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Browse 1976 New Distribution articles about Retail Formats.
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1976 articles · Page 78 of 83
Terminal Visits: Three Steps to Quickly Build Trust with Small Stores!
To build trust with small store owners, salespeople should first make themselves memorable by dressing neatly, avoiding long pitches, and helping out in the store. Then, they should learn about the customer's personnel, products, and customer flow to understand their needs. Finally, they must earn trust through sincerity, professionalism, considering the customer's interests, knowing when to refuse unreasonable requests, keeping promises, and showing loyalty.
New DistributionDeconstructing 'Retail Link': What If Sister Yang Were Jack Ma?
Alibaba's B2B division is aggressively promoting 'City Partners' to sign up small urban shops for its new procurement platform, Retail Link. This initiative could become a breakthrough for Alibaba to expand into offline实体经济, leveraging data, logistics, and financial services to create a vast network of mom-and-pop stores.
杨阳The Midlife Crisis of Retail
The decline in retail has been evident since around 2011, though not initially obvious, but has accelerated in recent years, with some small retailers reaching the end by 2015. Many companies are desperately adding online components like websites, apps, official accounts, and micro-malls, but fail to sustain them. With rapid economic growth over the past 20 years, physical retailers, especially supermarkets and electronics chains, experienced wild growth, becoming regional 'commercial warlords' and going public, but their recent performance has been deteriorating.
New DistributionWant to Increase Your Product's Average Transaction Value in Supermarkets? Then You Must Look at These 14 Charts!
This article is reprinted from KA Internal Reference. Most stores aim to establish a low-price image to attract customers, but how can they do so without resorting to overall low pricing? The goal is to strengthen the price image while ensuring a higher average transaction value and profit margin, subtly increasing customers' shopping basket size. Key points include group purchase items, bulk discounts, volume displays, impulse displays, themed displays, decorative displays, cross-merchandising, and holiday displays.
New DistributionLearning Terminal Management from Wahaha
Terminals are where products are sold and reach consumers, making them a critical battleground for brands. Wahaha's unique terminal management approach, including price difference management, anti-diversion measures, and innovative display strategies, offers valuable lessons for maximizing sales efficiency.
罗宏文Instant Noodles Get an Upgrade, but Who Will Buy a 29.9 Yuan Bowl?
To counter the declining market, instant noodle brands are launching premium products. Uni-President is set to release "Man Han Yan," a high-end instant noodle priced at 29.9 yuan, limited to 6,000 bowls per month. The move reflects a broader industry shift towards premiumization, as seen with Uni-President's success with Tang Daren and competitors like Master Kong also introducing higher-priced offerings.
董芷菲Feature | Why Are Community Stores Suddenly on the Radar of Alibaba and JD?
In October last year, Alibaba launched a pilot of its City Partner program in several cities across Zhejiang, Jiangsu, and Anhui provinces, recruiting city partners to provide community retail stores with supply and delivery services. Around the same time, JD launched a similar business model called New通路 (New Channel), making it the group's top priority project for 2016. Why have these small, often overlooked retail stores suddenly become the primary target for the two internet giants in the new year? At 10 p.m., Ke Lei, who had been out all day, returned home...
张怡Community 001's Comeback with Mengniu Backing Not Viewed Favorably
O2O company Community 001, which faced funding issues and employee protests last year, is reportedly being taken over by Mengniu Group. Industry insiders are skeptical, suggesting it may become a distribution channel rather than an O2O platform.
邵蓝洁Blood, Tears, and the Price of Not Mastering the Retail Game: Dealers Who Don't Learn Deserve No Sympathy
A TV reporter in Northeast China called to ask about a dispute where dozens of suppliers sat outside a foreign-owned hypermarket, protesting unpaid debts and clashing with security. I said the suppliers are pitiful, but the pitiful often have their hateful aspects—because they entered into cooperation with the store without understanding it, and they refuse to learn.
黄静How Far Can the Convenience Store Model, Widely Favored by the Industry, Go in China?
At the end of 2015, the domestic retail industry was optimistic about the development of small formats, especially with China Resources launching Tesco Express convenience stores. However, in early 2016, two news events raised doubts: the departure of China Resources CEO Hong Jie and a People's Daily article about Taiwan's convenience stores facing a 'midlife crisis.' This article analyzes the current state of the convenience store industry in mainland China, arguing that it is still in its infancy with vast market potential, and that the so-called crisis in Taiwan does not apply to the mainland.
New DistributionPan Wenfu: 14 Days with You "Starting a Store from Scratch" - Basic Strategies for Answering Customer Questions
In the communication between sales staff and customers, various questions from customers are often encountered, such as product quality, product usage, price, promotional policies, after-sales service, etc. Even if the sales staff respond quickly, have a positive attitude, and provide comprehensive explanations (at least they think so), the results may not always be good. Some customers are not satisfied with the explanations given by the sales staff, which clearly does not dispel their doubts, and may even lead to other issues. From the perspective of the sales staff, when customers ask questions, they have already responded quickly and actively explained, and the content of the explanations is in accordance with regulations. They have said everything they should say, but if the customer still cannot accept it, then there is nothing they can do.
潘文富What Kind of Salesperson Do Supermarket Buyers Like Most?
Manufacturers and suppliers, especially in FMCG, must deal with supermarkets and hypermarkets. Salespeople need to sell themselves before selling products. Buyers prefer salespeople who are highly trustworthy, professional, well-organized, methodical, and able to build personal rapport.
