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Articles by 袁来
Browse 256 New Distribution articles by 袁来.
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256 articles · Page 3 of 11
Industry Exclusive | White Paper on Cost Reduction and Efficiency Enhancement in Warehouse and Distribution Logistics for Chinese FMCG Distributors
Distributors with business scale exceeding 50 million yuan often fail to achieve sustained growth due to management issues, with warehouse and distribution management being the most critical aspect after core business operations. Although warehouse and distribution logistics account for the highest proportion of operating costs for distributors, they spend minimal time optimizing and refining it. In the future, the number of distributors in a city will decrease while their scale will increase, making multi-SKU and multi-category management essential, with warehouse and distribution efficiency as a key indicator of operational performance. Based on this, New Distribution, in collaboration with BEST Supply Chain, has launched the industry's first white paper on cost reduction and efficiency enhancement in warehouse and distribution logistics for FMCG distributors, covering approximately 300 small, medium, and large distributors nationwide.
袁来In 2024, Distributors Should Focus on Efficiency: First Avoid Defeat, Then Seek Victory
As 2024 begins, distributors are advised to abandon unrealistic expectations and focus on operational efficiency to secure stable growth. Zou Wenbiao, co-founder of Zhoupu Data, predicts that 2024 will be better than 2023 for distributors, as they have accepted the new reality and will concentrate on controllable factors like personnel efficiency and payment cycles.
袁来After 6 Years in Trade, Annual Sales of 1 Billion, Covering 15,000 Local Small Stores: The Development History of Jiayun Yunship
A distributor achieved annual sales of 1 billion yuan just six years after starting, which is rare in China's FMCG distribution sector. Founded in March 2017, the company broke 1 million in its first month, and by 2023, monthly sales exceeded 90 million, with projected annual sales of 1 billion. Despite the pandemic, the company maintained rapid growth, covering over 15,000 mom-and-pop stores in Xi'an with 6,000+ SKUs.
袁来Distributors Will Not Be Eliminated!
A distributor member asked whether local distributors will be eliminated. The author argues that distributors as a group will always exist, but individual distributors may be eliminated by more capable peers, not by external forces like hard discounters. The key is to choose between a brand-oriented or retail-oriented path, and to keep learning and innovating to survive and thrive.
袁来Business Down 15%-30%, Should Snack Food Distributors Open Their Own Stores?
A snack food distributor with annual sales of 60 million yuan opened his own snack store and found it beneficial. The article argues that distributors should open a few community snack stores not to become chains, but to understand retail logic, optimize product assortment, serve their existing retail customers, and digest slow-moving inventory.
袁来Small dealers rely on luck, medium dealers rely on management, large dealers rely on direction
Hello friends. I am Yuan Lai from New Distribution. Small dealers rely on luck and courage; medium dealers rely on management and professionalism; large dealers rely on direction and choice. This is my recent reflection based on the scale of dealers' business volume.
袁来Distributors: Brand Agency is 1, Store Service is 0, and How Big Your Business Depends on Stores!
Hello friends. I'm Yuan Lai from New Distribution. Recently, I met with several distributor friends to discuss current business difficulties and ways to break through. Combining these discussions with past exchanges, I observed that many distributor bosses spend their time and energy on brand owners rather than store customers. This article explores this issue and offers advice on refocusing on store service.
袁来Once You Pass 50 Million in Sales, Stop Working for the Brand
Hello friends. I'm Yuan Lai from New Distribution. Recently, I visited over a dozen distributor owners, and as the year ends, we reflected on our experiences. I'd like to share some insights: many distributors still have a 'working for the brand' mentality, but the real core competency lies in distribution and sell-through capabilities based on store control. Growth comes from where you invest your time, and even single-category distributors can succeed in B2b platforms by starting with their existing resources and building stable relationships with retail stores.
袁来The Ceiling of a City Distributor's Business: 50 Million, 100 Million, 300 Million, or 1 Billion?
This article explores the maximum scale a distributor can achieve in a local city market, considering factors like offline-only operations, focus on prefecture and county-level cities, and excluding top-tier cities. It argues that while many distributors believe 30-40 million is the ceiling, with strategic category expansion and supply chain innovation, reaching 500 million is possible, and the industry holds significant growth potential.
袁来10 Pitfalls to Avoid for Distributors Becoming Local B2B Platform Operators
The key to a distributor's sustainable business is achieving distribution coverage of retail stores. This article provides 10 practical guidelines for distributors planning or already operating local B2B platforms, based on real cases and lessons learned.
袁来Bulk Snack Supermarkets Down 30%, Standard Products Down 15%: Can Snack Distributors Survive This Winter?
Hello friends. I'm Yuan Lai from New Distribution. Recently, while preparing for the first China FMCG Hard Discount Conference in Zhengzhou, I spoke with over a dozen major food and beverage distributors. They unanimously reported significant declines: standard snack products in supermarkets down 10%-20%, and bulk snack products down around 30%. One distributor noted that no store is immune, with return rates rising and promotional costs increasing. This article explores whether distributors can open stores, how to maintain local supermarket business, and what else they can do to offset declines.
