On June 25, 2016, this platform's FMCG distribution professional management consulting interviewed Tang Guangliang, founder and CEO of New High Bridge B2B, at its Changsha headquarters. The following is the interview transcript: 1. Does New High Bridge B2B belong to a heavy or light model? FMCG B2B has no light or heavy distinction; it's only about "matching" versus "direct sales"! New High Bridge B2B is a direct-sales e-commerce platform for FMCG. If one must classify it as "light" or "heavy," New High Bridge B2B falls under the "micro-heavy model" (self-organized commercial flow, self-organized logistics, but without building logistics warehouses; warehouses are leased). Direct sales and matching differ in what is "heavy": a "matching platform" emphasizes headquarters team, technology, and marketing, with heavy personnel expenses! A "direct sales platform" emphasizes logistics and distribution and the rigid demands of terminals. A "matching platform" solves information asymmetry, but the nature of FMCG makes matching meaningless; FMCG B2B requires same-city delivery. 2. What are the procurement advantages of New High Bridge B2B? Under New High Bridge, the "Happy Hui" and "New High Bridge" chain convenience stores are spread across more than a dozen regions in Hunan, Hubei, Guangdong, and Jiangxi provinces, with over 5,800 franchised stores. Strong brand endorsement plus store volume, combined with New High Bridge's "full-category, full-channel distribution" strategy, provides leverage for procurement bargaining. New High Bridge B2B has its own logistics, fleet, and warehousing, shortening the upstream distribution channels for FMCG. Through its "unified procurement and distribution," it reduces distribution costs. 3. Are primary distributors in conflict with New High Bridge B2B? New High Bridge B2B acts as a third-party logistics provider for primary distributors and a strategic partner for manufacturers. It aims to be a "super secondary distributor" with full-category, full-channel coverage. New High Bridge B2B will not infringe on the interests of primary distributors; instead, it helps them reduce operating costs, warehousing, and distribution costs. We are the best strategic partner for primary distributors. We also help manufacturers solve the pain points of counterfeit goods and chaotic pricing in traditional markets. For terminal stores, New High Bridge solves their pain points of incomplete product categories, lack of bargaining power, and lack of delivery service. Therefore, New High Bridge is a win-win strategic development partner for manufacturers, primary distributors, and terminal merchants. 4. What is New High Bridge B2B's new market development strategy? New High Bridge "goes down to prefecture-level cities" by directly opening logistics operation centers in a sub-warehouse model. Delivery vehicles can adopt various cooperation models, but considering the complexity of FMCG B2B delivery, to improve delivery service quality and store satisfaction, delivery personnel must be our own team members. 5. What is the difference between New High Bridge B2B and Huimin.com? The main difference between New High Bridge B2B and Huimin.com lies in their development strategies. New High Bridge's founding team comes from the industry, with 15 years of focus on FMCG. They adopt a sub-warehouse, self-operated model (self-organized commercial flow and logistics) plus a free franchise model for convenience stores (management and operation technology output) plus full-channel, full-category distribution (convenience stores/restaurants) plus going down to prefecture-level cities. The free franchise model, combined with ground promotion and internet marketing, helps acquire users. 6. Is New High Bridge B2B considering supply chain finance? New High Bridge B2B will definitely do supply chain finance in the future, but for now it will cooperate with third parties. When the opportunity matures, it can provide financial services directly. For New High Bridge, supply chain finance is essentially adding one more SKU to its "full-category" offerings. 7. What is New High Bridge B2B's financing situation? In February 2015, New High Bridge B2B completed a 12 million yuan angel round. An A round of 50 million yuan is currently under negotiation. New High Bridge B2B hopes the industry can be "slower," focusing on solid professionalism. Currently, New High Bridge B2B is profitable. 8. Does New High Bridge B2B have plans to go north? For now, there are no plans to "go north." New High Bridge is rooted in Central and South China, with main battle zones in Hunan, Guangzhou Baiyun, and Wuhan Hankou. Overall, it follows the "Wuhan-Guangzhou line," centering on provincial capitals and gradually going down to prefecture-level cities, aiming to become regional king and the dark horse of FMCG B2B in the South! In early July, this platform will organize the third B-end e-commerce inspection tour, visiting B-end e-commerce platforms that are instructive for distributor transformation. Interested friends can long-press the QR code below to register. Organization format 1. Company visit 2. Actual market case visit 3. On-site explanation 4. One-on-one communication Each registered friend only needs to pay a 200 yuan organization fee. Interested distributor friends can long-press the QR code below to register. When adding friends, please reply "Third Tour Registration". 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