TOPIC ARCHIVE
Management & Methods articles
管理/团队/方法论
Browse 3961 New Distribution articles about Management & Methods.
Published articles
3961 articles · Page 61 of 166
Eleven Management Mistakes Distributors Should Avoid!
Having served many trading companies annually and observed various issues, I've compiled common management mistakes in trading companies, hoping you won't repeat them. First: bosses often blame employees for business failures, but success and responsibility belong to the boss.
曹庆兵Off-Season Not Dull | Bottled Water: A Guide to Navigating the Off-Season Market
In October, as bottled water enters its off-season, many water companies' sales staff struggle to meet annual targets with limited budgets. Common tactics like using distributor rebates or threatening distribution rights to force stockpiling lead to unsold inventory and brand damage. This article explores how to achieve performance goals without such consequences by focusing on product structure and channel characteristics, emphasizing that there is only one bottleneck to overcome for growth.
海游Profile | Wang Xia, "Second Sister" of Xinjiang: From Budweiser to RELX, How Pioneer Trading Upholds the "Pioneer" Banner?
If Second Sister didn't say it, no one would guess her age. In her sixties, she still looks young and energetic. It's hard to imagine how she maintains her entrepreneurial passion after 20 years in distribution. Her real name is Wang Xia, but few call her that. Everyone calls her "Second Sister." Her business partner is Zhang Bo, 14 years younger, from a family with long-standing ties to hers. They've known each other since childhood, and since she's the second child, Zhang Bo has always called her Second Sister, and everyone followed suit. She likes the name because it feels close.
澄韵What to Do in the Golden Sales Season?
Manufacturers must strategically leverage the peak sales season to boost sales and profits. Key actions include optimizing product structure, launching new products, integrating distributors, improving network layout, innovating promotions, building channel barriers, strengthening teams, and enhancing brand reputation, while also paying attention to market trends, competitors, coordination, and avoiding pitfalls like cross-regional selling.
崔自三A Decade in FMCG: From Boom to Bust
From a novice to a veteran in the FMCG industry, the author reflects on the turbulent decade from 2009 to 2019, witnessing the industry's rise and fall, from the golden era of in-store promotions to the disruptive impact of e-commerce and O2O, and the eventual decline of traditional retail.
田野Managing Warehousing and Logistics: How Can Cross-Border E-Commerce Be Efficient?
Cross-border e-commerce has become increasingly popular among consumers. For platforms and related enterprises, cross-border e-commerce logistics involves multiple links, long lead times, and high costs, making supply chain management a bottleneck that must be overcome. How can cross-border e-commerce enterprises efficiently manage warehousing and logistics? As a pilot city for cross-border e-commerce, Pingtan in Fujian has successively launched bonded import and direct purchase import businesses in recent years, attracting a large number of upstream and downstream enterprises in the industry chain. As of now, Pingtan has over 90 e-commerce enterprises, with an increasingly prominent industrial clustering effect. In the first half of 2019, the value of goods entering the bonded import zone for cross-border e-commerce in Pingtan Comprehensive Experimental Area exceeded 300 million yuan, a year-on-year increase of 64%, while the value of goods leaving the zone exceeded 420 million yuan; international express parcels totaled 1.67 million items, up 90.6% year-on-year, with a value of approximately 450 million yuan, up 154% year-on-year.
New Distribution5 Salespeople, 280+ Stores, Annual Sales of 70 Million: How Did He Crack the Tourism Special Channel?
A Chongqing-based distributor specializing in the tourism special channel grew sales from zero to 70 million yuan in three years, with projections to exceed 100 million in 2020. His success hinges on unique approaches to customer relationship maintenance, product selection, display, and team management.
李青林Don't Let 'Packaging' Hold Back Your Market!
Packaging is the communication path between a product and consumers; any commercial product packaging design that ignores business thinking is irresponsible. Packaging is an integral part of turning a product into a commodity, and its primary task is to achieve the company's strategic sales goals through creative, appropriate commercial design, not just aesthetic appeal.
