--- title: "Product Selection Isn't That Complicated!" description: "Distributors' ideal state is to make money while sitting still, but times have changed. This article provides practical advice on how distributors can select winning products by considering profitability, manufacturer support, channel fit, and consumer trends, using examples like the success of 'Little White Milk'." author: "澄韵" publisher: "New Distribution" email: "zhaobo258@gmail.com" telephone: "+8615854817671" published: "2017-12-05" language: "en" canonical: "https://xinjignxiao.com/en/articles/product-selection-isn-t-that-complicated-751aa690/" markdown: "https://xinjignxiao.com/en/articles/product-selection-isn-t-that-complicated-751aa690.md" original_source: "https://mp.weixin.qq.com/s/sgZeLow5_6NzpqSpNnvJ4w" translation: "https://xinjignxiao.com/zh/articles/%E9%80%89%E5%93%81%E6%B2%A1%E9%82%A3%E4%B9%88%E5%A4%8D%E6%9D%82-751aa690.md" attribution: "New Distribution — https://xinjignxiao.com/en/articles/product-selection-isn-t-that-complicated-751aa690/" usage_policy: "https://xinjignxiao.com/ai-policy.txt" --- # Product Selection Isn't That Complicated! > Distributors' ideal state is to make money while sitting still, but times have changed. This article provides practical advice on how distributors can select winning products by considering profitability, manufacturer support, channel fit, and consumer trends, using examples like the success of 'Little White Milk'. What is the ideal state for a distributor? Making money while sitting still! Once upon a time, distributors caught the consumer dividend period and could almost effortlessly sit on manufacturers' product resources, distribute them to downstream channel dealers to sell, and count money at home. However, those days are long gone. With increased marketization, abundant goods, and changing supply-demand relationships, the former 'sitting merchants' became 'traveling merchants.' Distributors began to take on the logistics function for downstream channel dealers, entering the stage of home delivery. After that, traveling merchants evolved into network merchants and service providers because distributors realized that completing logistics is very simple. Competition prompted them to think of more ways to grab downstream channel dealers into their own hands... How to control downstream channel dealers? Perhaps the following state is the most ideal: Customers are all saying that their products are great, selling fast, and making money quickly... all kinds of praise, so more customers proactively contact them to order goods and sell... In the blink of an eye, it's the end of the year. Dear distributor friends, how was 2017 for you? Are you depressed seeing a warehouse full of goods that won't sell? Or are you envious because you heard that neighbor Wang has selected another hot new product? Any good market must start with a good product! Especially for some small and medium-sized trading companies, product selection determines life or death. Before selecting products, ask yourself a few questions: Do you have R&D capabilities? No! Do you have a strong desire to build a brand? No! Do you have a 5-10 year plan for this brand? No! What is your purpose in doing this brand? To make money! OK, since it's to make money, let's directly consider how to make money from the product, without getting tangled up in other things. 1. How to find products with high profit margins, high gross margins, and low competition? Such products are hard to find. Even if they exist, they disappear within three months. Generally speaking, low competition is more important because high competition makes it hard to enter. Product competitiveness is even more important. How to find these opportunities? **1. Products recommended by your circle.** This is common, so for most people, it's important to make more friends. More friends, more opportunities. **2. See others making money, then quickly follow suit.** This is also common. But this generally requires being in the circle to know such information. This actually has a relatively high success rate. **3. Select goods at trade shows.** I think this is actually very reliable, especially since trade shows offer many opportunities. Check what's happening at nearby exhibition centers. Products that make it to trade shows usually have decent competitiveness. Pick ones you think you have the ability to sell. **4. See a category yourself, think there's an opportunity, and find the manufacturer yourself.** This is exponentially difficult. Whether it's analytical ability, inspiration, or negotiation skills with manufacturers, the requirements are very high. 2. How to find products strongly supported by manufacturers? Generally, when companies launch new products, they provide the most support. To quickly attract distributors and seize the terminal market, companies offer relatively large ordering policies or rebates. So, when a new product is launched, if its profit and market competitiveness are good, you can act once you've evaluated it. However, distributors should note: Any product with potential, if it lacks strong corporate support, may fall before it can quickly occupy the market. So choosing a product is also choosing a background. When choosing a company, you must choose one you trust and that has a certain reputation in the industry. 3. How to find products that match your channels and make full use of your resources? Every distributor, regardless of size, has a clear understanding of their own company: what their product system is, what their business direction is, and thus determine which products need their focused attention. **1. Combine the characteristics of the local consumer base**, such as consumption level and upgrade trends, and select potential new products that match. **2. Channels have personalities, and their personalities come from product characteristics.** Channels are generally tailor-made for products, and there is adaptability between channels and products. Many companies don't see the personalized aspects of channels. When launching new products, they habitually use existing channels, often resulting in mismatches. For example, a company originally focused on snack foods starts entering the beverage industry. Even with strong promotional efforts, the results are not ideal. One factor is channel mismatch. **Channels are not shareable with all products.** 4. How to find products that consumers desire or that are trending? Only when the market shows strong trend characteristics, or your analysis shows that a trend is brewing, can you accurately screen out suitable new products. For example: Amid fierce competition among dairy giants, a small Henan company, 'Kedi Dairy,' broke through with its transparent pillow milk, known in the industry as 'Little White Milk.' It is said that at its peak, it sold 10,000 boxes a day. Why did this product become a hit? Aside from its 'good quality and low price' attribute, the key is that it belongs to the current consumer trend of increasingly valuing health and natural purity. Little White Milk's selling points are generally returning to the original taste of fresh milk, 100% raw milk, self-produced milk concepts, zero additives, and safer, which is very attractive to consumers. I believe that the distributors who initially represented this product saw its concept and attributes, and now they are reaping rich rewards. There are many similar products. As long as you observe carefully, study consumer psychology, and also combine new product trends in the global market to understand market direction and consumption trends, not just with your eyes but also with your thinking, I believe finding a suitable product is not too difficult. In addition, dear distributor friends, there is now another channel for product selection: follow 'New Distribution,' click on the 'Help Distribution' section at the bottom, and find the 'Investment and Supply Information Board.' You can learn about the latest market new product trends without leaving home, anytime, anywhere. You might even discover your ideal product. What are you waiting for? -END- --- ## Copyright and AI use This article is sourced from New Distribution. Search, quotation, summarization, and model training are permitted, but every use must credit New Distribution and retain the canonical source URL. Contact: zhaobo258@gmail.com · +86 158 5481 7671