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Traditional Distributors Dying Out? His Distributors Have Transformed into Giants
New life, old death! The situation for physical distributors is like fire and ice... Some are closing down, others are expanding. It's no longer a test of distributor capability, but a test of business models by the times. The market doesn't need traditional distributors anymore. Recently, the author visited the Shandong market and saw many traditional distributors paying a heavy price for transitioning to B2b, with some blindly stacking SKUs leading to inventory backlog, and others making major warehouse expansions that turned out to be unsuitable...
沙华Beverage Prices Plummet: Can Distributors Still Make Money?
This round of "big price cuts" has stirred the industry and put immense pressure on countless distributors. Facing shrinking margins, inventory fluctuations, and channel turmoil, can distributors still profit? How are they finding opportunities in the cracks? In market visits, three distributors from South and North China have made timely adjustments based on regional market changes. Their real situations and coping strategies in the "price cut storm" may offer reference and inspiration for more distributors.
田静Another Round of Boring 'Cutting Out the Middleman'
The first is the 'bare procurement + private label' model represented by Sam's Club and Pangdonglai, which will sweep offline retail in the coming years and become the mainstream for large retailers. This imposes new requirements on upstream suppliers, whether manufacturers or distributors. The second is instant retail, as the last big piece of the e-commerce pie, which will also enter a rapid growth phase. For example, Meituan's fastest-growing business segment will likely be Xiaoxiang Supermarket, which follows a model similar to Sam's Club, also using 'bare procurement + private label'.
苗庆显Zhao Bo of New Distribution: In the Third Consumption Era, All Brands Must Be Rebuilt
Since the reform and opening-up in 1979, China's economy and society have undergone profound changes, with the evolution of the consumer market best reflecting the trajectory of progress. Using the Engel coefficient as a criterion, we can observe three major consumption eras: the first (1979-1998) was an era of scarcity, the second (1999-2018) was an era of abundance, and the third (from 2019) is an era of experience, where consumers prioritize emotional and spiritual satisfaction. Brands must therefore rebuild themselves around consumers' new 'jobs to be done' to remain relevant.
赵波“Tiered Pay, Delegated Authority, Shared Profits”: A Distributor Who Understands Management Achieves 60% Growth in 4 Years, with Annual Sales of 150 Million
In the face of fragmented channels and increasingly discerning consumers, many distributors find traditional methods ineffective. However, Luo Jun, general manager of Chongqing Kelixue Trading, has achieved sustained growth by integrating resources, implementing differentiated compensation systems, and adopting consumer-oriented product selection, growing annual sales to 150 million yuan with a 60% growth rate.
何雯New Distribution Zhao Bo: Giant Babies, Utopia, and the Polarized Age of Emotion
As we enter the third decade of the 21st century, developed societies are increasingly characterized by material abundance, full satisfaction of basic needs, and explosive growth in choice. However, this prosperity has not brought the expected stability and satisfaction; instead, new consumption patterns, cultural psychology, and social behaviors are quietly changing. The 'tittytainment' phenomenon—a cultural trend where social members actively pursue instant gratification, escapist entertainment, and emotional pleasure—is no longer a deliberate manipulation under some 'conspiracy theory,' but a natural product of the resonance between merchants and consumer needs.
赵波One-Person Operation, First-Month GMV Exceeds 10 Million: New Online Opportunity for FMCG Distributors!
Distributors report declining offline sales and rising inventory, prompting a shift to online channels. Dewu platform offers a new opportunity with low costs, high profits, and significant growth potential for FMCG distributors, even those without e-commerce experience.
AsherNational Benchmark Distributor Deep Study Tour - 8th Stop Xi'an Jiapin Yunshi, Complete Success!
On May 27, the 8th stop of the National Benchmark Distributor Deep Study Tour at Xi'an Jiapin Yunshi concluded successfully. The study tour focused on topics such as how Jiapin Yunshi achieved annual sales of 1 billion yuan in 6 years, a cautionary guide for distributors on B2b supply chain platforms, practical B2b startup operations, and Jiapin Yunshi's product strategy and tiered management. Following the Hefei tour on May 17, this event attracted nearly a hundred distributor owners from across the country.
New Distribution“Incomprehensible” Business Being Reshaped by Post-90s Distributors
A post-70s distributor admitted, “I can't understand today's business,” reflecting a sense of awe at changing times. Increasingly, post-90s and even post-95s distributors are bringing digital thinking, internet perspectives, and youthful intuition to reshape the traditional FMCG distribution industry, leveraging data-driven decisions, proactive channel expansion, innovative team management, and a focus on creating hit products.
张雨薇“Eliminating Middlemen” Is Impossible!