袁来Hard Discounts Arrive, Accelerating the Reshuffling of Local Distributors
The rise of hard discount retail formats such as snack discount stores and warehouse discount supermarkets is accelerating the reshuffling of local distributors. Large distributors will grow larger, while small distributors will gradually be eliminated. Distributors must adapt by adjusting their business strategies, such as expanding into other channels and becoming super suppliers in core categories.
袁来20 Business Insights from Meeting Over 100 Distributors in Six Months
Over the past six months, I've engaged with over 100 distributors, leading to the formation of a distributor member club with 205 members and annual revenues exceeding 30 billion yuan. This article distills the 20 most critical business insights from these exchanges, covering challenges, core competitiveness, efficiency, team management, and future directions.
袁来Dealer Business: Scale First, Then Efficiency!
Hello friends. I'm Yuan Lai from New Distribution. This year, dealers are clearly feeling that business is getting harder. In the first half of the year, sales volume dropped by 30% and net profit fell by 50% year-on-year, according to feedback from many dealers. Facing this reality, many are confused and anxious, unsure how to proceed. After 10-20 years in trade, why has everything changed? We survived three years of pandemic, and now that people are moving again, why is business getting even harder? It's hard to understand...
袁来The Dealer Development Led by First-Tier Brands Such as Yili, Mondelez, Unilever, and Haitian Is Being Replaced!
Hello friends. I am Yuan Lai. "In the past, first-tier brands led the development of local dealers' businesses; in the future, it will be the competition among local dealers that shapes the business landscape of local dealers." I have been saying this on many occasions recently. In the past, the rise of dealers was often due to catching a good brand and following it, accompanied by demographic dividends and supermarket dividends, gradually growing from an individual or family business into a trading company with dozens of employees.
袁来H1 Supermarket Business Down 20%-30%, Distributors Face Tough Times!
The first half of the year saw supermarket business decline by 20%-30%, as distributors face unprecedented challenges. New Distribution is hosting the first China FMCG Distributor Conference to provide a platform for sharing insights and strategies for the future.
袁来Distributors: No Longer a Simple Moving Business for Everyone
As channels diversify and demand becomes more personalized, only large distributors can withstand risks and seize opportunities. The author, Yuan Lai, reflects on the increasing difficulty of the distributor business and the need for scale and professionalism.
袁来Distributors' Business Is Not Worth Much!
The development direction for distributors is, bluntly put, to outcompete local rivals and become the regional leader. This article shares three stories illustrating why distributors' businesses are undervalued and how they can thrive by focusing on profitability and scale.
袁来After 6 Years in Trade, Annual Sales of 1 Billion, Covering 15,000 Local Small Shops: The Development History of Jiayun Yunshi
This article introduces Jiayun Yunshi, a distributor in Xi'an that achieved annual sales of 1 billion yuan within six years of founding, covering over 15,000 mom-and-pop stores with 6,000 SKUs. Founder Fan Qi shares the company's business model, operational principles, and philosophy of doing 'one meter wide and ten thousand meters deep' in local supply chain services.
袁来Distributors, Hold On!
Distributors are facing significant business declines due to economic pressures and new retail formats. Three young distributors share their strategies for survival and growth, emphasizing core competencies, adaptation, and innovation.
袁来The Post-90s Distributor Boss Who Dares to Share Profits
The previous generation of distributors believed that 'cheap' was important, while the younger generation believes that 'feeling cheap' is important. This article profiles three post-90s distributor bosses who have achieved remarkable growth through bold profit-sharing, continuous learning, and focused strategies.
袁来Dealer Business Strategy: Build Strong Fortresses, Fight Stubborn Battles
Dealers must shift from relying on external dividends to internal growth by re-conquering terminals, starting with grabbing floor displays and shelf space. The key is to increase efficiency first, then reduce costs, by adjusting sales incentive structures and focusing on multi-brand category management.
袁来Major Distributors Are Giving Up on Top-Tier Brands: If There's Volume but No Profit, Why Should Distributors Keep Following You?
A major daily chemical distributor in Hunan recently gave up a top-tier brand despite it accounting for over 30% of his business, because it brought volume but no profit. This article explains why distributors abandon top brands and argues that brand owners must shift from management to empowerment, helping distributors improve their overall operational efficiency to increase profitability.
袁来90% of Distributors: All Business Management Should Center on Sell-Through
The statement that 90% of daily chemical distributors should center all business management on sell-through was proposed at a brand's distributor annual meeting. It applies not only to daily chemicals but also to condiments, snacks, and beverages. In the past, distributors made money by securing good brands and growing with them, but now profits are harder to come by: top-tier brands offer volume but no profit, while non-top-tier brands offer gross margins but no sales. To survive and thrive, distributors must either excel at store distribution or store sell-through.
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