New Distribution365 Reading Alliance | Pan Wenfu: 14 Days with "Starting a Store from Scratch"
To sign up, reply "读书" to the WeChat official account "365商学院" after clicking the title above. This article introduces the book "Starting a Store from Scratch" and the 14-day reading event led by author Pan Wenfu, covering store operations and personnel management, with free participation and rewards.
周行The Most Successful Mineral Water Packaging: Selling Only Half a Bottle, Yet Sales Increased by 652%
If a bottle of mineral water were sold at full price but only half full, would you still buy it? Most people wouldn't, but Life Water did exactly that, and it became hugely popular, boosting sales by 652%. The company noticed that after meetings, parties, and casual chats, people often waste mineral water they've barely drunk, so it decided to sell half bottles and donate the other half to children in water-scarce regions.
New DistributionSix Nuts Binzhou General Agent Flees, Over 200 Small and Medium Supermarkets Report to Police
Supermarkets in Binzhou are trying to recover over one million yuan in payments for undelivered goods. More than 180 small and medium supermarkets have been affected after the general agent for Six Nuts in Binzhou disappeared with their order payments.
New DistributionTen Details to Note in Street Promotions
As spring arrives, companies begin planning street promotions to directly engage consumers and boost sales. This article offers ten key considerations from the perspective of FMCG food manufacturers, including location, timing, equipment, atmosphere, promoters, information gathering, training and incentives, leadership attention, contingency plans, and avoiding conflicts with existing customers.
李万利Explaining 'Consumption Upgrade' with a Pack of Instant Noodles
The author, Ouyang Butong, founder of Qingdan, compares instant noodles bought in a rural Hebei village shop with those from a Lawson convenience store in Osaka, Japan, to illustrate the concept of 'consumption upgrade'. He argues that upgrading involves not just higher prices but also better quality, more choices, efficient distribution, and helping consumers make decisions.
欧阳不通Supermarket B2B Platforms Are Hot: How Are They Eating Distributors' Lunch?
At JD.com's annual meeting, Liu Qiangdong revealed that in 2016 JD.com would launch a 'New Channel Division' to partner with community stores and supply them directly, bypassing distributors and wholesalers. Similarly, Alibaba's B2B division announced a 'City Partner' plan to provide retail outlets with sourcing, delivery, and financial services, also aiming to capture distributors' market share. Meanwhile, supermarket B2B platforms like Zhanghetian, Huiminwang, 500mi, Yubianli, Aibianli, and Youwuxian have all secured funding, signaling a wave of internet disruption in the distribution sector.
弓东力Understanding Distributors Through the 'Six Types' of Supermarket Merchandising by Salespeople
As living standards rise and the consumer market grows rapidly, competition in the FMCG industry has become intense, and market operations have entered an era of precision. The standard for market excellence has shifted from sales volume alone to terminal performance, including distribution rate, image promotion, pricing system, and terminal display. Especially terminal display, as almost all FMCG manufacturers now recognize that supermarket and terminal store shelves are where products intimately interact with consumers, leading to a vigorous 'enclosure movement.'
刘连喜How to Arrange Products in Convenience Stores to Capture Your Eyes, Heart, and Money?
FamilyMart, 7-Eleven, and Lawson are the three best-performing Japanese convenience store brands in China, with 7-Eleven's rainbow-striped sign being the most counterfeited. Beyond the shoddy storefronts and dim lighting, the odd feeling peaks inside—shelves are either too empty or too messy, lacking what you need and stocking what you'd never buy. In a sluggish retail environment, how can convenience stores attract consumers? This article explores the display logic behind convenience store layouts, based on visits to FamilyMart and 7-Eleven stores and interviews with store managers.
宣海伦B2B E-commerce PK: 'Remove Distributors' or 'Strengthen Distributors'?
The current state of B2B e-commerce: there are over 1,000 platforms nationwide, with 4-5 in each county. Following Alibaba's investment in B2B, JD.com has also entered the field, signaling an impending B2B battle. B2B e-commerce has split into two camps: centralized platforms like JD and Taobao, which aim to remove distributors, and distributed platforms, which are currently popular and center on distributors. These two models are now in direct competition, and the question is which will succeed.
刘春雄Channel Operations in Three-Character Verses
To help channel supervisors quickly get into work and make it easy to remember, Shengchu Consulting has compiled the following key points and methods for various channel operations based on years of experience. The content covers county-level supervisors, distribution channels, supermarket channels, tobacco and liquor stores, catering channels, and group buying channels, with mnemonic verses for each.
盛初团队Thirteen Pricing Techniques for Products
This article outlines thirteen pricing strategies, including same-price selling, price segmentation, premium pricing, low pricing, safe pricing, non-integer pricing, integer pricing, arc-shaped number pricing, tiered pricing, adjustment pricing, habitual pricing, clear pricing, and customer-determined pricing, each illustrated with examples and practical advice.
New DistributionBack to Basics! Supermarket Industry Revenue and Profits Decline, Winter Continues or Winner-Takes-All Pattern Emerges
The winter continues, with supermarket industry revenue and profit declines hard to curb this year, but convenience stores have emerged as a new battleground for major brands. Thanks to mobile O2O, new e-commerce approaches have emerged. Overall, counter-cyclical M&A and resource integration are trends, and with the internet re-evaluating physical retail, a winner-takes-all pattern may emerge.
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