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Articles by 赵波
Browse 345 New Distribution articles by 赵波.
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345 articles · Page 10 of 15
Distributors Face So Many Problems in B2B Transformation, Should They Still Do It?
As New Distribution has engaged more with distributors undergoing transformation, it has found that the difficulties and pressures they face in B2B are far more complex than imagined. The complexity and difficulty of B2B often exceed the capabilities of many distributors. This article systematically outlines the problems encountered during transformation and offers advice on whether and how to proceed.
赵波Deep Dive | Analysis of Seven Major Warehouse and Logistics Models in FMCG B2B
Currently, there are various types of FMCG B2B models in China, with different product delivery methods. Apart from transaction methods, the logistics model is also distinctly different, directly linked to the platform's own business model. Generally, FMCG B2B logistics models are divided into two types: one where self-operated platforms purchase goods from brand owners and deliver them to small stores themselves; the other where matching platforms obtain orders and then hand them over to the goods owner for self-delivery or entrust a third party for delivery. Different models also have a certain impact on the specific cooperation between brand owners and B2B platforms.
赵波Why Is FMCG B2B Regional Dominance?
After several years of development, FMCG B2B has begun to take shape. According to incomplete statistics from New Distribution, the transaction scale of FMCG B2B reached 100 billion yuan in 2017, and it is expected to reach around 300 billion yuan in 2018. The boom in B2B has left distributors confused: if giants come, what should we do? Should we do it ourselves, join them, cooperate, or compete head-on? Moreover, the rapid expansion of giants has made investors more cautious in B2B investments, with a large amount of capital flowing to leading platforms, which has slowed the expansion of many regionally successful B2B platforms compared to those that received investment.
赵波Year-End Mass Layoffs in FMCG Industry: What Options Remain for FMCG Professionals?
A former subordinate, referred to as Mr. Z, called to share his distress after his company issued transfer orders to city managers who missed performance targets, effectively a disguised layoff. This reflects the broader FMCG industry's decline, prompting a reflection on the need for traditional marketing professionals to transform and adapt to new trends like B2B and internet-based distribution.
赵波Tormented Brand Owners: Should They Cooperate with B2B or Not?
In recent years, due to the overall environment, most mainstream brand owners face significant growth pressure: aging products, insufficient innovation, high channel costs, and reluctance to raise prices or cut staff. Despite efforts like inventory pushing, promotions, and expanding outlets, sales remain stagnant. Industry data confirms this, with Bain's recent report showing only 3% growth in China's FMCG market in 2016. This article explores whether brand owners should cooperate with B2B platforms, how to do so without harming existing business, and offers strategic advice.
赵波How Can B2B Distributors Doing Regional Joint Distribution Achieve Business Profitability?
After nearly four years of market education from 2014 to 2017, almost all distributors of a certain scale have begun to realize the need to embrace the internet and upgrade their businesses. For regional distributors with limited individual capabilities, forming alliances and engaging in joint warehousing and distribution for urban logistics is recognized as the best transformation path. However, while the potential for joint warehousing and distribution is vast, many distributors find that the single business model leads to long financial payback periods, clear revenue ceilings, and insufficient profitability without large-scale traffic, making it feel like jumping into a fire pit. This article discusses how distributors can expand their business after implementing joint warehousing and distribution to achieve stable returns.
赵波Mistaking B2B for a Channel Is the Biggest Misconception Among Brand Owners!
In the past two years, all FMCG companies have struggled with rising labor costs and declining sales, forcing them to cut marketing budgets and lay off staff. In this harsh environment, brand owners are seeking lower-cost, higher-efficiency distribution models, and B2B platforms have emerged as a new force. However, many brand owners mistakenly treat B2B as just another distribution channel rather than a new distribution model, leading to conflicts and inefficiencies.
赵波Zhao Bo from New Distribution: FMCG B2B Has Become One of the Main Channels for Small Shops to Stock Up!
