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Articles by 袁来
Browse 256 New Distribution articles by 袁来.
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After 8 Years in Distribution, Annual Sales of 1.2 Billion, Covering 23,000 Local Small Stores: The Growth Story of Jiapin Yunshi
One distributor achieved annual sales of 1.2 billion yuan just 8 years after starting, a rarity in China's FMCG distribution sector. Founded in March 2017, it broke 1 million in its first month, 10 million monthly by December 2017, 20 million monthly by December 2018 with annual sales exceeding 100 million, and 30 million monthly by August 2019. From 2017 to 2024, the company maintained rapid growth with a 25% year-on-year increase, and to date, Jiapin Yunshi covers 23,000+ mom-and-pop stores in Xi'an with 7000+ SKUs and annual sales of 1.2 billion yuan.
袁来Distributors Who Don't Understand Retail Are Out!
At the beginning of this year, I shared a viewpoint at various brand owners' annual distributor conferences that, based on our observations, there are three major themes in the retail market changes in 2025: first, the trend of supermarket remodeling is stronger; second, instant retail O2O is intensifying; third, discount retail is expanding. This article focuses on discount retail, explaining its underlying logic and how distributors should respond by actively researching and cooperating with advanced retail formats, such as the 'Save Money Supermarket' study tour organized by New Distribution.
袁来Annual Sales of 2.5 Billion, Covering 23,000 Small Stores, 4,000 SKUs: The Correct Logic for B2b Platforms
Caihua Trading (Yueheji), a B2b supply chain platform, achieves annual sales of 2.5 billion yuan, serving over 23,000 small stores with 4,000 SKUs. Instead of price wars, it empowers small stores by curating products and creating display scenarios to help them sell more.
袁来New Distribution Yuan Lai: Distributors' Business Will Not Be Eliminated!
On March 17, the 10th China FMCG Innovation Conference opened in Chengdu. On March 19, at the 4th China FMCG Distributor Conference, Yuan Lai, Chief Content Officer of New Distribution, released the exclusive industry insight "Urban Commercial Circulation Business Development Model 2.0". The following are key points from the speech: At this time last year, I released the "Urban Commercial Circulation Business Development Model" at the conference. This year is version 2.0 of the model. Compared to 1.0, it more comprehensively and systematically elaborates on the development direction of distributors' businesses. To clarify...
袁来Business Layout Strategy Summarized from Meetings with 200 Distributors
As the saying goes, 'the whole year's work depends on a good start in spring.' This article shares my latest thoughts on distributors' business layout for 2025, based on a discussion in the 'TOP500 China Distributor Supply Chain Alliance' community. It covers two core parts: the latest strategic layout for distributors and profit-oriented operating principles, aiming to inspire distributors in their 2025 business planning.
袁来Three 'Floods' Impacting Traditional Distributors' Business!
As a senior English translator, I translate the article about how traditional distributors must shift their focus from upstream manufacturers to downstream retail changes in 2025, including supermarket reforms, expansion of discount supermarkets, and growth of instant retail.
袁来First Step in Supermarket Overhaul: Squeezing Distributors?!
As supermarket chains across China undergo transformation, distributors face significant impacts, often experiencing price cuts and reduced margins. This article analyzes the underlying logic of these changes and offers strategic responses for distributors to adapt and thrive.
袁来The Distributor's Business Has Fundamentally Changed
The distributor's business is shifting from being brand-centric to store- and customer-centric. This article explains this transformation through the evolution of distributors from the 1990s to the present, highlighting the shift from a seller's market to a buyer's market and the need for distributors to become category operators focused on retail and consumers.
袁来Annual Sales of 1 Billion, 15,000 Monthly Active Stores, 50% of Stores Order 10+ Times a Month: The Super Efficiency of Kuaile Zhanggui!
This article shares the story of Shanghai Kuaile Zhanggui, a regional FMCG B2B platform that achieved over 1 billion yuan in sales in a single market in 8 years. The author discusses its operational philosophy, emphasizing digitalization, outsourcing, and efficiency, and offers insights for traditional distributors.
袁来Future Distributors' Business Cannot Rely on Manufacturers; It Must Rely on Stores!
I am Yuan Lai from New Distribution. Last month, I organized a sharing session in the community of TOP500 Chinese Distributor Supply Chain Alliance, providing an in-depth interpretation of the operating conditions of FMCG distributors in 2024. What are the revenue expectations for FMCG distributors in the remaining two-plus months? Where is the future transformation direction for distributors' businesses? Combined with my recent visits to distributors across various regions, this article provides a detailed and complete explanation. 31.5% of distributors are bearish on revenue...
袁来Distributors Are Struggling to Survive—How Should Manufacturers Hold Their Annual Distributor Meetings?
As the economic downturn and rapid changes in offline channels put pressure on distributors, manufacturers must rethink their annual distributor meetings. This article suggests shifting from a simple gathering to a strategic session that aligns understanding, shares industry insights, and fosters co-creation to help distributors adapt and thrive.
袁来In-depth Analysis: 2024 China FMCG Distributor Business Status Insights
As we approach the end of 2024, New Distribution's Yuan Lai provides an annual review and summary for FMCG distributors nationwide, based on the '2024 China FMCG Distributor Business Status Survey Report' released in August. The analysis covers distributor business profiles, performance in 2024, and the pressures and challenges faced, offering strategic insights for the future.
