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 96 of 96
Wei 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 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What Does a Basically Balanced Warehouse Inventory Mean?
Many distributor owners believe that a basically balanced warehouse inventory indicates good warehouse management. However, this article argues that even if the numbers match, there may be hidden issues such as unaccounted defective goods, promotional materials, or employee manipulation. It suggests that comprehensive and surprise checks are necessary to truly assess warehouse conditions.
潘文富KA 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 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Morning 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 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 DistributionHow to Win the "Blocking Battle" Against Competitors at the Terminal!
In the context of booming categories and brands in the FMCG industry, distributors face intensified competition. To make products "run faster" than competitors in increasingly open terminal markets, distributors must win every "blocking battle" against competing products at the retail terminal.
New DistributionMarketing Guru Weibo Selection - Wei Qing
This article compiles insights from Wei Qing's Weibo on deep distribution, dealer management, and marketing strategies, covering topics such as route planning for sales reps, dealer cooperation, and promotion tactics.
魏庆Breaking the Channel Limits of a "Mature Market"
The redevelopment of a so-called "mature market" often faces three major bottlenecks: customer, outlet, and channel. Taking the liquor industry as an example, this article discusses how to break these bottlenecks by improving outlet coverage, product coverage, and activating existing customers and teams, ultimately aiming to increase market share and achieve market breakthrough.
New DistributionTips for Controlling Promotion Costs at Key Accounts
Promotions are a powerful sales tool, but they usually cost money. Suppliers naturally want to spend less and achieve more, so the question is how to minimize costs while maximizing promotional impact. Since retail promotion resources are scarce, retailers will try to raise the 'threshold' for promotions to extract more benefits from suppliers. Therefore, suppliers should design their promotional proposals from the retailer's perspective, using 'limited quantity' to stimulate buyer expectations and 'exchange' methods to reduce their own costs.
New DistributionHarvard Classic Business Negotiation Tactics Explained
This article introduces classic business negotiation tactics, including timely counterattack, attacking fortresses, good cop/bad cop, using 'but' as a pivot, document tactics, deadline effects, breaking deadlocks, and more, with examples and practical advice for negotiators.
New DistributionWei Qing: The Purpose of Merchandising Is Not to Be More Standard or Better Looking, but to Sell Better!
The rules and techniques of merchandising can be detailed and complex, but stripping away the details and returning to the essence, from a sales-oriented perspective, merchandising boils down to four aspects: 'highlighting priorities', 'display location', 'display quantity', and 'display appearance'. Simplicity ensures execution!
New DistributionHow to Unblock the Channel Between Distribution and Sales?
For many liquor distributors, product distribution is quick, but market activation after distribution is slow. Once a product doesn't sell, it leaves a bad impression on retail outlets, affecting customer relationships and future distribution. Terminal sales after distribution is a key indicator of distributor performance, and solving this issue is crucial for increasing sales.
New DistributionTop Salespeople Must Remember Marketing Quotes
This article distinguishes marketing from sales, outlines the roles of soldiers, generals, and marshals in a sales team, and provides seven habits, six personality traits, eight priorities, seven key abilities, five types of high-performing salespeople, and the benefits of optimistic selling.
New DistributionHow to Boost Regional Sales Through Effective Outlets
This article discusses how distributors can increase regional sales by focusing on effective outlets rather than just adding more outlets. It provides strategies for acquiring more effective outlets and increasing sales per outlet.
New DistributionPractical! Ten Terminal Sales Skills from Recognition to Acceptance
This article provides ten practical terminal sales techniques, from asking closed-ended questions to leveraging brand comparisons, to help salespeople improve their effectiveness and close more deals.
佚名Extended Reading 1: 2014 FMCG Industry Competitive Landscape
This article analyzes the competitive landscape of China's FMCG market in 2014 across 14 categories, highlighting shifts in brand rankings and market shares, such as Pepsi surpassing Sprite in carbonated drinks, Snow Beer rising to second in beer, and the impact of the 'fast-grown chicken' incident on KFC.
New Distribution9 Strategies for Standardized Operations in Enterprises
For small and medium-sized enterprises (SMEs), management should be simple and efficient, not overly complex. Owners must focus on three key areas: strategic layout, product management, and key account marketing. They also need to develop capabilities in business model innovation, resource integration, and team building, while managing key talents, institutional systems, and performance models.
New Distribution