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The Essential Daily Management Course for Distributor Owners
When it comes to management, the most important aspect is managing people. A company is made up of individuals, each with their own unique thoughts, so regardless of company size, managing people is an unavoidable required course. This article covers recruitment, managing the post-80s and post-90s generations, retaining key employees, selecting middle managers, and promoting department heads from within.
New DistributionJiangzhong Needs Urgent 'Digestion': Distributors' Inventory Piles Up
More and more companies are crossing into the beverage industry, but Evergrande's Biying has halted production, and Jiangzhong's beverage inventory remains unresolved. In an industry where even Master Kong struggles, these outsiders should stay out. Jiangzhong urgently needs to 'digest' its problems.
淮纯菊Under the New Normal, Traditional Marketing Fails! What Drives Product Movement to Thaw the Freeze?
As the FMCG industry evolves and the information age arrives, product movement has become the primary factor determining the rise or fall of the entire FMCG supply chain. Enterprises, distributors, and retailers must all focus their efforts on driving product movement, with enterprises bearing the greatest responsibility as the industry's leading force. This industry-wide examination led by product movement poses a significant challenge to FMCG manufacturers and distributors, while also prompting a collective reflection on traditional marketing thinking.
张宇Salespeople Are Degrading, 99 Out of 100 Distributors Feel the Same!
As a distributor, dealing with manufacturers' salespeople is inevitable. Since 1992, the author has encountered over a thousand such salespeople. Overall, the capability and quality of manufacturers' salespeople have been on a declining trend over the past two decades, a sentiment shared by many distributor peers. This article contrasts the characteristics of salespeople from ten years ago with those of today, analyzes the reasons for the decline, and suggests that the root cause lies with the manufacturers' bosses.
潘文富Facing B2B Platforms, Distributors, What You Really Need to Cultivate Is: 'The Nine Yang Manual'
This article discusses the challenges and opportunities for FMCG distributors in the context of B2B platforms. It argues that distributors should focus on improving their own management and operations rather than just joining platforms, and provides practical advice on cost reduction, role transformation, and strategic mindset.
赵波2016 Is Tough: How Can Distributors Turn Crisis into Opportunity and Transform Themselves?
Amid an economic downturn, a distributor expressed his anxiety: "Now even in some townships, there are big-box stores, and there are logistics distributors without physical stores that take orders by phone or online, with only warehouses and delivery. This has a big impact on traditional brick-and-mortar distributors. What should we do?" Making money is hard, and they are eager to change but unclear about the future. These are indeed challenges, but every problem has a solution. Recognizing the current crisis is the first step to resolving it.
New DistributionImproper Shipping, Improper Delivery, Overstocking, and Failure to Follow FIFO at Retail: How Can Distributors Reduce Excess Near-Expiry Products?
The article discusses the causes and solutions for near-expiry products at the distributor and retail levels. It emphasizes proactive prevention, proper inventory management, and handling issues without burdening the company, while warning against altering production dates.
New DistributionWhat to Do When a Second-Tier Distributor Engages in Cross-Sourcing and Price Undercutting?
A distributor is the contracted first-tier general distributor for a manufacturer, buying juice at 38.5 yuan per case. A nearby wholesaler, without any contract, sources products from outside and undercuts prices, disrupting market order. If the "illegal" wholesaler's price is lower than the general distributor's, what should be done? 1. Fight fire with fire, targeting the pain point: If you find a wholesaler undercutting your product's price, go directly to negotiate. Is it useful? If the distributor is very powerful locally, it might help to bring the wholesaler to the table, because regardless of legal or illegal means, the distributor can "intimidate" the wholesaler to some extent.
魏庆老师The 7 Tricks Distributors Use to Bargain with Sales Reps, and the 17 Ways to Counter Them
Distributors often use seven bargaining tactics to pressure sales reps into lowering prices, such as claiming prices are too high, asking for further discounts after a deal, demanding freebies, requesting credit, and more. To counter these, sales reps should follow 20 principles, including never making concessions without conditions, never revealing their bottom line, and always trading concessions for something in return.
张宇How Should Distributors View B2B: Friend or Foe?
In 2016, with JD.com formally establishing its New Channel Division and Taobao launching its Rural Taobao project, various FMCG B2B platforms emerged like mushrooms after rain. So, are traditional FMCG distributors facing 'disintermediation'? Where is our way out? Most e-commerce companies entering the FMCG distribution market view distributors as sponges to be squeezed for profit, while we are filled with bitterness. Business is getting harder, and under the fourfold pressure from manufacturers, supermarkets, retail terminals, and B2B platforms, the space for us to operate is shrinking. Is it the B2B platforms that have taken away our livelihood? Is that really the case?
张文杰What Misconceptions Should Be Avoided in Market Operations?
Lao Zhou, a distributor I've known for eight years, recently lamented that the market is hard to operate and tiring without profit. Instead of giving specific solutions, I shared my understanding of common pitfalls distributors face in market operations, which apparently changed his approach and improved his business.
柏建新When Distributors Treat Brands as Spare Tires, How Can the Spare Tire Become the Primary?
Distributors understand the principle that the customer can bully the supplier. Having a single dominant brand or staking everything on one brand is not good news for experienced distributors. Therefore, in their ideal scenario, distributors need a 'whetstone' brand to keep the primary brand in check without letting the secondary brand take over. This is a common challenge in distributor management: the industry's second-largest brand often struggles against the leader while sharing the same distributor.
