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Articles by 刘鹏
Browse 3 New Distribution articles by 刘鹏.
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Dealer Mid-Autumn Festival Channel Stocking: How to Break This Trap?
During the Mid-Autumn Festival period (July, August, September), manufacturers encourage dealers to stock up through various policy incentives, and dealers then push products to channel distributors through tiered distribution policies or ordering meetings. However, actual sales have been declining year by year, and dealers face problems such as slow sell-through and difficulty collecting payments. This article analyzes the reasons and proposes solutions including reasonable sales forecasting, deep terminal maintenance, and selective stocking.
刘鹏Is the Spring for Soy Milk Really Coming?
I favor soy milk because in the current beverage market, every protein drink has reached its peak, with leading brands like Lulu Almond Milk, Six Walnuts Walnut Milk, Coconut Palm Coconut Juice, and Yinlu Peanut Milk. Soy milk itself is China's national drink—soy milk that has been popular for thousands of years—yet no truly significant soy milk brand has emerged. As an ancient poem says: "Beside the sunken boat, a thousand sails pass by; before the sick tree, ten thousand trees spring to life." There are many beverage subcategories; some are indeed in decline, while more are bursting with unprecedented vitality...
刘鹏Breaking the Trap of "Channel Stockpiling" During the Mid-Autumn Festival for Distributors
During the Mid-Autumn Festival period (July, August, September), manufacturers encourage distributors to stockpile inventory through various policy incentives, and distributors then push products to channel partners through tiered distribution policies or ordering meetings. This has been a tried-and-true tactic for FMCG, especially channel gift products. Undoubtedly, it's acceptable for manufacturers to occupy distributors' warehouse space and funds before the peak season, and for distributors to use the same tactic to squeeze channel partners' resources. However, in recent years, distributors have lamented that Mid-Autumn business is declining year by year, with slow sell-through and issues like returns or unpaid credit.
刘鹏