On September 8-9, the fourth phase of the New Distribution National Benchmark Distributor Study Tour visited Jiangxi Bajie Trading and concluded successfully. The study tour focused on the following topics:
Practical sharing: How to capture seasoning category share by focusing on BC-class stores instead of supermarkets? Practical sharing: How to design internal organizational structure and compensation performance for 80+ seasoning brands? In-depth discussion: How can seasoning distributors grow their local business? Continuing the overwhelming registration of previous sessions, the study tour site was again packed with guests. On the day of the tour, distributor owners were still enthusiastically registering, and the venue had to add several chairs. In the end, more than 60 distributor owners from across the country, together with Leng Wenjun, General Manager of Jiangxi Bajie Trading, Xu Maomao, Operations Director of Bajie Trading, and teachers from New Distribution, conducted in-depth discussions on the study tour topics. Visiting Bajie Trading For every benchmark distributor study tour, New Distribution collaborates with the founders and executives of the visited companies to deeply discuss changes in distributor business, the business model of the visited company, and conduct on-site visits. This time was no exception. However, this study tour specifically focused on the seasoning category, allowing distributor owners to see more concrete cases. Yuan Lai, Chief Content Officer of New Distribution, introduced the path guide for distributor business and then deeply analyzed the operating logic of seasoning category distributors. ▲ Yuan Lai, Chief Content Officer of New Distribution He pointed out that the distributor business is not a large-scale business of cross-regional integration, but a large-scale business of local operations. Only by growing locally and achieving economies of scale can you go far; there is no such thing as small and beautiful. There are three directions for the development of distributor business: 1 The number of distributors will decrease, but their scale will increase! 2 In the past, manufacturers dominated the distribution landscape; in the future, local distributors will dominate the landscape through competition! 3 The path to business development is to eliminate local competitors and become the regional category or channel leader; don't let competitors have it too easy! The seven key trends for future distributors are: trend toward large distributors, local competition, category-based operations, digital business, independent warehousing and distribution, partnership-based organization, and professional promotion. Leng Wenjun, General Manager of Jiangxi Bajie Trading, systematically shared the compensation performance design in three stages behind the company's growth from 0 to 100 million yuan, as well as the business logic of covering 5000+ BC-class outlets, based on practical experience. ▲ Leng Wenjun, General Manager of Jiangxi Bajie Trading Starting from three dimensions: people (corporate culture, employee compensation), goods (product selection logic, product efficiency), and place (channel selection, efficiency), plus sharing of empowerment tools, the on-site distributor owners were deeply inspired. Mr. Xu Maomao, Operations Director of Bajie Trading, shared his thoughts on operations and actual operational strategies, giving distributor owners a new perspective on operations. ▲ Xu Maomao, Operations Director of Bajie Trading Beyond the classroom, the study tour also included an in-depth visit to Jiangxi Bajie Trading's warehousing and logistics system. The logistics business leader on site provided detailed explanations of each step in warehousing, picking, and distribution. Based on questions raised by distributors, they provided on-site practical teaching and answers. Despite the hot weather, everyone's thirst for knowledge was not diminished, and participation was very high. Why visit Bajie Trading? Located in Nanchang, Jiangxi, Bajie Trading is a "small" distributor focused on seasoning category distribution. Founded in 2014, after six years of entrepreneurship, it achieved sales of over 100 million yuan in 2020. It distributes and represents 80+ seasoning brands, covering 5000+ BC-class outlets offline, and has maintained continuous growth in the past two years. Mr. Leng believes that no matter which direction a distributor develops, one thing is certain: they must continuously improve operational efficiency, reduce costs, and increase efficiency. How to cultivate internal strength and improve operational efficiency is a headache for many distributors and something they want to learn. Why does New Distribution organize a study tour to Bajie Trading? In today's market environment, incremental growth is limited, and everyone is competing for existing market share. In a generally difficult distribution environment, Bajie Trading has been able to rise rapidly in eight years and maintain high growth in sales and profits, which is truly commendable. Mr. Leng's internal organizational structure and compensation performance design are of great reference value for distributors who want to improve operational efficiency and achieve refined management. At the same time, Mr. Leng's model and practical cases give distributors focusing on BC-class small and medium stores a different kind of hope. He has achieved a share of over 70% in seasoning products in these channels, and is very strong at the store level. What is the feasible path? In the "Interactive Q&A" session of the event, Mr. Leng Wenjun, General Manager of Jiangxi Bajie Trading, also provided in-depth answers to some of the questions raised by on-site distributors. ▲ Photos of some distributors asking questions during the "Interactive Q&A" session Through the "sharing + visit + Q&A" format of the study tour, distributors can not only see the actual operational processes, but also hear and learn the insights and understanding of the distributor business from the visited company. Many distributor owners gave feedback after the meeting that this study tour was very beneficial. The "New Distribution National Benchmark Distributor Study Tour" series will find more excellent distributor practice cases and continue to provide opportunities for our distributor members to go deep into the field and exchange with peers and experts. Please continue to follow the New Distribution official account, and we look forward to your active participation!