黄润霖Why Distributors Are a "Ticket" That Can Be "Torn Up" at Any Time
Distributors often accuse manufacturers of "burning bridges after crossing the river," but after over 20 years in marketing, the author has never seen a manufacturer that doesn't do this. Distributors are like movie tickets—useful before entering, but torn up and discarded afterward. As manufacturers refine their markets, distributors' territories shrink, and they must adapt by specializing, improving efficiency, or finding new opportunities to remain indispensable.
魏庆老师22 Analytical Reports for Distributors to Boost Team Performance with Data Management
Many distributors have adopted sales management software for terminal sales, primarily for convenience and oversight, but the data generated during operations is a valuable asset. This article outlines 22 key analytical reports that distributors can use to track sales targets, monitor anomalies, supervise project execution, and apply pressure through data, ultimately enabling informed decision-making and improved team performance.
赵波Original Submission | With B2B Arriving, What Changes and What Stays for Salespeople
Just after the New Year's Day holiday, JD.com's 'New Channel Business Unit' targeting end terminals made salespeople in traditional enterprises, who spend their days among distributors, sense the danger of losing their jobs. Those who relied on the 'opening points, pushing inventory, collecting payments' approach began cursing e-commerce platforms for the first time. Shortly after the release of the 2015 semi-annual financial reports, affected by the overall economic environment, layoffs at major tech companies were frequent: Tesla cut 200 jobs, Lenovo laid off 3,200 non-production employees...
黄润霖Why Distributors Are Again Facing 'Overall Confusion and Collective Helplessness'
Distributors are experiencing overall confusion: the larger the scale, the stronger the brand, or the more corporate the operation, the less profit they make. This is due to industry stagnation, manufacturer pressure, corporate management difficulties, and e-commerce disruption. Solutions include product upgrades, platform-based operations, and integrating with B2B e-commerce.
刘春雄Mengniu's First Annual Revenue Decline in 3 Years: Why Did It Fall Out of the 50 Billion Club?
Mengniu's annual revenue declined for the first time in three years in 2015, dropping below 50 billion yuan, while rival Yili is expected to exceed 60 billion. The decline is attributed to external factors like raw milk price fluctuations and competition, as well as internal issues such as channel reform and underperforming奶粉 business.
New DistributionNew Distribution CEO: Only Two Unicorns in FMCG B2B in the Next Five Years
New Distribution B2B is the first FMCG B2B e-commerce platform in China, adopting a business model of e-commerce platform + logistics distribution + convenience store franchising. It moves traditional wholesale markets online, centralizes all FMCG categories in logistics centers, and cooperates directly with first-tier distributors and manufacturers, solving problems such as lack of delivery services in traditional wholesale markets and incomplete categories, opaque pricing, and slow after-sales service in traditional distribution. It provides value-added services like store location, layout design, product display, opening planning, and operational guidance. The platform has over 50,000 registered users and four logistics bases in Hunan and Guangdong, with over 4,800 franchised convenience stores.
唐光亮Distributors: Why Do Your Top Salespeople Keep Jumping Ship?
Distributor companies are sales-oriented, making sales staff the backbone. High turnover directly impacts performance and can even cause overall decline. This article explores why distributors struggle to retain sales elites, citing inadequate pay, lack of emotional support, and unclear career paths as key reasons.
周风波If You Haven't Developed New Markets, Don't Tell Me You've Done Sales
Salespeople who have never developed new markets or new brands are not complete sales representatives. Just as a man who has never stood outside a delivery room or received a child from a midwife doesn't know the source of life, you won't understand the origins of sorrow and joy. Many, from novices to veterans, have suffered losses in new market development. Some wander for months without finding a distributor's door; others make careless mistakes. Salespeople often have no choice in market assignment, and they must quickly assess whether their new territory is a trap or a treasure.
黄润霖FMCG B2B Arrives: Are Salespeople Going to Lose Their Jobs?
In 2016, internet giants like JD.com and Alibaba entered the FMCG B2B sector, threatening traditional distributors. However, platforms like Jiumaotong, which collaborate with second-tier distributors for logistics and leverage technology, are finding success by becoming regional brand operators, suggesting that traditional channels and sales roles will evolve rather than disappear.
New DistributionWhy Can't Distributors Grow? How to Secure 'Funding' from Manufacturers to Expand Your Business?
This article identifies two types of distributors that can never grow: those who micromanage everything and those who delegate everything. It then outlines five strategies for distributors to secure more support from manufacturers, including analyzing manufacturer needs, presenting a compelling market vision, accepting small losses for long-term gains, building self-sustaining operations, and aligning with top-tier manufacturers.
赵正强What Should a Manufacturer's Sales Rep Look for in a Distributor's Warehouse?
When a manufacturer's sales representative visits a distributor, they must inspect the warehouse, not just for stockouts but for a range of critical factors. This article outlines key areas including inventory counts, stock ratio management, storage methods, financial anomalies, promotional materials, and the 1.5x safety stock rule, emphasizing that proper inventory management builds credibility and improves ordering.
魏庆老师Do Distributors Really Need Vehicle Sales Software? How to Implement It Without Failing?
A distributor friend recently asked me whether he should adopt sales management software now that his annual sales exceed 10 million yuan and team management is becoming challenging. I asked him several questions: Where did your salespeople go today? How many stores did they visit? How many kilometers did your vehicles cover? What is the sales proportion of each product? What is the sales share of high-margin products? What is the profit contribution rate of each SKU? Who are your top 50 stores by profit contribution? What is your current product distribution rate?
赵波