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Articles by 王正齐
Browse 7 New Distribution articles by 王正齐.
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Bare Procurement ≠ Saving Money: The Pitfalls of Supermarket Direct Sourcing
During a recent market visit to Tibet, I observed that local supermarkets in Lhasa and Nyingchi are emulating Pangdonglai with improved fresh, bakery, and deli sections and lower shelving. However, many are falling into the trap of direct sourcing without considering operational capabilities, leading to hidden costs and inefficiencies. This article explores the complexities of direct sourcing versus distributor supply, offering guidance on product selection, new product introduction, KPI setting, and the importance of a professional procurement team.
王正齐After a Month of Deliberation, 8 Personal Suggestions for Yonghui Superstores' Transformation
In 2024, the Pangdonglai team assisted Hunan Better Life in its transformation, resulting in a 5.6-fold increase in average daily sales and a threefold increase in customer traffic across 13 stores. During that year, Better Life closed 74 underperforming stores and retained 59 quality ones, achieving profitability through strategic focus, regional advantages, and organizational, supply chain, and product optimizations. Yonghui Superstores, also assisted by Pangdonglai, adopted a similar strategy in 2025: closing many inefficient or loss-making stores and accelerating transformation. This article offers eight personal suggestions for Yonghui's transformation from a third-party perspective.
王正齐95% of Snack Chain Stores Are Stuck in the Homogenization Quagmire: Products Are the Sharp Knife for Sustainable Operation!
2024 was a year of land grabbing for snack chains, driven by capital, with many achieving good results. However, from the fourth quarter, store operation pressure became overwhelming. While declining store performance was anticipated, the magnitude was unexpected. The reasons include declining consumer spending power, high store density and product homogenization, reduced consumer interest, weakened price advantages, and insufficient talent. The article suggests that expanding categories and moving toward discount supermarkets is difficult and correct, but the key is product innovation and building core competitiveness.
王正齐The Highest Level of After-Sales Management: No After-Sales at All
Many FMCG companies and salespeople equate after-sales service with handling distributor returns, and most distributors share this view. In reality, resolving returns is just the final step; the goal of after-sales management is to have no returns. By properly managing pre-sales market and product planning and in-sales terminal inventory, returns can be minimized. Companies that manage the full product lifecycle see very low return rates and costs.
王正齐The Future of Distributor Business: Service Fees Outweigh Product Price Differentials
Distributors attribute low achievement rates to poor market conditions and declining supermarket sales, leading to inventory backlogs and pessimism. However, proactive distributors are introducing new brands to offset sales declines, and opportunities exist in channel diversification, product selection, and service fees.
王正齐Three Core Actions for Distributors to Turn Losses into Profits: Inspect Goods, Inspect Channels, Inspect People
In the first half of this year, many distributors have already started to incur losses or are on the brink of losses, and everyone is confused about future development. However, some distributors have seen their sales decline but profits increase, while others have seen both sales and profits grow. How did these distributors achieve this? For distributors, this year, offline snack chains, discount supermarkets, and regional supply chain companies will definitely divert some of their business, while Pinduoduo, Douyin, and community group buying are also seizing offline market share. Coupled with declining consumer purchasing power, these factors have led to a significant drop in distributor sales.
王正齐2024 Is the Year of the Biggest Changes in China's Offline Channels in Nearly 20 Years
2024 is the year of the biggest changes in China's offline sales channels in over 20 years. The snack chain represented by Snacks Busy and Zhao Yiming, the hard discount represented by Leerle, and the supermarket reform represented by Pangdonglai have had the greatest impact. These three formats have many specific forms, such as snack chains: professional snack stores represented by Snacks Busy; store-in-store snack shops like Leerle and Xindong Snacks; and renovated grocery stores that sell cigarettes, betel nut, grain, oil, condiments, as well as beverages and snacks.
王正齐