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Articles by 张振宇
Browse 28 New Distribution articles by 张振宇.
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The Retail Game Has Changed, and Distributors Are the Most Hurt
The retail landscape is undergoing a major transformation, with snack discount stores expanding rapidly and discount supermarkets emerging. Traditional retailers are seeking transformation, while new retailers are rewriting the rules. Distributors, as key players in the circulation chain, are the most affected, facing declining profits and uncertain futures. This article provides insights for distributors to navigate these changes.
张振宇Brand Owners, Stop Forcing Inventory on Distributors!
The FMCG market's dismal Q2 2024 performance has left many unprepared brand owners, including major ones, in a growth dilemma: products aren't moving at the terminal, sales teams are exhausted, and to meet KPIs, they're forcing inventory on distributors. This only worsens the situation, as distributors already struggle with retail discounting, leading to a vicious cycle that ultimately reduces revenue. The article argues that in a shrinking market, brand owners must adapt to new retail realities, focus on product innovation, and avoid extreme inventory pressure to survive.
张振宇In the Next 3-5 Years, Three Mountains Will Crush a Large Number of Distributors, Even More Than 50%
This is the best of times, and the worst of times. — Dickens. The entire FMCG industry is in extreme pain, but the darkest hour has not yet arrived! It is no exaggeration to say that with the deep advancement of retail discounting, in the next 3-5 years, three mountains will continue to crush a large number of distributors, with the proportion even exceeding 50%. What are the three mountains? 1. Large discount systems cooperate directly with manufacturers, bypassing distributors (at most retaining the distributor's credit function), depriving them of business; 2. Traditional retail systems themselves suffer severe sales declines, poor sell-through, and increasingly severe payment delays for distributors, as well as compressed business space due to price-matching discount systems; 3. Brand owners, driven by growth anxiety, continue to push inventory onto distributors, but terminal sell-through cannot be improved, leaving a pile of short-dated inventory to handle.
张振宇The Hard Discount Supermarket That Can't Get Hard
The boom of snack hard discount in 2023 has broadly educated the market about the hard discount concept, leading many to expect a similar explosion in hard discount supermarkets. However, as a consumer investor who entered the field in 2022, I can confidently say that hard discount supermarkets will not see significant improvement in the next two years. This article delves into the reasons, covering the global prosperity of hard discount supermarkets, the current state in China, the obstacles they face, and their future development.
张振宇