--- title: "The 12th Stop of the Tower Alliance Benchmark Distributor Study Tour: Guizhou Fang Wang Yuan, a Complete Success!" description: "On April 10, the 12th stop of the Tower Alliance Benchmark Distributor Study Tour, held at Guizhou Fang Wang Yuan Trading, concluded successfully. Distributor owners from across the country gained a comprehensive understanding of how Fang Wang Yuan, in the fifth-tier city of Bijie, Guizhou, achieved annual sales exceeding 100 million yuan through 13 years of deep cultivation in the condiment and grain-oil category, and explored its complete transformation path from traditional brand agency to category operation, as well as its core methodology for thriving against industry headwinds." author: "New Distribution" publisher: "New Distribution" email: "zhaobo258@gmail.com" telephone: "+8615854817671" published: "2026-04-12" categories: "Dealer Operations" language: "en" canonical: "https://xinjignxiao.com/en/articles/the-12th-stop-of-the-tower-alliance-benchmark-distributor-study-tour-gui-e611b3e3/" markdown: "https://xinjignxiao.com/en/articles/the-12th-stop-of-the-tower-alliance-benchmark-distributor-study-tour-gui-e611b3e3.md" original_source: "https://mp.weixin.qq.com/s/45NQqlgmz19kWtAtVhtpTg" translation: "https://xinjignxiao.com/zh/articles/%E5%A1%94%E7%9B%9F%E6%A0%87%E6%9D%86%E7%BB%8F%E9%94%80%E5%95%86%E6%B8%B8%E5%AD%A6%E6%B7%B1%E5%BA%A6%E8%80%83%E5%AF%9F%E5%9F%B9%E8%AE%AD%E7%8F%AD-%E7%AC%AC12%E7%AB%99%E8%B4%B5%E5%B7%9E-%E6%96%B9%E6%97%BA%E5%9C%86-%E5%9C%86%E6%BB%A1%E6%88%90%E5%8A%9F-e611b3e3.md" attribution: "New Distribution — https://xinjignxiao.com/en/articles/the-12th-stop-of-the-tower-alliance-benchmark-distributor-study-tour-gui-e611b3e3/" citation: "New Distribution. “The 12th Stop of the Tower Alliance Benchmark Distributor Study Tour: Guizhou Fang Wang Yuan, a Complete Success!.” New Distribution, 2026-04-12. https://xinjignxiao.com/en/articles/the-12th-stop-of-the-tower-alliance-benchmark-distributor-study-tour-gui-e611b3e3/" usage_policy: "https://xinjignxiao.com/ai-policy.txt" --- # The 12th Stop of the Tower Alliance Benchmark Distributor Study Tour: Guizhou Fang Wang Yuan, a Complete Success! > On April 10, the 12th stop of the Tower Alliance Benchmark Distributor Study Tour, held at Guizhou Fang Wang Yuan Trading, concluded successfully. Distributor owners from across the country gained a comprehensive understanding of how Fang Wang Yuan, in the fifth-tier city of Bijie, Guizhou, achieved annual sales exceeding 100 million yuan through 13 years of deep cultivation in the condiment and grain-oil category, and explored its complete transformation path from traditional brand agency to category operation, as well as its core methodology for thriving against industry headwinds. On April 10, the 12th stop of the Tower Alliance Benchmark Distributor Study Tour, held at Guizhou Fang Wang Yuan Trading, concluded successfully! Distributor owners from across the country, through a full day of in-depth theoretical sharing, on-site inspections, and face-to-face exchanges, comprehensively analyzed how Fang Wang Yuan Trading, in the fifth-tier city of Bijie, Guizhou, with a focus on condiment and grain-oil category operations, achieved annual sales exceeding 100 million yuan through 13 years of deep cultivation. They also delved into the complete path of its transformation from traditional brand agency to category operation distributor, and the core methodology for navigating the current industry-wide pressures and thriving against the cold winter. Distributor owners from all over the country, together with Zhou Qun (Editor-in-Chief of New Distribution), Zhao Bo (Founder of New Distribution), Fang Fan (General Manager of Fang Wang Yuan Trading), and Wan Hui (Operations Expert at Zhoupu Data), engaged in in-depth discussions on the study tour topics. Entering Fang Wang Yuan Trading This inspection and training continued the in-depth model of "on-site visits + case sharing + interactive Q&A." On the morning of April 10, Zhou Qun, Editor-in-Chief of New Distribution, took the stage first, delivering a keynote titled "Category Management Reshapes the Core Value of Distributors." Zhou Qun, Editor-in-Chief of New Distribution From an industry-wide perspective, he systematically outlined the strategic position of category management in the current transformation of distributors—how to elevate from a "selling goods" mindset to a "category operation" mindset, and through precise category structure optimization, rebuild the irreplaceable core value of distributors in the channel. This framework-based cognitive foundation set the tone for the day's activities, helping participants enter the subsequent on-site inspections with clear problem awareness. After the theoretical groundwork, the inspection moved to the core on-site verification phase. Guests visited Fang Wang Yuan's 8,000-square-meter smart cloud warehouse. Through professional on-site explanations, everyone witnessed firsthand how Fang Wang Yuan achieves 30-day rapid turnover in the condiment and grain-oil category, with a comprehensive loss rate of only 1.2%. Behind this is a refined operational system spanning the entire chain of warehousing, picking, and delivery. This warehouse and distribution logic of "seeking profit from management" impressed many distributor owners and provided the most intuitive and convincing on-site understanding of "building a solid business foundation." In the afternoon, the event reached its climax as Mr. Fang Fan, General Manager of