张宇征“涨芝士啦” Holds 61% Market Share, Aims to Sell 1.1 Billion This Year: How Junlebao Built a Billion-Yuan Product in Two Years
According to a report by Ries, Junlebao squeezed out Guangming in the first half of the year to become one of the top three mass-market yogurt brands alongside Mengniu and Yili. Despite declines at Yili and Guangming, Junlebao maintained double-digit growth. This article reveals how Junlebao transformed from a milk powder crisis to create the billion-yuan product "涨芝士啦" (Cheese Surprise).
New DistributionIn-depth Review | Revenue Growth of 10 Billion in 5 Years, 10 Times Faster Than Industry! How Did Junlebao Achieve Its Rise?
Since its founding 24 years ago, Junlebao has grown from a little-known local dairy company to a national dairy enterprise with annual sales exceeding 10 billion yuan, ranking fourth in China's dairy industry. In its main businesses, milk powder and low-temperature yogurt, Junlebao has become the growth champion in both categories. In 2018, despite the overall dairy industry growth rate of only 3%, Junlebao's annual sales increased by 28% year-on-year, leading the industry for several consecutive years.
FBIFHeavyweight | Will Cheese, Which Mengniu and Yili Are Betting On, Be the Next 100-Billion-Yuan Market?
Cheese is becoming the next growth point for dairy companies. Mengniu and Yili have both increased their focus on the cheese market and established independent cheese business divisions. With Mengniu appointing a seasoned executive to lead its cheese division, the potential of this category is clear.
刘云250 Million People Suffer Hair Loss! Black Mystery – A New Entrepreneurship Opportunity for Small-Town Youth in 2019!
In September, a small shop in Jingzhou attracted long queues for its hair loss and gray hair solutions. Lu Zhen, a passerby, discovered it was a Black Mystery store, which led her to consider opening one in her hometown. The article highlights the rise of small-town youth and Black Mystery's innovative management model, positioning it as a promising business opportunity.
New DistributionMulti-Consumption Scenarios: How Brand Owners Collaborate with Distributors for One-Warehouse Delivery in Urban Logistics
As professional division of labor deepens, many brand owners have outsourced logistics to third-party companies, but most distributors still handle both sales and logistics. This article explores whether distributors should also outsource logistics or become third-party logistics providers themselves, based on Best Supply Chain's insights into urban-level logistics delivery trends under multiple consumption scenarios.
New DistributionCommission-Based Pay: Is It a Good Approach?
Private enterprises often say: "Heroes are judged by performance, and those who collect more payments naturally earn more commission." However, performance is merely the "effect"; few consider the "cause" that ensures performance. As a senior marketing executive in the FMCG industry, I have long pondered why successful and enduring companies seem to avoid commission-based pay, especially Western firms. Just as the Chinese national football team's failures stem from lack of skill, not insufficient rewards, businesses must focus on building capabilities rather than solely rewarding outcomes.
邱晓华In H1 2019, How Did Other Condiment Companies Fare Besides Haitian?
In the first half of 2019, China's condiment industry continued its rapid growth. Among listed companies, Haitian Weiye led in both revenue and net profit, while Yihai International saw the highest revenue growth. Challenges included slowing growth for some and losses for others, with overall industry trends pointing towards transformation and upgrading.
综合整理Distributors Struggle with Unpaid Invoices, Shop Owners Have Their Own Woes—This Tool Solves It All
In early September, as the Mid-Autumn Festival and National Day approach, distributor Lao Zhang in Nanjing faces the common industry problem of difficult debt collection, with half of his stores failing to pay on time. A new financial product, Wenli-Shanghu Dai, launched in Jiangsu, offers a solution by providing quick credit and settlement for distributor-store transactions, easing cash flow pressures for both parties.
New DistributionExpensive, Late, Expired, Unsold: Where Does Alibaba Retail Link's Confidence Come From?
As the head of Retail Link, the leading FMCG B2B platform, Lin Xiaohai shares his views on industry development, the platform's progress after three years, and its relationships with brand owners, distributors, and competitors. At the August 28 press conference in Hangzhou, Lin detailed the company's strategic shifts, service commitments, and digital initiatives aimed at empowering small retailers.