The 3rd 'FMCG + Internet Conference' hosted by New Distribution was grandly held at Chongqing Yuelai International Conference Center on November 8-9, 2017, attracting over a thousand distributors, manufacturers, and internet companies from across the country. The following is the speech delivered by Mr. Zhao Bo, founder and chief editor of New Distribution, at the conference, which has been compiled for our readers. Respected guests, leaders, and friends, good morning! The topic I'm sharing today is based on a survey conducted by the New Distribution team over the past three months, visiting 22 cities nationwide...
赵波Zhao Bo: Focus Less on Technology, the Core of Unmanned Retail Lies in Supply Chain
At the Shanghai International Unmanned Store & Retail New Terminal Service Innovation Exhibition, Zhao Bo, editor-in-chief of New Distribution, shared his views on unmanned retail. He emphasized that the future belongs to unmanned consumption scenarios, but the key competitive advantage lies not in technology but in supply chain integration and logistics support.
赵波In the Next Decade, Middlemen Won't Die, but Distributors May Have No Stores to Supply!
As internet technology increasingly impacts offline retail, the traditional FMCG distribution system faces transformation. While many doubt the role of internet in empowering supply chains, the trend towards chain and integrated retail will inevitably reduce the number of stores available for distributors, forcing them to adapt or face extinction.
赵波JD New Channel Launches 'Didi Chuxing' Model, Turning Millions of Small Shop Owners into Brand Merchandisers
On the morning of September 11, the author was invited to attend JD New Channel's 'Walker Promotion Platform Media Sharing Session', where Zhu Hongfang, General Manager of the Innovation Marketing Department of JD Mall's New Channel Division, introduced the Walker Promotion Platform. This article shares with readers what this new system is and its significance for the FMCG industry. In the 3A marketing strategy of Available, Affordable, and Acceptable, the first core task is to make products available, which includes distributing products to ubiquitous points of sale and managing sales terminals effectively.
赵波Is Spring Coming for Localized B2B E-commerce?
New Distribution's recent survey of the top 40 Chinese cities by economic output reveals a wave of localized B2B e-commerce platforms outperforming national players. These platforms, often founded by local distributors, leverage shared warehousing and distribution to gain traction, signaling a potential shift in the FMCG distribution landscape.
赵波Moutai Moves 2,800 Distributors Online with 'Moutai Cloud Merchant': Is Manufacturer-Distributor Direct E-commerce Reliable?
Moutai Group announced the full launch of its e-commerce platform 'Moutai Cloud Merchant' on September 9, inviting its 2,800 distributors and exclusive stores nationwide to join. The platform, which began trial operations in December 2015 and officially launched in June 2016, has attracted over 2,800 distributors and 250,000 members, with cumulative sales exceeding 4 billion yuan.
赵波How Should County-Level Distributors Transform in the Face of Internet Impact? Is E-commerce the Best Way Out?
After visiting several county-level distributors in East China, the author found that many are anxious about internet giants encroaching on their business with diverse products, flexible promotions, and one-stop procurement. They wonder if they must transform to e-commerce to survive, but the author argues that B2B in county markets is not yet mature and suggests more measured improvements rather than radical changes.
赵波Alibaba Retail Link to Build 2,000 Fulfillment Centers with Distributors Nationwide: What Does It Mean for the FMCG Industry?
Alibaba Retail Link held the opening ceremony for its first fulfillment center in Yiwu, Zhejiang, on August 18, marking a breakthrough in integrated warehousing and distribution, faster delivery, and better service for brands and small stores. The company plans to set up fulfillment centers in over 2,000 cities nationwide, complementing regional warehouses to optimize supply chain efficiency.
赵波The '818 Supermarket Festival' Puts Zhanghe Tianxia at the Forefront Again!
Following Alibaba's '11.11' and JD.com's '6.18', Zhanghe Tianxia has launched the '818 Supermarket Festival', now in its third year. Unlike consumer-focused events, this festival is a dedicated promotional occasion for 6 million small and medium supermarket terminals across China, making it the only large-scale promotional event in the domestic B2B sector. This article explores the motivations behind Zhanghe's creation of '818'.
