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Articles by 许光明
Browse 2 New Distribution articles by 许光明.
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Wine B2B's Crude Disruption: Like Snatching Food from a Beggar's Bowl
Channel flattening, direct supply from overseas wineries, opaque pricing, financial support... In recent years, seemingly beautiful and 'high-end' B2B platforms have quietly emerged in the wine industry. Apart from causing widespread complaints, these so-called 'high-end' platforms have not immediately delivered the envisioned sales growth of 300 million, 500 million, or 1 billion. What has the wine B2B platform actually brought to the industry? Since some B2B platforms launched with great fanfare, they have only been welcomed by small and medium-sized liquor stores or group-buying merchants, which is the fundamental reason why wine B2B platforms have not grown rapidly after several years of operation. Why? Let me analyze this from the actual needs of two key nodes in the channel.
许光明The Right, Crooked, and Underhanded Tactics for Suppressing Channel Competitors
This article summarizes various tactics used by FMCG sales personnel to suppress competitors in traditional distribution channels, categorized into legitimate, questionable, and underhanded methods, based on the author's extensive experience.
许光明