On January 10, the first stop of the 'Regional Distributor Growth Benchmark Study Tour Training Class' was successfully held at C&S Paper's Hefei market. This event brought together more than 40 distributor owners from across the country, along with representatives from C&S Paper & Thinking Spark, Nie Biquan from Shaanxi Baihui Trading, and teachers from New Distribution, to engage in in-depth discussions and exchanges on the core topic of regional distributor growth. Entering the C&S Paper Hefei Market During this study tour, Chen Siting, Executive Director of New Distribution, conducted an in-depth analysis of the current business development status of distributors and the transformation and direction of deep distribution. He pointed out that in the past, deep distribution was the mainstream trend, but today, due to industry supply-demand imbalance, coverage without sell-through, shrinking markets, and substitution by internet channels, the industry continues to experience intense involution, making deep distribution unsustainable. How to break through?—Redo deep distribution with digital weapons! Shift from the previous "blind shooting" based on intuition to reorganizing "people, goods, and places" through data insights, achieving "precision distribution" with low input and high output. The core logic lies in finding the right people, assembling the right product portfolio, and deploying to the right terminals, and penetrating each core terminal through store-specific marketing activities. Gao Bo, CFO of C&S Paper, as a company representative, analyzed the growth difficulties of offline distributor businesses and elaborated on methods for distributors to find business growth opportunities from a big data perspective. He emphasized that focusing on high-potential stores is the only opportunity to achieve high-efficiency, high-quality breakthroughs. How to seize the opportunity? It requires using big data models to quickly identify target customers, gain insights into the most valuable and promising tracks and products, quickly locate high-potential regions and stores, and explore growth paths based on this. Yang Senlin, CIO of C&S Paper and CEO of Thinking Spark, analyzed how data matching can assist retailers and distributors in finding new incremental secrets based on the people, goods, and place model. Mr. Yang stated that we urgently need to take action to lead our distributors to successfully transform and achieve sustainable development in this era. In fact, looking closely at the current market environment, many times it's not that terminal business is hard to do, but that you haven't found the right terminals or the right methods. Only by precisely anchoring direction, learning to use digital tools, and actively implementing effective measures can distributors better survive in this era. He Wei, General Manager of C&S Paper Anhui Province and Pilot Project Leader, reviewed the smart retail implementation in the Hefei market. From January to September 2024, the Hefei market achieved a single-month highest growth of 106%, with overall business growth of 67% year-on-year. Mr. He stated that the Hefei market began building a digital model in 2024, laying a solid foundation for business growth. Nie Biquan, General Manager of Shaanxi Baihui Trading Co., Ltd., shared his company's 2024 operating conditions and deep thoughts on current distributor business growth. With intensifying industry competition, Mr. Nie believes: First, distributors must shift from resource-based growth to capability growth. Second, use flagship growth to drive overall growth; if distributors do not have strategic brands, core brands, and flagship products, it is difficult to form differentiated competitive advantages in the market. Finally, use the victory of models to drive overall victory; the traditional 10% growth standard is no longer sufficient. Today, efforts should be dedicated to achieving 50% or 60% growth in individual stores or local markets to stand firm and survive longer in the market. At the end of the sharing session, Chen Siting, Executive Director of New Distribution; Gao Bo, CFO of C&S Paper; Wu Shenjie, Sales Director of Chongqing Dengkang Oral Care; Nie Biquan, General Manager of Shaanxi Baihui Trading; and Tong Xuewei, founder of Sanniu Brothers Marketing Company, held a roundtable forum on the topic of the difficulties and solutions for regional distributor growth. During the forum, guests deeply interpreted the current situation of regional distributors operating offline markets and engaged in heated discussions on which types of distributors can successfully break through the bottleneck of offline growth, providing valuable ideas and insights for the distributors present. In addition, the guests visited four high-potential stores in the C&S Paper Hefei market. Mr. Gao Bo and his team introduced store operation strategies, allowing participants to understand how to build product portfolios for high-potential stores in different scenarios and deeply appreciate how to achieve low-cost, high-quality growth through precise operations. After the store visits, a Q&A session was specially arranged for the attending guests. Participants actively interacted, discussing how to effectively empower distributors with methods and tools. The atmosphere was lively, and the learning environment was strong. Why Visit the C&S Paper Hefei Market? In the early stages of development in the Hefei market, C&S Paper faced severe challenges. At that time, the C&S brand was relatively weak, with limited influence in the market, and its market share was severely squeezed by strong competitors such as Hengan and Vinda. In the early stages of taking over, the annual full-channel business scale in the Hefei market was only about 10 million yuan, with overall business at a low level. However, after eight years of expansion, some achievements were made. Yet, over time, the market environment underwent tremendous changes. The paper product industry became fiercely competitive, and the Hefei market entered a bottleneck period for business growth from 2022 to 2023. The traditional approach of expanding into blank markets and increasing terminal customer sales could no longer bring natural business growth. Facing these difficulties, the C&S Paper Hefei market launched a smart retail strategy. By deeply exploring high-potential terminals and restructuring the offline market, without adding a single person or incurring additional costs, from January to November 2024, it successfully achieved 67% business growth, opening a new chapter for C&S Paper's development in the Hefei market. This growth is not just a rise in numbers but a qualitative leap, allowing C&S Paper to break through in the Hefei market and bringing new vitality and hope to distributors, breaking the long-standing development bottleneck. The success of the Hefei market also provides valuable reference for more distributors. Why is New Distribution partnering with C&S Paper to organize the Regional Distributor Growth Benchmark Study Tour Training Class? On one hand, the current market environment is complex and ever-changing, with sales channels becoming increasingly fragmented. Distributors under such circumstances generally face the dilemma of sluggish growth. Existing channel layouts and marketing strategies are difficult to effectively reach target customer groups, thereby affecting the steady improvement of sales performance. Therefore, distributors urgently need to find new growth points and explore sales strategies that adapt to the new era's market environment to address current growth challenges. On the other hand, the times are changing, the industry is changing, and distributors must actively seek change. Especially in today's digital wave, traditional business concepts and methods are gradually becoming inadequate to meet actual needs in the current complex and changing market environment. Big data, as a powerful tool in the digital era, brings unprecedented development opportunities for distributors. How to skillfully use big data has become the key for distributors to achieve business breakthroughs and transformation and upgrading. Through the study tour format of "sharing + visits + Q&A," distributors can gain in-depth understanding of store operation strategies, product portfolio building, and customer service details. From product display layout to interaction methods with customers, gain deep insights into the benefits of high-potential stores for distributor business. In the current context of accelerated involution in the FMCG industry, this undoubtedly provides regional distributors with a rare learning and growth opportunity. New Distribution hopes that through the holding of the 'Regional Distributor Growth Benchmark Study Tour Training Class,' it can bring new thinking dimensions and development opportunities to distributors, helping them deeply understand the construction model of "people, goods, and places," master key skills such as using digital tools, optimizing resource allocation, and expanding customer groups, thereby achieving effective expansion of business scale. In the future, New Distribution will continue to hold a series of activities for the 'Regional Distributor Growth Benchmark Study Tour Training Class,' finding excellent cases and discussing and learning with distributor friends. Please continue to follow the New Distribution official account and look forward to your active participation! 【New Order · Symbiosis】 ****The 10th China FMCG Innovation Conference Time: March 17-19, 2025 Location: Chengdu, China