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Post-90s Distributor Achieves 40-Fold Sales Growth in 6 Years, Annual Sales of 80 Million in County Market!
Distribution is essentially a selling business with a relatively simple model, yet many distributors struggle. This article explores how a post-90s distributor, Jia Yongshun, achieved 40-fold sales growth in six years by focusing on internal organization management, including refined KPI assessments and channel cultivation.
周群How a Bottle of "Liangbaikai" Tore Open a Gap in the 200-Billion-Yuan Bottled Water Red Ocean and Sold 2 Billion in 3 Years
Despite the bottled water market being widely considered a red ocean, Jinmailang's "Liangbaikai" (cold boiled water) created a new category of bottled cooked water, achieving 2 billion yuan in sales within three years. This article analyzes the value innovation and channel strategy behind its success, and compares its future prospects with Kangshifu's competing product "He Kaishui".
陈峰How Brand Owners Can Host a Blockbuster Dealer Ordering Conference via Live Streaming
Traditional ordering conferences pose health risks due to large gatherings, while canceling them risks operational continuity. Live streaming, a hot new traffic trend, also holds great potential in the B2B sector. "Live streaming + ordering conference" has become a new model that brand owners are eager to try. A successful ordering conference helps brand owners achieve three goals: 1. Boost sales, 2. Develop new customers, and 3. Strengthen partnerships.
365商学院Kimberly-Clark and New Retail TP Operator Shanghai Maichun Sign 3-Year Exclusive Strategic Cooperation Agreement
On July 16, 2020, Kimberly-Clark (China) and Shanghai Maichun E-commerce Co., Ltd. signed a 3-year exclusive strategic cooperation agreement in Shanghai, deepening their collaboration in B2B and other new retail channels. The partnership aims to achieve a 1 billion yuan sales target over the next three years.
New DistributionJiang Nanchun: Business Has Fundamentally Changed
In 2020, a year full of uncertainties, the pandemic has made already difficult business even harder. Why is marketing becoming increasingly difficult? Why can't good products sell? What opportunities remain for new brands? Jiang Nanchun, founder of Focus Media, offers his insights on these soul-searching questions.
江南春Flood-Hit Merchants in Shexian: 30 Warehouses Submerged, Female Boss Loses 20 Million Yuan
On July 7, 2020, Shexian County in Anhui Province was hit by a once-in-50-years torrential rain, causing severe flooding that submerged 190 enterprises and over 100 individual businesses in the economic development zone, with direct economic losses exceeding 3.5 billion yuan. We visited 10 merchants in the Shexian farmers' market, whose shops and warehouses were flooded, with losses ranging from hundreds of thousands to 20 million yuan.
范培真Can a Newly Launched Chicken Feet Brand Beat Youyou Online? Look at Innovative Brand Wang Xiaolu's 3000% Growth Rate
The 100-billion-yuan leisure braised food track welcomes a new startup? Within one year on Tmall, it defeated many traditional chicken feet giants to become the No.1 in the chicken snack category. How did it do it? According to China Industry Information data, the retail market size of China's leisure braised food industry reached 106.5 billion yuan in 2019, expected to grow to 123.5 billion yuan in 2020, with a compound annual growth rate of 18.0% from 2016 to 2020. Braised products are a unique industry in China, with a history of over a thousand years, but truly rose after the reform and opening up, and are now in a period of rapid growth.
何年How a Distributor of Unilever, Jahwa, SC Johnson and Other Brands Achieved Annual Sales of 150 Million in One City
A distributor in Nanjing, Jiangsu, has grown a small stall into a formal trading company with annual sales of 150 million yuan by leveraging digital management, selecting quality customers, and providing superior service. The company, Nanjing Aiyou Trading Co., Ltd., represents dozens of daily chemical brands and operates 1,000 retail outlets, focusing on efficient distribution and proactive brand collaboration.
周群Why Yakult, a Company That 'Doesn't Strive for Progress,' Sells 7.5 Million Bottles a Day?
Yakult, a Japanese probiotic drink brand, has been selling in China for 55 years with a single product and minimal packaging changes, achieving daily sales of 7.5 million bottles in China. Its success stems from a focused product strategy, innovative 'Yakult Lady' home delivery model, and strong brand loyalty.
翁怡诺PepsiCo Doesn't Rely on Cola, Growth Doesn't Rely on Volume
The company's free cash flow is declining year by year, but its returns to shareholders remain generous. As one of the world's leading food and beverage companies, PepsiCo (PEP.O) is not just about Pepsi-Cola; it also operates snack foods and fast-food restaurants, with well-known brands such as Frito-Lay, Gatorade, Quaker, 7UP, and Tropicana, forming a complementary product portfolio.
市值风云The New White Battlefield: Dairy Growth Goes Beyond Miaokelanduo
Once overlooked, 'nutrition' has become the decisive factor. Consumption upgrading can be considered from two dimensions: concept and quality. In the dairy industry, it mainly means recognizing the health value of dairy products. Objectively, domestic companies have been slow in this regard. To meet the demand of 'letting all Chinese people drink milk,' early operations and marketing focused more on brand building than on better products, gradually deviating from the core value of 'nutrition.' As consumption upgrading accelerates, consumers are shifting from brand focus to product focus, with increasing demands for nutrition.
元气酱Profit is the Only Criterion for Judging an Excellent Distributor!
The core of a distributor's business is first survival and development, ultimately achieving profitability, and profit is the only criterion for measuring whether a distributor is excellent. Nowadays, competition in the FMCG industry is increasingly fierce, and intensified market competition will inevitably lead to higher industry concentration and shrinking average profit margins. The opportunities and space for distributor development are getting smaller, and most distributors are facing difficulties in the market, reduced profits, and even elimination. Competition is eternal, but opportunities also exist. For FMCG distributors to survive and develop in the new industrial environment, they must find profit growth points and enhance profitability.
