TOPIC ARCHIVE
Dealer Operations articles
经销商经营
Browse 3725 New Distribution articles about Dealer Operations.
Published articles
3725 articles · Page 10 of 156
Zhao Bo of New Distribution: Moving Beyond the Wholesale Era, Reconstructing China's Commercial Circulation Industry
Starting from the 'Engel coefficient turning point,' this article examines the transformation of consumer society and its impact on retail and wholesale industries. It analyzes how developed markets have responded to retail restructuring and outlines four paths for China's wholesale sector to evolve from a relationship-based to a system-driven model.
赵波Distributors Need to Rethink Their Channels
Emerging channels such as convenience chains, snack systems, and online platforms are significantly cheaper than traditional supermarkets, eroding sales for traditional distributors. Most distributors complain and worry but take no action. To thrive, they must correctly understand new trends, embrace new opportunities, and focus on key links in the sales chain.
金铭Why Are Distributors 'Losing More the More They Do'?
A recent field survey reveals that many distributors are anxious and tend to seek external solutions, but the key to success lies in 'seeking inward'—consolidating existing business before expanding. Through contrasting stories of two distributors, this article outlines five directions for internal optimization: organization, business processes, warehousing, product mix, and channel focus.
张雨薇"Megabrands × Mega Platforms": In Times of Change, Budweiser China and Distributors Build a Resilient Growth Path
In the first half of 2025, New Distribution visited over a hundred distributors and observed that the distributor community is generally in a state of confusion. In the past, distributors built moats for local distribution networks through deep cultivation of regional markets. But today, channel fragmentation, declining offline store traffic, and low-price competition have brought increasing uncertainty to distributors' businesses. This trend is especially evident in the alcoholic beverage market, where market stratification and demographic segmentation are widening demand differences. In this context, Budweiser China's "Megabrands × Mega Platforms" strategy, which leverages brand power and platform resources to empower distributors, offers a systematic response and a sustainable growth path.
AsherNew Distribution Zhao Bo: The Era of Selling Shelf Space Is Over, Distributors Must Reclaim 'Product Selection Power'
Distributors are caught in a dilemma: hot-selling products yield thin profits, while high-margin new products struggle to move off the shelves. This article analyzes the root causes—role misalignment, information gaps, market involution, and capital occupation—and outlines five future supply chain models and three strategic paths for distributors to regain product selection power and thrive in the new retail landscape.
赵波The Distributor Business That Can't Be Transferred
A second-generation distributor says, "For a business with 60 million in sales, I'd hand it over for 2 million." Many distributors find that despite apparent profits, most money is tied up in warehouse stock. They want to exit but can't find buyers, and lack motivation to continue. This article explores why the distributor business has become so challenging.
何雯The Historical Mission of Distributors Has Changed!
Distributors' businesses are increasingly difficult. Some distributors say, "Goods are placed at terminals but don't sell; after more than a decade, I don't know whether to persist." Even top regional distributors report rising sales but sharply declining profits. From B2b to various e-commerce, from community group buying to hard discount, distributors are the most affected in every industry change. Voices like "de-distributorization, no middlemen to earn the difference" and "90% of distributors will die in the future" are everywhere. But is it really so?
任文青AndyProven Hit: Lay's Honey Butter Flavored Fries Launch Nationwide, Distributors Get Ready to Take Orders!
There are many new snacks, but few truly win over young consumers and let channels reap the rewards. Lay's latest new product—Lay's Honey Butter Flavored Fries—has successfully captured young consumers. With a delicious product, attractive giveaways, and fun interactions, it quickly ignited the market through channel placement and content marketing. Before the nationwide launch, it already showed 'blockbuster' potential: consumers actively buy and share, sales move fast, and stores reorder enthusiastically. Lay's Honey Butter Flavored Fries will launch nationwide on August 1st. Next, it's the critical moment for channel partners to drive sell-through.
AmyThe Era of Retail Shelf-Selling Is Over
In the past two years, retail has undergone dramatic changes: snack stores and wholesale supermarkets have sprung up everywhere, engaging in successive low-price bombardments. Pangdonglai and Sam's Club have popularized 'divine service' and the 'warehouse membership model.' Yonghui and Jiajiayue have loudly advocated 'cutting out middlemen' and 'naked-price direct sourcing.' Aldi and Hema have prompted retail peers to follow suit with 'private labels.' Retail changes come one after another, leaving distributors deeply anxious. A boss who has been an agent for leisure snacks for 15 years told me: 'Some businesses are gone, some are barely surviving, but in the end, inventory still piles up! Payments still come in slowly! We middlemen, squeezed between brand pressure to stock up and terminal slow sales, are about to be dragged down...'
任文青Andy"Hold on for two more years; if it really doesn't make money, I'll close the shop."
A small supermarket owner and his wife are struggling with declining foot traffic and profits, facing competition from convenience stores and snack shops. Distributors are also affected, but some are finding success by deeply integrating with small stores and offering category management and operational support.
何雯The Distribution Business Must Change
Recently, we have intensively visited multiple wholesale markets, reinforcing our earlier perception: the distribution business is becoming increasingly difficult, and this difficulty is structural. Traditional channels are declining, while new retail channels are expanding, squeezing distributors' profit margins. This trend indicates that distributors relying on inertia are being phased out, and they must adapt to the changing retail landscape to survive.
张振宇Zero-Yuan Cola, One-Hour Clearance! In the Fiercely Competitive Instant Retail Market, Should Distributors Jump In?