赵波Decoding Suishougou: How a Seasoned Veteran Teams Up with Small Shops to Win Over Brand Owners
The author visited Suishougou's national trading center in Luohe and had an in-depth discussion with its chairman, Zhao Jimin, about current B2B models in China. Initially skeptical about the matchmaking model for FMCG, the author came to realize its viability after understanding Suishougou's approach, which focuses on helping small shops sell exclusive products to increase margins, supported by financial credit and risk guarantees.
赵波Pitfalls! Pitfalls! Pitfalls! Six Major Cognitive Pitfalls in FMCG B2B Entrepreneurship!
FMCG B2B has been hot in recent years, with many participants, but many still hold misconceptions and start without clear thinking, leading to constant pitfalls. This article outlines six major cognitive pitfalls in the B2B industry, including the mistake of doing services and transactions simultaneously, fearing giants like Alibaba and JD, misunderstanding channel value, and more.
赵波FMCG B2B: Who Leads?
Yesterday, Yijiupi CEO Wang Chaocheng told New Distribution that the Suzhou market is currently divided among Bestore Dianjia, Dianda, and Yijiupi, which together hold about 90% of the market, while JD and Alibaba combined have less than 10%. Therefore, the data in the article should only be used as an industry reference. We apologize for any misunderstanding caused by yesterday's graphic. Since the first FMCG B2B platform in China, Dian Shang Hu Lian, launched in Beijing in 2008, the industry has developed for nine years, with over 170 FMCG B2B platforms of some scale emerging nationwide.
赵波How Should FMCG Professionals Grow in the Internet Era?
Many people think I've grown fast in the past two years and ask for my secret. I think Teacher Liu Chunxiong's assessment of me is quite accurate: cross-border. Let me share my experience: I worked in FMCG for 10 years, in four industries (white liquor, beer, beverages, instant noodles, ham sausage) across six companies, holding various positions such as sales, sales management, marketing, and new media. I'm known as a job-hopping expert. People in the FMCG industry know that such a resume basically ruins one's career; any HR would hesitate to assign important roles regardless of ability.
赵波Why Is the Hybrid B2B Model More Likely to Succeed in the Restaurant Food Supply Industry?
The author recently visited Tianjin Tongying Tianxia and had an in-depth exchange with Mr. Gong. Tongying Youcai, a subsidiary, is a national vertical e-commerce platform focused solely on restaurant food ingredients, covering products for three daily meals. Its business model resembles Zhanghe Tianxia's franchise model but differs by also providing technology, supply chain, operations, and financial solutions through ODM and central kitchen integration. The author believes restaurant food B2B may achieve platform-scale profitability before FMCG B2B due to industry pain points and characteristics.
赵波JD New Channel's 618 Surge of 2300% and National Coverage from July 1: What Does It Mean for China's FMCG Industry?
JD's 618 campaign concluded with JD New Channel achieving record highs in GMV, order volume, and active user growth. On June 1, the first day of the JD掌柜宝 promotion, sales surpassed the total for the entire 18-day period from June 1-18 last year; on June 18, sales surged 2300% year-on-year, exceeding last June's total within just 4 hours. Over 30,000 small stores participated offline, and this daily active count indicates New Channel's current capability to cover 1 million small stores. In announcing these results, New Channel also stated that its business would cover the whole country from July 1, making it China's first nationwide B2B platform.
赵波How Powerful Is Terminal Visual Merchandising? This Is How You Boost Sales in the Beverage Peak Season!
During the peak season, beverage manufacturers engage in a distribution war, and the basic daily tasks for frontline sales representatives are to stock storefronts, shelves, and freezers. However, there is significant skill involved in these tasks. The author summarizes six standard actions for terminal operations: carry, cut, paste, move, arrange, and stuff, which guide sales reps on what to do and how to do it effectively.
赵波How Can Distributors Turn Employees into Partners: Implementing the 'Small Boss' Project
A distributor with over 30 million in transactions struggles with recruitment, management, and retention of sales staff. The solution is to implement a contracting system that turns employees into partners, but it requires thorough preparation and a robust management system.
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