袁来Major Release | 2024 China FMCG Distributor Business Condition Survey Report
From August 20-22, 2024, the 6th China FMCG Conference, the 3rd China FMCG Hard Discount Conference, and the 3rd China FMCG Distributor Conference grandly opened in Shanghai. On August 22, at the distributor conference, Yuan Lai, Chief Content Officer of New Distribution, and Wendy Li, Partner of New Distribution's Research and Consulting, released the "2023-2024 China FMCG Distributor Business Condition Survey Report." Based on in-depth surveys of 302 medium-to-large distributors nationwide, the report covers 14 core FMCG categories across 131 cities, revealing the true state of distributors in a complex market environment.
袁来Exclusive Report | 2024 China FMCG Distributor B2b Platform Strategy Insights
As a senior editor at New Distribution, I've observed a growing trend of distributors pivoting toward local B2b supply chain platforms to capture new growth opportunities. Based on this, New Distribution has released the '2024 China FMCG Distributor B2b Platform Strategy Insights Report,' offering a comprehensive framework for transformation and collaboration with brand owners.
袁来Serving Multiple Fortune 500 FMCG Leading Brands, Heyin Helps Brands Achieve Omni-channel New Retail Growth
In recent years, two offline retail formats have maintained rapid growth that every brand must pay attention to: discount retail and instant retail. One focuses on cost-effectiveness, the other on convenience. Today we focus on instant retail. Besides self-operated platforms like Dingdong Maicai, PUPU Supermarket, and Hema, the mainstream instant retail we discuss mainly refers to instant O2O platforms represented by Meituan Flash Purchase, Ele.me, JD Daojia, and Duodian. Compared to traditional online e-commerce and offline supermarkets, these mainstream instant retail platforms have significant differences...
袁来In the First Half of the Year, Some Distributors Only Completed 50% of Their Manufacturer's Targets
Yuan Lai from New Distribution shares insights from visiting distributors and brand executives ahead of the 6th China FMCG Conference. A distributor in a fourth-tier county reported a 50% year-on-year decline in snack food sales in supermarkets, with returns rising sharply. The article analyzes the reasons behind declining store sales and offers practical advice for small and large distributors.
袁来FMCG Distributor: Cash Settlement, 5,000 SKUs, Whole-Store Model for Daily Chemicals Achieves 50% Annual Growth
In recent years, distributors have faced tough business conditions, especially in snacks and daily chemicals. One daily chemical distributor, Henan Shirui Trading Co., Ltd., has bucked the trend with 48% growth in 2023 and a 50% target for 2024, using a 'whole-store output' model with cash-only transactions and 5,000 SKUs.
袁来Distributors Launching B2B Supply Chain Platforms: Don't Rush, Don't Overdo It!
As a senior editor at New Distribution, I've observed a growing trend of distributors pivoting toward local B2B supply chain platforms as a new growth avenue. While this is promising, many face practical challenges. This article shares insights on avoiding common pitfalls, emphasizing the importance of real transactions over mere registrations, continuous optimization, and a steady, patient approach to building a sustainable local channel moat.
袁来Distributors: It's Not About Selling Products at Low Prices, but About Low-Cost Operating Capability
In an increasingly competitive environment, distributors must possess the confidence and capability to sell at low prices, which stems from low-cost operations rather than simply lowering prices. The article highlights five key insights from a seminar, including the importance of finding profitable stores and brands, implementing tiered management, and designing compensation based on gross profit contribution.
袁来10 Business Insights from Meeting 100 Distributors in the First Half of the Year
In the first half of 2024, I met with over 100 distributors across more than ten cities, engaging in deep exchanges. From these interactions, I distilled 10 core business insights, reflecting the real market conditions and offering strategic thinking for distributors navigating a challenging and changing environment.
袁来Distributors with Over 100 Million in Revenue Are Also Losing Money—Headache!
Hello friends. I'm Yuan Lai from New Distribution. Recently, many distributors have called me to discuss market and business topics, and the common feeling is anxiety and confusion. One distributor told me, 'After over 20 years in the trading business, I've been losing money for the past two years and feel particularly lost. The salespeople are still as numerous, but they just can't produce results. Is it that my thinking can't keep up with the market?' He continued, saying he initially wondered if his business volume of 30-40 million was too small to compete in stores. But after chatting with distributor friends with over 100 million in revenue, he found they were all the same—also losing money in recent months. Despite the large scale, they're actually very troubled.
袁来FMCG Distributors' Business Is Getting Harder!
Hello friends. I'm Yuan Lai from New Distribution. Recently, I've been conducting market research and sharing insights with offline distributors of Kimberly-Clark (China) and C&S Paper, and had in-depth discussions with several distributor friends. It's clear that offline FMCG distributors are facing increasingly tough business conditions, primarily due to declining foot traffic and sales at retail stores.
袁来The Future of Distributor Business: Outcompete Yourself, Eliminate Competitors
Distributors' business is peculiar: upstream brand owners can cover the whole country, and downstream retailers can expand across regions if successful locally. However, 90% of distributors operate locally within a single city, mainly due to brand owners' authorization management. Many distributors, after representing several first-tier brands and reaching annual sales of 30-40 million (or even 70-80 million to over 100 million), believe there is little room for growth. In this context, where should distributors' future business go? How should they achieve 100 million, 500 million, or even 1 billion?
袁来Exclusive Insight | New Distribution Yuan Lai: Urban X Trade Circulation Business Development Model
At the 9th China FMCG Innovation Conference held in Chengdu on March 14, Yuan Lai, Chief Content Officer of New Distribution, released an exclusive industry insight titled "Urban X Trade Circulation Business Development Model" at the 2nd China FMCG Distributor Conference on March 16. The speech outlines the evolution of distributor business models, from brand-oriented to category- and retail-oriented, and proposes a development path model with five stages, emphasizing the shift from distributor to urban trade circulation enterprise.
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