Recently, 'zero-yuan purchases' and 'one-cent flash sales' have frequently topped search trends, with one platform claiming daily orders exceeding 200 million, nearly 20% of which come from essential FMCG products like rice, flour, oil, beverages, and frozen foods. 'Zero-yuan cola' sold out within an hour of launch, and amid the subsidy frenzy, inventory cleared faster than during the 618 promotion. In the past, instant retail was more of an 'icing on the cake' option for distributors, but now platforms are directly competing for terminal business, eroding the share of offline stores, leaving distributors with no choice but to seriously consider whether to enter this business.
张雨薇The FMCG Industry Has Completely Changed
If one word were to sum up this year's FMCG industry, it would be 'difficult.' Retail channel transformations have come one after another, with intense competition both online and offline, including supermarket overhauls and the aggressive expansion of snack stores. Brand owners are struggling with declining financial reports, having been held hostage by e-commerce in the past and now by new retail. Distributors face even greater hardship, squeezed by upstream and downstream players, and many are being abandoned, with the trend of big fish eating small fish becoming increasingly evident. However, 'difficult' is the current state, behind which lie changes in the underlying survival logic of retailers, the severe weakening of brand owners' market influence, and the need for distributors to redefine their roles.
周群Distributors Need to Not Only Sell Products, but Also Learn to 'Sell Themselves'
In 2025, short videos are rapidly reshaping the traffic logic of business. More and more brands and retailers are using short videos to promote products, showcase stores, and even build personal IPs. However, distributors remain relatively silent, with many still relying on traditional sales paths and failing to connect short videos with their own business. This article explores the external and internal value of short videos for distributors, emphasizing that being 'seen' is itself a competitive advantage in an era of scarce attention and overwhelming choices.
葛畅Price System Collapsed, Even Dogs Despise It!
In frontline research, distributors and terminal stores complain most about the price system, with top brands unable to find buyers due to price inversion. Why is the price system problem so severe now? White liquor marketing expert Niu Enkun says: policy escalation is poison. Overuse of tiered policies affects the price system. Combined with excessive inventory pressure, it leads to channel dumping, accumulating to a critical point and causing channel collapse. Policy escalation is poison, hitting the nail on the head. Scenario Research Institute Secretary-General Fang Gang says: online communication is fine, but chasing volume online is suicide. Short-term online volume chasing has a greater impact on the price system, even being the last straw for price collapse.
刘春雄Brand Owners, Stop Forcing Inventory on Distributors!
The FMCG market's dismal Q2 2024 performance has left many brand owners, especially those unprepared, in a growth dilemma: products aren't moving at the terminal, and sales teams are struggling to meet KPIs, leading to the counterproductive practice of pushing inventory onto distributors. This article analyzes the root causes—a fundamental shift in supply-demand dynamics—and offers both strategic and practical advice for brand owners to navigate the shrinking market, emphasizing product innovation, channel adaptation, and avoiding extreme inventory pressure.
张振宇One Person, 30 Days, 10 Million in Sales: A New Wave of FMCG Distributors Flock to a Lucrative New Track
Distributors are struggling in a shrinking market, with traditional channels squeezed and online ventures often losing money. However, some are finding success on Dewu, a platform with low entry barriers, low customer acquisition costs, and low return rates, where one operator can achieve over 10 million in monthly GMV.
张博The Unchanging Distributor Is Being Eliminated
Distributors are facing a market that no longer feels directional, as traditional channels shrink and new ones rise. The old model of moving goods from brands to stores is failing, and distributors must adapt by mastering new channels, data-driven product selection, and agile supply chains to survive.
何雯The Ten Commandments of Opening Stores—Dealer Store Success Rate Below 10%
Before sharing, let me introduce my situation. Tangshan Yihe Service Provider was founded in 2011. Before starting the business, I worked as a factory manager at Yili Dairy, then started a dairy distribution business covering local supermarkets and small stores in Tangshan. In 2019, I began exploring a local B2B supply chain platform, now covering 4,000+ stores with 6,000 SKUs. In 2021, I extended based on the B2B supply chain to open discount retail stores, and now I have opened 32 community discount supermarkets. Invited by Yuan Lai from New Distribution...
于秀伟In the Future, Only These 3 Types of Distributors Will Survive!
As the retail landscape undergoes drastic changes, distributors must transform into operators. The future belongs to three business models: regional category operators, retail channel operators, and B2b platform operators. This article explains these models and urges distributors to adapt strategically.
袁来New Demand Forces Dealer Transformation: Where Is the Future Path?
The 7th China FMCG Conference, themed 'New Demand, New Supply', will be held in Shanghai from August 19-21, 2025. As old demands based on survival and safety shrink, new demands for happiness, individuality, social interaction, and values are booming, driving a revolution in the supply system. The conference will gather key players in the FMCG industry chain to discuss the essence, direction, and solutions for industry transformation.
New DistributionIn the FMCG Industry, the Answers to Market Problems Are on the Frontline
A beer distributor with over 20 years of experience shared his journey, emphasizing that market opportunities and solutions are found on the frontline. By staying close to the market, he successfully launched a new product, but later lost momentum after delegating to managers. The article argues that true insights come from direct market engagement, citing examples like Wahaha and Feihe, and concludes that adapting to new cycles requires rebuilding frontline connections.
金名Which Growth Path Fits an FMCG Distributor?
Regional B2B, category management, retail operations, and instant-retail supply each require different capabilities. The right choice begins with a distributor's local advantages.
New DistributionDistributors Lose Their Sense of Direction
Distributors are losing their sense of direction as traditional methods fail and new paths remain unclear. The shift from inertial to capability-driven operations is essential for survival and growth.
周群