How to do deep distribution and channel sinking?

A food company plans to implement in-depth distribution and prepare to recruit employees to visit terminal stores in a certain area to solve the problems of increasingly fierce competition and sinking channel operation.

The company attaches great importance to this matter, even the general manager of sales has visited the market for many times to conduct research, held special discussions at team meetings for many times, and even invited some industry and channel experts to discuss how deep distribution can cut into the market. After reaching the implementation plan of in-depth distribution, arrange tasks, including expense application, personnel recruitment, interview, training, appointment and visit.

After two months, the sales volume has not improved, the market structure has not changed, the competitiveness has not improved, and the organizational combat state is still the original combat state. Not only that, but what is even more annoying is that their "reform has not been successful"-not only they, but even the old business people are getting bloated!

Company B is one of the well-known dairy enterprises in China. It has set up a new department to sell yogurt. This division was taken over from some backbones of the original liquid milk division, and because the profit of this product is higher than that of the original liquid milk product, it is predicted that the competition will be more intense in the future, so more funds will be invested in sinking channel operation and implementing in-depth distribution on a large scale.

However, although the business department is mainly composed of enterprise backbones, they used to be the main distributor management and operation mode, and they have a certain understanding of the strategy and system of deep distribution, but they rarely know how to start this reform and innovation! There is a lot of information about the operation mode and system of deep distribution on the internet, but there is no introduction of the fulcrum of deep distribution: what should be paid attention to in the organizational adjustment of deep distribution? !