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Articles by 赵波
Browse 345 New Distribution articles by 赵波.
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345 articles · Page 9 of 15
From Deep Distribution to Precision Distribution: Channel Distribution Strategy Transformation in the Era of Digitalization for Brand Owners
The author discusses the challenges beer brands face in B2B cooperation, which cannot be solved by current B2B capabilities. The article argues that brand owners must shift from deep distribution to precision distribution to meet diverse consumer demands, using B2B as a key tool for this transformation.
赵波Zhao Bo of New Distribution: Intra-city Logistics is One of the Most Effective Paths for Distributors' Transformation and Upgrading!
This content is the on-site sharing of "Intra-city Logistics is One of the Most Effective Paths for Distributors' Transformation and Upgrading" by Zhao Bo, founder of New Distribution, at the "2018 China FMCG City Distribution Logistics Conference", edited and organized by New Distribution for readers. The article discusses how changes in the consumer side affect the functions of distributors, and proposes that intra-city logistics is an effective path for transformation.
赵波Two Intractable Problems in Regional B2B and Supplier Cooperation
Regional B2B platforms face two awkward problems when cooperating with suppliers: they cannot act as agents and cannot help brands achieve precise distribution of personalized categories. This leads to the consequence that regional B2B can only be a non-profitable super second-tier distributor at this stage.
赵波What Exactly Is "New" in New Marketing?
The article explores the essence of new marketing in the digital age, contrasting traditional funnel-based advertising with modern consumer-centric approaches. It emphasizes the shift from brand-driven to consumer-driven content, the importance of social currency and IP, and the need for new organizational and channel strategies.
赵波Making Urban Distribution to Save Money for Distributors? Then Your Model Might Be Wrong!
Urban distribution transformation is a hot topic among large distributors, but profitability often falls short. The key is not to save money for distributors but to break the existing distribution hierarchy and reallocate channel profits, with the ultimate goal of capturing up to 90% of the profits through platform-based services.
赵波Zheng Hongyan: Building a Half-Hour Living Circle, Digital Layout Should Further Tap Data Productivity
On August 24, Zheng Hongyan, Vice President of JD Group and President of JD New Channel Business Unit, attended the FDIC 2018 China FMCG Digital Innovation Conference hosted by New Distribution and guided by the China Electronic Commerce Association, and delivered a keynote speech titled "Tapping Data Productivity." During the break, Zheng Hongyan accepted an exclusive interview with New Distribution, hoping his views and opinions could bring some thoughts to everyone.
赵波Alibaba's Lin Xiaohai: Retail Link Has Grown into the No.1 FMCG B2B Platform
At the third anniversary of Alibaba Retail Link, the strategic conference 'Together We Grow' was held on September 3. Lin Xiaohai, Vice President of Alibaba Group and General Manager of Retail Link, shared insights on the platform's development, highlighting its achievements in digitalizing the FMCG distribution channel and its role in upgrading community stores.
赵波Zhao Bo: Two Levers for Innovation in the FMCG Industry in the Digital Era!
The FDIC2018 China FMCG Digital Innovation Conference, hosted by New Distribution and co-organized by the FMCG Branch of the China Electronic Commerce Association, was held grandly from August 22 to 24 at the Shanghai Baohua Marriott Hotel Conference Center. The event attracted thousands of industry professionals, including distributors, manufacturers, and internet companies from across the country, filling the venue to capacity. On August 23 at 9:00 AM, the main forum commenced, and the following is the speech delivered by Mr. Zhao Bo, founder of New Distribution, which has been compiled for readers.
赵波The Innovator's Dilemma in FMCG Channel Transformation: Insights from Cross-Regional Selling
This article examines the persistent issue of cross-regional selling (channel stuffing) in China's FMCG industry through three case studies, analyzing its root causes and the challenges established brands face in adapting to market changes. It argues that while current distribution models remain effective, brands must overcome the 'innovator's dilemma' to embrace new opportunities and avoid being disrupted.
赵波Making Urban Distribution from the Perspective of "Saving Money" for Distributors? Then Your Model Might Be Wrong!
Urban distribution transformation is a hot topic among distributors, but profitability remains elusive. The core issue is that urban distribution should not be about saving money for distributors but about providing end-to-end retail logistics solutions for brands, which requires breaking existing distribution hierarchies and reallocating channel profits.
赵波Brands Are Dead, IPs Have Arrived: Why Distributors Should Abandon Products Without Content Communication Capabilities?
Why have TV ads become ineffective? In the past, consumption was about following the crowd; now it's about leading. Consumers no longer seek mass conformity but niche self-expression. With the rise of subcultures, communities, and individuals, brands and marketing face uncertainties. In the internet age, if a brand cannot build strong relationships with users, it will be overwhelmed by information. The best methodology is IP, which can turn weak relationships into strong ones, enabling user acquisition, content distribution, and transaction generation.
赵波The Business Logic of FMCG Has Really Changed!
The FMCG industry has been struggling in recent years, with almost all brands experiencing decline. The real competitors are not the usual suspects but unseen forces like high-speed rail, food delivery, and new consumer trends, necessitating a digital transformation in marketing and channels.
赵波Where Is the Way Out for Brand Owners? Come and Find Out!
The digital upgrade of FMCG distribution channels has become a basic consensus among brand owners, who face problems such as multiple layers, high costs, low efficiency, and lack of precision and control in traditional distribution. This article explores two viable business models for brand owners to achieve digital channel upgrade without disrupting existing business models or channel interests.