Fang Wang Yuan Trading, delivered an in-depth sharing session titled "The Unpassable Winter and the Eliminated Distributors." Fang Fan, General Manager of Fang Wang Yuan Trading Drawing on Fang Wang Yuan's real experience of deep cultivation in a fifth-tier city for many years, he fully shared the methodology of "achieving annual sales exceeding 100 million yuan in a market of one million people"—cutting all brand agency, shifting to a category operation model, replacing the pressure-stocking logic with demand-driven approach, reducing the comprehensive loss rate from 8% to 1.2%, and achieving an average annual growth rate of nearly 30% in the past three years. From organizational management to category operations, from growth strategies to supply chain control, Fang Fan generously shared the logic behind every key decision and the lessons learned from pitfalls, with sincerity and thoroughness, resonating strongly with the audience. Following that, Zhao Bo, Founder of New Distribution, delivered a double finale. Zhao Bo, Founder of New Distribution He first led an on-site practice session titled "How the FMCG Industry Embraces Change in the AI Era." He helped Tower Alliance members understand, install, and arrange for dedicated staff to configure the exclusive AI tool "Lobster" for members, effectively improving their operational efficiency. This pragmatic "teach a man to fish" approach enlivened the atmosphere, with many owners expressing on the spot, "I used to think AI was far from me, but today I truly felt it." Subsequently, he released the "China FMCG Distributor Survival Report," which, based on data, deeply analyzed the pattern evolution, profitability dilemmas, and transformation paths of county-level markets, providing participants with a clear map to examine their own situations. At the end of the study tour, Wan Hui, Operations Expert at Zhoupu Data, delivered a sharing session titled "B2b Scale Expansion Based on Online-Offline Integration," combining Zhoupu Data's practical experience in serving many transforming distributors. She provided participants with professional paths and tool support for synergizing online and offline channels and systematically scaling B2b business, bringing the day's activities to a methodological closure. Wan Hui, Operations Expert at Zhoupu Data Why Visit Fang Wang Yuan Trading? Currently, the rise of discount channels, continuous e-commerce diversion, and the increasingly unsustainable traditional brand agency pressure-stocking model have left distributors generally trapped in the anxiety of "declining revenue and profits." Especially for distributors in county-level markets, limited market capacity and the survival pressure from accelerated consolidation by more efficient players are even more severe. However, Fang Wang Yuan Trading has provided its own answer through 13 years of deep cultivation. In the fifth-tier city of Bijie, Guizhou, they did not rely on brand manufacturers' resource support. Instead, they proactively cut off the task shackles of brand agency, focused on the condiment and grain-oil category, replaced pressure-stocking logic with demand-driven approach, built a cost foundation with refined supply chain management, and constructed competitive barriers with full-category, boundary-free services. Starting from less than 20 million yuan, in a market that others deemed "too small to grow," they carved out a growth curve with an average annual growth of nearly 30% and annual sales exceeding 100 million yuan. The Tower Alliance believes that Fang Wang Yuan is the next-generation distributor model we have been seeking—a true category operation distributor. It is not an executor or porter for brands, but rather takes deep category operation in regional markets as its core competitiveness. By mastering supply chain efficiency and service density, it becomes an irreplaceable value node connecting brands and terminals. The organizational system that manages money well, distributes money fairly, and retains talent, the demand-driven logic of supplying whatever customers need, and the supply chain strength of reducing losses from 8% to 1.2% together constitute a complete playbook that can still achieve counter-trend growth in a stock competition. This business logic of "digging one well deep" in regional markets is highly referential and replicable for distributors in vast county-level markets. For this reason, we hope that through this inspection, we can bring this vivid sample of "relying on depth rather than scale" and innovating while adhering to principles to more people. Analyzing Fang Wang Yuan's development path and operational thinking aims to provide a credible and actionable reference from the front lines for distributor partners across the country who are currently confused and anxious. In the future, the "Tower Alliance Benchmark Distributor Study Tour" series will continue to unfold. We will continue to travel across the country, discover and present more excellent distributor practices, and provide a platform for in-depth exchange and inspiration for the industry. --- ## Citation metadata - Publisher: New Distribution - Author: New Distribution - Published: 2026-04-12 - Canonical: https://xinjignxiao.com/en/articles/the-12th-stop-of-the-tower-alliance-benchmark-distributor-study-tour-gui-e611b3e3/ - Original source: https://mp.weixin.qq.com/s/45NQqlgmz19kWtAtVhtpTg ## Copyright and AI use This article is sourced from New Distribution. 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