to secure optimal display positions.
New DistributionTerminal Distribution: Not Just Placing Products, but Winning Hearts
Distribution has always been valued by companies and merchants. Effective terminal display within an appropriate scope makes products visible to consumers, which is a prerequisite for sales. If sales is compared to a flight, the period before the aircraft enters the runway is the 'preparation phase' of product development, while the aircraft's takeoff run corresponds to the distribution and sales stage (distribution). This stage already generates some sales, but whether the product can achieve large-scale sales remains unknown. Therefore, this stage is merely a link between preparation and sales.
宁立新