李锋In 2020, Digitalization Is Becoming the Top Priority for All FMCG Manufacturers
In 2020, had the pandemic not occurred, all industries would have continued along the plans designed the previous year. However, the sudden outbreak made every enterprise realize the 'blind spots' in their business operations. Digitalization, a topic often discussed in recent years, has been mentioned in meetings of every enterprise to varying degrees. Whether it is promoted this year or next, or gradually introduced through a specific project, the timing, importance, and methods differ in each enterprise's operational priorities.
New DistributionBeware! These Misconceptions You May Have When Building a Model Market
In the FMCG industry, the concept of a model market is familiar to many. Many brands have achieved success by building model markets step by step. However, many manufacturers and distributors still take detours, wasting resources and demoralizing sales teams. Based on his experience, the author lists ten common misconceptions in building model markets and offers solutions.
邢仁宝On the Front Line | Using "High Pay" Tactics to Fix Bad Market Areas!
A distributor asks how to handle a market that isn't entirely bad but has areas with vastly different sales, where bad areas suffer from strong competition, high turnover, and difficulty attracting staff. The solution is to use high pay to attract "warriors" to challenge these areas, as demonstrated by a distributor named Wang who achieved high growth through this strategy.
高级研究员 海游From Content Dividends to Livestreaming and Private Domains: How Can Consumer Brands Find Their Next Growth Point?
The disappearance of traffic dividends is perhaps the most heard phrase among consumer brand entrepreneurs this year. From new e-commerce channels like social and private domains to emerging content platforms like Kuaishou, Douyin, and Bilibili, every cognitive gap is being quickly filled. However, the end of major dividends does not mean the end for new brands. On the contrary, the gradual maturity of new channels and content provides brands with more touchpoints to reach consumers, cultivating unprecedented soil for the birth of new brands. In this context, how to use each platform in stages and with strategies becomes key for consumer brands to break through.
曹瑞、黃斯理Mastering Distributor Account Management: The Key to Business Success
Account reconciliation is a major headache for most distributors, often leading to disputes, bad debts, and even lost customers. To solve this, distributors should focus on three core areas: sales operations, finance, and customer management, establishing standardized systems to prevent issues.
李峰How Should Beverage Brands Price 'Smartly'?
Recently, the topic of 'Haidilao's retaliatory price increase' has sparked widespread public debate. However, unlike Haidilao, which raised and then lowered prices, Heytea quietly managed to increase its prices by 2 yuan. The reason lies in market positioning: Haidilao lacks pricing power despite its fame, while Heytea's brand is less replaceable. This article explores the real factors behind beverage pricing, arguing that market factors, not costs, determine prices, and offers strategies for brands to raise prices effectively.
林川12 'Food Stores' in a Wholesale Market, Annual Sales Over 100 Million, 30% Annual Growth: How Did This Distributor Do It?
A distributor who started in a wholesale market has built a chain of 12 snack food stores with annual sales exceeding 100 million yuan and 30% growth, by leveraging product selection expertise, scale advantages, and innovative distribution models.
袁来How to Create a Brand Like Coca-Cola?
Charlie Munger's multi-disciplinary thinking model explains how to build a company like Coca-Cola. In a speech, he outlines a plan to turn a $2 million investment into a $2 trillion company by 2034, using simple math, psychology, and strategic branding.
查理芒格A Digital Revolution in FMCG Distribution Channels Is Underway...
New manufacturing and new consumption have evolved and been reshaped at both ends over the past few years, driven by technology and the internet respectively. However, the transformation of the distribution channel in between has rarely been discussed, despite being crucial for FMCG companies due to low value and high turnover. The efficiency of the channel often determines operational efficiency, yet traditional offline distribution digitization has been slow, facing issues like internal and external disconnection, and requiring a strategic, future-oriented approach rather than patchwork fixes.
道农Distributors: Poor Customer Relations Means No Business Growth!
Recently, many distributors have asked me why sales haven't recovered even after the pandemic. I didn't answer directly but asked how long it had been since they visited the front lines. Most bosses have been away from the front lines for too long, unaware of how well terminal customer relations are maintained—a serious problem. Customer relations aren't built by routine visits and casual words; they require time, understanding, and trust. This process needs not only the efforts of salespeople but also the supervision and support of distributors.
李锋In-Depth Analysis | Frontline City Manager: Cultivating 'Lighthouse' Key Accounts to Win the Battle for Urban High Ground
As the pandemic subsides, foot traffic in hypermarkets is recovering, but sales haven't fully bounced back. However, a closer look reveals that big-store channel sales haven't declined; online-to-home plus offline sales have even grown slightly. This article argues that big stores remain the most important 'lighthouse' channel and marketing high ground in every city, and provides a comprehensive playbook for city managers to plan, execute, and drive growth in these stores, covering both traditional and new (O2O) scenarios.
许翔 Ryan XuHow Has China's 100-Billion-Yuan Ready-to-Drink Tea Market Evolved?
On a weekday noon in May, Shi Wenzheng stood before the chilled shelves at FamilyMart, choosing a drink to pair with her lunchbox. She makes this decision at least three times a week, so familiar with the four shelves that she knows exactly what sits in each spot. She always hopes to spot something new to try, and that day, Nestlé's quietly launched tea drink called 'Cha Cui' quickly caught her eye. Among the four shelves, one entire shelf displayed tea drinks from various companies and brands, but Nestlé's 'Cha Cui' stood out with its bold text design emphasizing real juice, low sugar, tea, and cut fruit imagery, as if it couldn't wait to tell her something.
郭苏妍