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Articles by 杜建芳
Browse 5 New Distribution articles by 杜建芳.
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To Distributors: The Distribution Rights You Hold Are Granted by Manufacturers, and This Will Soon Be a Thing of the Past!
FMCG B2B emerged in 2014, but by 2018, many FMCG B2B ventures had already failed. Consequently, some industry insiders began to dismiss FMCG B2B as a false business logic, even predicting it would be as short-lived as the 'group buying' and 'O2O' trends of a few years ago. But is that really the case? In my view, for FMCG, the transformation brought by B2B is just beginning. It is a T2B2C revolution driven by technology. As more participants join, every node in the FMCG supply chain will be connected, assigned more specific and clear missions and values, and together build an ecosystem, becoming a community that co-creates a digital ecosystem.
杜建芳The Decline of the Distribution Industry: Old Soldiers Never Die, They Just Fade Away!
The 2018 China FMCG City Distribution Logistics Conference, hosted by New Distribution, will be held in Changsha on October 23-24. Industry experts have sent their blessings via video. The article discusses the rise and challenges of FMCG B2B, arguing that the revolution is just beginning and that distributors must transform or face extinction.
杜建芳Can Shared Sales Representatives Replace Distributor Sales Reps as a Tool for Brands to Achieve Deep Distribution?
Since 2014, almost all FMCG B2B matching platforms have entered the market with shared sales as a key strategy, but most have not performed well, with few success stories. The reasons for failure are simple: either they directly conflict with frontline brand sales reps, making it nearly impossible to replace them, or they target non-first-tier brands or distributors, leading to conflicts with regional distributor sales reps and ultimately burning money on traffic.
杜建芳In Bypassing Distributors to Directly Supply Retailers, Alibaba and JD.com May Both Be Wrong!
With the rise of B2B platforms, various entry points have emerged, but the best approach is to focus on distributors, empowering them to transform into local service providers, integrating online and offline operations, and serving both brands and retail outlets efficiently.
杜建芳“No Middlemen to Earn the Difference” Is Indeed a Lie, but the Good Old Days for Distributors Are Gone Forever!
The transformation of traditional distributors is not a new topic, having been explored for over a decade. With the rise of B2B platforms since 2014, the internet has injected new vitality into this old issue. The article analyzes what disintermediation in the FMCG industry removes and what it retains, and suggests directions for traditional distributors to transform.
杜建芳