赵波Lift, Cut, Stick, Move, Arrange, Stuff: Standard Actions for Beverage Merchandising in Mom-and-Pop Stores
Every spring, beverage manufacturers launch their annual sales push, and frontline sales reps must master six standard actions—lift, cut, stick, move, arrange, and stuff—to maximize product visibility and sales in small retail outlets. This article details each action, offering practical tips on everything from cutting boxes and posting posters to positioning products and filling coolers.
赵波Why Distributors Have at Most Five Years of Business Left?
The article argues that traditional distributors face a critical transformation within five years due to the rise of internet-based business models and changing market dynamics. It emphasizes the need for distributors to become 'new distributors' by embracing continuous learning, opportunity capture, professional operations, and innovative organizational forms to survive the digital upgrade of the FMCG industry.
赵波Channels and Channel Thinking Are Dead; Can Traffic and Traffic Thinking Live Forever?
The article discusses the shift from traditional channel-based thinking to traffic-centric thinking in the FMCG industry, emphasizing that traffic is the essence of business, and proposes new marketing principles for the digital age.
赵波Two Forms of Digital Upgrade for Brand Owners' Distribution Channels
In recent years, digital upgrades to FMCG distribution channels have become a basic consensus among brand owners, who face issues like multiple layers, high costs, low efficiency, and lack of precision and control in traditional distribution. This article discusses two stable business models: a partner model based on same-city logistics and an integrated online transaction model based on the WeChat ecosystem, both of which aim to achieve digital upgrades without disrupting existing channel networks or price systems.
赵波Coca-Cola and JD New Channel Strategic Cooperation! Leading FMCG Company Fully Embraces Borderless Retail!
On June 25, Coca-Cola China, COFCO Coca-Cola, and JD New Channel signed a strategic cooperation agreement at Coca-Cola China headquarters in Shanghai. Executives including Marcelo Boffi, COO of Coca-Cola China, and Zheng Hongyan, President of JD New Channel, attended the signing ceremony. New Distribution was invited as the exclusive observer media, witnessing this strategic cooperation.
赵波Why Is It Difficult for Professional Urban Distribution Companies to Emerge in the FMCG Industry?
Recently, the author visited the well-known urban distribution company Yihuodi and, through communication with its CEO Qin Yu, discovered that urban distribution companies still have significant opportunities in the retail FMCG industry. This article explores where these opportunities lie, analyzing the current state of the FMCG urban distribution market, the challenges of entering it, and the potential paths forward.
赵波Can the WeChat Ecosystem Help Brands Unblock the Digital Transformation of Distribution Channels?
From the perspective of interpersonal relationships, business can be divided into two types: business with acquaintances and business with strangers. WeChat builds social connections before business, where trust is guaranteed by personal reputation, giving rise to KOLs, micro-businesses, and content e-commerce. Taobao, on the other hand, facilitates transactions between strangers without social interaction, leading to a credit rating system that addresses trust and safety issues. Both have created trillion-yuan markets. However, an interesting phenomenon is that one-on-one business relationships often evolve into acquaintances over time. The B2B market is a hybrid, where relationships are crucial. Currently, most B2B platforms focus on transaction flow, but the real opportunity lies in leveraging WeChat's ecosystem to build a super router that connects all supply chain members, enabling seamless communication and transactions without migration costs.
赵波Guangdong Caihua Trading B2B: Achieving Profitable Growth with Annual GMV of 1 Billion RMB
In 2017, New Distribution conducted a survey across 22 major cities in China to systematically assess the coverage, penetration, supply chain capabilities, platform operations, delivery efficiency, and service visits of various FMCG B2B platforms. In Guangdong, local B2B platforms like Caihua Trading stood out alongside national players such as Alibaba Retail Link and Zhongshang Huimin. The author recently visited Caihua Trading's deputy general manager Wu Jinghe in Dongguan to explore its business model and development path.
赵波What Are the Common Core Business Models of the Three B2B Platforms: New High Bridge, No.1 Life, and Caihua Commerce?
From 2017 to 2018, the FMCG B2B sector experienced extreme contrasts: over twenty B2B platforms like Yatang Xiaochao and Dianshang Hulian ceased operations, raising doubts about B2B business logic, while giants like Xintonglu and Ling Shou Tong expanded rapidly, educating and transforming the market. This left distributors wondering if regional B2B still has opportunities. New Distribution visited three representative regional B2B platforms—Changsha New High Bridge, Guangzhou No.1 Life, and Dongguan Caihua Commerce (under Meiyijia)—each with annual GMV over 1 billion yuan, and found their core business models share four common traits that offer strong reference for distributors transitioning to regional B2B.
赵波Is FMCG B2B Really a Winner-Takes-All Game?
Since the second half of 2017, the investment community seems to have a consensus about the FMCG B2B industry: with the entry of giants like JD and Alibaba, this track seems uninvestable, and FMCG B2B will surely be swallowed up by these giants. However, New Distribution believes that at this stage, FMCG B2B is not necessarily a winner-takes-all game, and this track may produce a number of excellent unicorns in the next few years. As for who will win, it will take a long incubation period before the battle situation becomes clear. Today, the author will first share some thoughts from the dimensions of time and space.
赵波JD New Channel Integrates Warehouse and Distribution Resources, Enters Food Service B2B: What Does It Mean?
On March 20, during the糖酒会 (Chengdu Food and Drink Fair), JD New Channel held an unbounded retail industry summit, announcing two major moves: first, building a B2B logistics network with a joint warehouse and distribution system; second, officially entering the food service B2B sector. These initiatives aim to enhance supply chain efficiency and provide comprehensive solutions for small and medium-sized restaurants.
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