Tag Archives: sales

Distribution reward strategy

Distribution reward strategy

Chen Jun: facing the replenishment resistance, enterprises can also take evasive strategies, another way, often also can greatly improve the speed of the replenishment. For example, in the distribution channels, avoid competition and mining new terminal outlets, to open up new sales channels. To increase the speed of products to enter the market. Such as “recoverable” and “Duracell” in this respect has made some useful explorations, it is worthy of our reference. We look at the case:

He Junhui said: in the face of resistance, the enterprise can also avoid competition in the choice of distribution time. Most of the product sales pale busy season, when the majority of enterprises have chosen season replenishment, you can turn in the opposite direction, choose the off-season replenishment, so as to avoid season fierce competition.

On the one hand, the new brand for the new city. If with competing products to recklessly, is also very likely to “touch the head broken and bleeding”. And off-season competition is relatively weak, the competitors are in her energies, in advertising and promotion are not big action, product into the market resistance is relatively small.
On the other hand, the off-season to enter the market. Also for the hot season to do the bedding. If in the coming season began distribution, to be completed when the distribution has entered the off-season. The golden age will miss popular.

Coca-Cola’s 22 sales channels

Host: as the P & G is called in the sales training manual. “The best products in the world, even if there is the best advertising support, unless consumers can buy them at the point of sale, simply do not go out.”
He Junhui: Coca – Cola every day around the world sold the drink is 10 billion cups, which with the company, such as dense cobweb sales outlets is inseparable. Coca Cola Co that is to expand the product distribution, the consumption in any place to buy Coca-Cola. The Coca Cola Co’s belief is that there is a place where people will be thirsty, and they will have a desire to buy. If you can provide the most convenient way to buy, you can really occupy the market.
In order to make the products everywhere, Coca Cola to sales channels subdivided into 22 kinds, and each channel has a person responsible for the distribution, thus greatly improving the product sales opportunities
Moderator; can you please give details of the sale of Coca Cola channels are 22 channels?
He Junhui; Coca-Cola’s 22 sales channels are:
(1) the traditional food retail channels;
(2) supermarket channels;
(3) the channel of the fair market;
(4) the grocery store channels: such as convenience stores, convenience stores, smoke miscellaneous stores, mom and pop stores, kiosks and other; channels, the distribution of a wide range, operating time is longer, the
(5) department store channel;
(6) shopping and service channels:
(7) restaurant channels!
(8) fast food channel;
(9) Heng Road vendors for pedestrian channel, mainly to provide products and services, to drink as the main mode of consumption;
(10) channels of industrial and mining enterprises;
(11) office organization channel;
(12) military barracks channel;
(13) tertiary institutions:
(14) primary and secondary school channels;
(15) on the job education channel;
(16) sports fitness channel:
(17) entertainment venues;
(18) traffic window channels;
(19) Hotel Hotel channel;
(20) tourist attractions channels;
(21) the third party consumer channels: that wholesalers, wholesale markets, wholesale center, the commodity exchange to wholesale business as the main form of beverage sales channels, the channels are not consumer facing, but commodity Takizawa in part I
(22) other channels: refers to the various trade fairs, food fair, bazaars, temple fair, a variety of promotional activities other beverage sales forms and places.

No distribution, no sales

No distribution, no sales

Moderator: marketing is the most important issue is to solve the problem of consumer products and meet the, then ask for so that consumers are willing to buy, and replenishment is marketing activities to solve the first problem, that is, to solve the problem of consumer products and meet.

As we all know, the listing of new products must first solve the problem of distribution, which has become the most basic knowledge of marketing, product distribution for the listing of new products is a necessary work, in addition, replenishment is not just in the listing of new products use more, sometimes the old product also replenishment to improve terminal meet rate.

The terminal of the shelf resources limited, new products and endless, although the replenishment is very important, but did not you blame replenishment can the goods smoothly laid down. Especially for small and medium-sized enterprises, product awareness is not high, the promotion expenses of the enterprise is very limited, terminal distribution always meet a lot of resistance. Today we’ll discuss the problem of terminal distribution.
Whether the goods Pu products are very important for new products or old products, it is an essential work of the. For example. When the products go on the market, need to use the distribution to create opportunities to meet with consumers. When the product is gradually entering the mature stage, the need for increased sales by distribution; when the product into the decline stage. To enhance the terminal meet ratio through replenishment; in the off-season into the season and need replenishment to seize the terminal base; in the season into the off-season, or to through distribution to Paul in the long off-season products display.

Because if your product replenishment is not in place, replenishment rate is low, so your products can not be more and consumers meet, sales opportunities also impossible, product in the warehouse is unable to produce sales opportunities.

Products only occupy the terminal point of sale, and consumers meet, it is possible to buy. It is for this reason. The primary task of the sales job is to put the product on the shelves, so that consumers can easily buy; not only that, but also try to increase the display of products in the retail store, increase the exposure of the product, so that consumers can easily see。

If consumers want to buy, then the business will lose the opportunity to sell. One of the means of promoting the sales of the enterprise. Is to increase the intensity distribution, improve the product in the terminal point of sale distribution rate.