Fast moving consumer goods sales skills, learn to use the power of dealers to distribute goods!

What should FMCG salesmen do when they cannot sell goods or new products? Share two distribution skills to teach you how to leverage the power of dealers.

Distribution Tip 1: Use the dealer’s product line driving ability

Can’t sell new products? You can also use dealers' "goods" to distribute goods - you can use dealers' first-line strong products to bring in new products. For example, in addition to our products, dealers also sell Coca-Cola and Wong Lo Kat. We can persuade dealers to create a purchase bonus package: "Two boxes of Coca-Cola plus one box of Wong Lo Kat, plus one box of our new product, a total of four boxes to make a set, and each set will reward one box of Coca-Cola when the terminal purchases goods."—— Terminal stores will buy this "set" for the sake of Wong Lo Kat and Coca-Cola. The high distribution rates of Wong Lao Kat and Coca-Cola will drive the distribution of our new products.

Note: This kind of combination set purchase reward policy must be followed by "combination display". Our new products and four-box sets of Wong Lo Kat and Coca-Cola Total *** are placed in a conspicuous position in the store, displaying one Another box of Wong Lo Kat will be awarded every month. The combined purchase package and combined display rewards can instantly increase the distribution rate of our new products, and can also significantly improve the display performance of new products for a month. As long as the product is not too bad, it will definitely sell out in a month!

Special note: The combined purchase set is definitely not a gift with purchase. Don’t buy ten boxes of Coca-Cola and give us a box of new products. Then New products are doomed. Not only will the new products not be displayed, but the store owner will think that the new product is a gift, not bought with money, and will not be promoted. If it is not popular, it will be sold at a reduced price.

Distribution Tip 2: Organize the distributor structure

Can’t sell new products? What should I do if I still can’t figure it out after using all the tricks above? Some stores just can't get in. It may be that the dealers simply don't have the ability to operate these outlets and the corresponding distribution network. Even if we take the order, their goods can't be delivered

For example, the dealers don't have general taxpayers. If you are not qualified, you cannot deliver to supermarkets, and dealers cannot deliver to universities without a pass. What to do? Structure determines function, either forcing dealers to change (too difficult and too slow), changing dealers (cost is too high), or setting up distributors.

Why can’t many manufacturers sell their goods in outlets, but dealers can? Because the manufacturer is not very customer friendly, the dealer has visited countless times throughout the year. By the same token, why can't these dealers get in? Because dealers have never been to these outlets before (these outlets belong to "enemy-occupied areas").

But these outlets always have fixed delivery providers. Go and find out who is delivering the goods. They already have regular visits and customer relationships with these outlets. Find this person to be our delivery provider. Distributors should not only give them product sales profits, but also give them "buying points" - give them a catalog of outlets where they need to distribute goods and incentives for opening accounts at outlets with new product distribution targets. This effect is much better than if we do it ourselves. Finding and activating a distributor is equivalent to peacefully liberating an area.

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This book can be read in the morning and used in the afternoon. It does not talk about family background, education, connections, luck or deceit at all. It only publishes easy-to-use thinking patterns and practical methods, and only tells the story of sharp opinions. Bloody, fist-to-fist, and arrow-to-target real business fighting skills. It is said that the author often answers various sales and entrepreneurship questions online in order to give back to readers. This is one of the groups 337616507. Verification: Windmill. If there is no verification, it will not be given. If you have the opportunity, Mr. Yu will answer it personally. If you have any questions, hurry up Got it!