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Articles by 高松
Browse 10 New Distribution articles by 高松.
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The "Iron Triangle" of FMCG Channels: Distributors, Frontline Sales, and Product Specialists Form Small Teams to Fight on the Front Lines
Amid China's economic slowdown, fragmented consumer demand, e-commerce disruption, and squeeze competition, traditional FMCG channel models are under pressure. In response, New Distribution, with Professor Gao Song from East China University of Science and Technology, launched the 'Gao Song: Channel Empowerment' column to explore new channel models, strategies, and methods. This ninth installment focuses on building frontline team combat mechanisms for FMCG manufacturers, drawing on Huawei's Iron Triangle model adapted for consumer goods.
高松City Manager Chases KPIs, Distributor Chases Profit: How to Reconcile?
Amid China's economic slowdown, fragmented consumer demand, e-commerce impact, and squeeze competition, the traditional channel model in the FMCG industry is under pressure, with sales hitting bottlenecks. Against this backdrop, New Distribution, in collaboration with Professor Gao Song from East China University of Science and Technology Business School, launches the 'Gao Song: Channel Empowerment' column to explore new channel models, strategies, and methods for FMCG manufacturers and distributors in the new era. (This is the eighth in the series.) The essence of channel transformation for empowering marketing organizations in FMCG is downward delegation, fighting a war commanded by squad leaders.
高松Transforming Manufacturer-Dealer Cooperation from 'Control' to 'Empowerment': Three Key Levers—Product Upgrade, Competitive Benchmarking, and Organizational Activation
Amid China's economic slowdown, fragmented consumer demand, e-commerce impact, and squeeze competition, traditional FMCG channel models are under pressure, with sales hitting bottlenecks. In response, New Distribution, in collaboration with Professor Gao Song from East China University of Science and Technology, launched the 'Gao Song: Channel Empowerment' column to explore new channel models, strategies, and methods. This article, the seventh in the series, details how a dealer achieved remarkable results by shifting from control to empowerment, focusing on product upgrade, competitive benchmarking, and organizational activation.
高松Manufacturer Regional Manager's KPI ≠ Distributor's Business Goals?
Amid China's economic slowdown, fragmented consumer demand, e-commerce impact, and squeeze competition, the traditional channel model in FMCG is under pressure, with sales hitting bottlenecks. New Distribution, in collaboration with Professor Gao Song from East China University of Science and Technology, launches the 'Gao Song: Channel Empowerment' column to explore new channel models, strategies, and methods. Manufacturers and distributors are like a loving and fighting couple, sharing common interests yet conflicting, leading to inefficiency and high costs in the traditional channel value chain.
高松The Key to Channel Transformation Is Distributors: If Distributors Don't Make Money and Cooperation Is Low, Everything Is Empty Talk!
Amid China's economic slowdown, fragmented consumer demand, the impact of online e-commerce, and a squeeze-style competitive market, the traditional channel model in the FMCG industry is under pressure, with sales generally hitting bottlenecks. Against this backdrop, New Distribution, in collaboration with Professor Gao Song from the Business School of East China University of Science and Technology, launched the 'Gao Song · Channel Empowerment' column to explore new channel models, strategies, and methods for FMCG manufacturers and distributors in the new era. As market demand changes and competition intensifies, FMCG brand owners are generally facing growth bottlenecks.
高松Redefining the "Distributor": The Brand's Marketing Frontline, the Terminal's Business Advisor, and the Consumer's Category Expert
Amid China's economic slowdown, fragmented consumer demand, the impact of online e-commerce, and intense market competition, the traditional channel model in the FMCG industry is under pressure, with sales generally hitting bottlenecks. Against this backdrop, New Distribution, in collaboration with Professor Gao Song from the Business School of East China University of Science and Technology, launches the "Gao Song: Channel Empowerment" column to explore new channel models, strategies, and methods for FMCG manufacturers and distributors in the new era. Facing the drastic impacts of online sales, channel digitalization, and socialized warehousing and distribution, the traditional business model of distributors is unsustainable. What is the future direction of transformation, and what role should distributors play in the future channel ecosystem?
高松Transformation: The "Front, Middle, Back" Three-Tier Model for FMCG Manufacturers, Let Frontline Sales Call for Headquarters' "Fire Support"!
Amid China's economic slowdown, fragmented consumer demand, the impact of online e-commerce, and a market entering squeeze competition, the traditional channel model of the FMCG industry is under assault, with sales generally hitting bottlenecks. Against this backdrop, New Distribution, in collaboration with Professor Gao Song from the Business School of East China University of Science and Technology, launches the "Gao Song: Channel Empowerment" column to explore new channel models, strategies, and methods for FMCG manufacturers and distributors in the new era. Facing economic downturn and intensifying competition, most brand owners are stuck in a growth bottleneck. How to create a new growth engine through marketing organization and channel model transformation and innovation is undoubtedly a key concern for all leading brand owners.
高松Refusing to 'Surrender': When Will Manufacturers and B2B Platforms 'Cease Fire'?
Amid China's economic slowdown, fragmented consumer demand, the impact of online e-commerce, and a market entering squeeze-style competition, the traditional channel model in the FMCG industry is under assault, with sales generally hitting bottlenecks. Against this backdrop, New Distribution, in collaboration with Professor Gao Song from the Business School of East China University of Science and Technology, launches the 'Gao Song: Channel Empowerment' column to explore new models, strategies, and methods for manufacturer and distributor channels in the new era. What does the future of FMCG channel evolution truly look like? As the B2B platform revolution cools, this question weighs on brand owners and distributors alike.
高松Distributor Lao Zhang's Worries, Marketing Director Lao Cao's Pain: What's Wrong with the Traditional Channel Model?
To vividly illustrate the problems in the current FMCG industry's channel model, this article creates two characters—distributor Lao Zhang and marketing director Lao Cao—to reveal the drawbacks of current channels through their pains and worries, and on this basis, outlines the direction of future channel transformation.
高松Re-empowering Distributors: Brand Channel Transformation through Full Authorization and Small-Team Operations
Amid China's economic slowdown, market fragmentation, and e-commerce impact, FMCG companies face challenges in traditional channels and sales bottlenecks. This article explores how to innovate marketing organization and channel collaboration, break organizational boundaries, and create an enabling integrated marketing channel, using Yihai Kerry's marketing empowerment organizational transformation as a case study.
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