创新零售社1 Yuan, 2 Yuan, 3 Yuan: Which Bottled Water Category Is Heading Toward 10 Billion in Sales?
On the 27th, Ries Consulting released the 'Bottled Water Industry Analysis and Outlook Report', predicting that sparkling mineral water, with 2018 sales of 300 million yuan, could reach 10 billion yuan in five years. According to Euromonitor data, China's bottled water market grew from 31.6 billion liters in 2014 to 43.4 billion liters in 2018, an average annual growth rate of 8%, with sales volume approaching half of the entire soft drink market. Sales revenue increased from 114.5 billion yuan in 2014 to 174.3 billion yuan in 2018, accounting for 30% of the soft drink market. The current market structure is evolving from a pyramid to a spindle shape.
姜煜Former Alibaba CEO Wei Zhe: Rewards and Punishments Must Be Clear, Use Heavy Penalties in Troubled Times
Management is definitely a science, and the core of management science is based on understanding human nature. Many people ask, after being with Ma Yun for so many years, what is Ma Yun's greatest strength? First, human nature. Second, the essence of business. Third, a feel for the internet. From historical military reforms to organizational change, Alibaba's biggest product is its ability to produce cadres.
卫哲How Should the FMCG Industry Navigate the 'F2B2b2c Online' Path?
The following is the speech delivered by Mr. Zhou Bin, co-founder and COO of Renwoxing Technology, at the 'FMCG2019·China FMCG Conference' hosted by New Distribution, organized and published for readers. He discusses the digital transformation of the FMCG industry, emphasizing the importance of online business operations, data-driven decision-making, and the integration of online and offline channels for brand owners and distributors.
周斌Uni-President Doesn't Assess Sales, Yet Sales Still Grow
I've been struggling to find a word to describe Uni-President's marketing state in recent years, and a few days ago I suddenly thought of one: Buddhist-style Uni-President. Look, Uni-President's chairman says to 'be yourself.' Look, Uni-President doesn't assess sales, yet sales still grow. Look, Uni-President, once seen as one of the instant noodle giants, now says it wants to make 'life noodles' and lets instant noodles 'go as they may.' Look, Uni-President has had no major marketing moves in recent years, but the industry pays more attention to it. Look, Uni-President's Assam tea, seemingly without any big moves, has become its top product with about 70% market share.
刘春雄Yili, Mengniu, Dali, Master Kong, Haitian... Who Earned the Most in the First Half of the Year?
In the first half of 2019, Yili reported a net profit of 3.798 billion yuan, while Mengniu earned 2.077 billion yuan. Other notable performers included Dali with 2.07 billion yuan, Master Kong with 1.503 billion yuan, and Haitian with 2.75 billion yuan.
New DistributionWang Sai | Five Growth Lines: The Reconstruction and Upgrade of Marketing Strategy
The following is the speech delivered by Wang Sai, CEO market consultant, author of "Five Growth Lines", and partner of Kotler Consulting (KMG), at the "FMCG2019·China FMCG Conference" hosted by New Distribution. The content has been organized and published for readers. Today's forum session is on "Upgrading Marketing Theory", and my topic is "Five Growth Lines", which is also the title of my book that has been very popular and influential in the industry this year. It is a methodology I use to help companies design market-oriented strategies. Current strategies are often too macro and self-serving, while marketing is too micro; the integration of the two into a "market growth strategy" is what CEOs need, and this is also the reason for the rise of CGOs.
王赛A Big Ship Can Turn: The Food Safety and Science Popularization Dream Behind Master Kong's Steady Growth in the First Half of the Year
Recently, an article titled "I Work in Food at a Fortune 500 Company, and I Was Cheated by a Short Video App Selling Roasted Shrimp" went viral on social media. The author, a user of a short video app who works in food at a Fortune 500 company, bought a pack of "quality-assured" roasted shrimp on the platform, only to find the shrimp meat was dry, tasteless, and had no production date or manufacturer information printed on the package. This sparked widespread public outcry and discussion about the lack of quality assurance in live-stream e-commerce.
快消君