The retail industry's narrative of 'de-intermediation' reached a climax on March 29 when Ye Guofu declared at Yonghui's 2025 supplier conference, 'Implement naked-price direct sourcing and eliminate all middlemen!' While change is certain and de-intermediation is a trend, completely removing middlemen is a false proposition. In many cases, middlemen perform indispensable functions, and it's impossible for all retailers to deal directly with manufacturers. The real shift is not eliminating middlemen but replacing traditional distributors with more efficient new forms, such as category operators.
任文青AndyA Million-Selling Hit Every 15 Minutes: First Batch of Dewu Merchants, Including Yili and Dove, See Rapid Growth
In the era of stock competition, the growth logic of online FMCG business is being reshaped. While most merchants find online business increasingly difficult, some are achieving doubled growth on Dewu, with food category active merchants up 450% year-on-year and GMV over one million merchants up 400%. Dewu's unique user structure and growth logic offer fast-moving consumer goods brands a high-certainty incremental growth path.
AsherNational Benchmark Distributor Deep Study Tour: Seventh Stop Hefei Laiyoupin Concludes Successfully
From May 16 to May 17, the seventh stop of the National Benchmark Distributor Deep Study Tour, held in Hefei at Laiyoupin, concluded successfully. The tour focused on topics such as cost-saving supermarket operations, product management, cooperation opportunities with Laiyoupin, circulation transformation and integrated production-supply-marketing, and strategies for distributors in existing markets. Over 60 distributor owners from across the country engaged in in-depth discussions with industry experts.
New DistributionFrom BiuTe to ZhenShiMei: A Retail-Savvy Distributor Representing 460+ Brands and Serving 1,000+ Supermarket Stores
In 2023, when we first approached brands under the name ZhenShiMei, some thought we were frauds. Today, when we meet those brands in various settings, they say, 'We didn't expect you to still be here; let's find an opportunity to cooperate well.' After initial difficulties, this company, founded less than two years ago, has entered a fast-growth track: its represented brands have grown from 80 to over 460, and it serves 51 chain supermarket systems with over 1,000 stores in total.
任文青Andy“Lost Over 700,000 in a Year, Yet I Still Want to Keep Selling Ice Cream”
Li Zhiguo, an ice cream and frozen food distributor from Hebei, has been in the industry for 34 years, losing over 700,000 yuan last year. Despite setbacks, he remains determined to continue, reflecting the resilience of many in the cold beverage industry.
不旧2025 Ice Cream Selection Guide: How Andros Becomes the Growth Code for Distributors
As summer approaches, competition in the ice cream market is heating up. With the wave of consumption upgrades, consumer demand for ice cream has evolved from simple refreshment to a pursuit of quality, taste, and social attributes. In this trend, GELATO is rapidly becoming the focus of foodservice ice cream selection. How to find high-repurchase, high-premium, and highly adaptable bestsellers in fierce market competition? Andros, a French fruit expert with a century-long history, provides full-chain growth solutions for B-end groups such as distributors.
New DistributionFirst Step of Supermarket Reform: 'Squeeze' Distributors, Second Step: 'Drive Crazy' Brand Owners?
At Yonghui Superstores' 2025 Global Supplier Conference, Ye Guofu proposed supply chain reform, explicitly eliminating intermediaries, which caused an uproar in the industry. Intermediaries are essentially distributors in the traditional distribution chain who handle logistics and advance funds. On the surface, only distributors seem affected, but historically, distributors have often acted as 'workers' for brand owners. As supermarket reforms proceed, upstream brand owners will inevitably face a new set of game rules.
汪海The Era of Integrated Production-Supply-Marketing: 80% of Distributors Will Be Eliminated!
China's FMCG distribution industry is undergoing a historic transformation. In an economic downturn, the positions of producers, distributors, and retailers are weakening, with distributors being the most vulnerable. However, distributors will not be completely eliminated. Long-term trends include retailers directly connecting with brands, discount stores and supermarkets building their own logistics, accelerated industry consolidation, and data capabilities replacing traditional relationship-based intermediation. Japan's experience shows that surviving distributors are either large, comprehensive players or small specialized ones, offering a model for Chinese distributors to adapt.
New DistributionMajor Price Cuts in the Beverage Industry!
Amid the wave of consumption stratification, China's beverage industry is undergoing a notable price 'earthquake.' Distributors in South and North China report that consumer spending has become more cautious, high-priced beverage sales have shrunk, and the overall price band has shifted downward, with mainstream products dropping from the 6-8 yuan range to 3-5 yuan or even lower.
田静Distributors Who Don't Understand Retail Are Out!
At the beginning of this year, I shared a viewpoint at various brand owners' annual distributor conferences that, based on our observations, there are three major themes in the retail market changes in 2025: first, the trend of supermarket remodeling is stronger; second, instant retail O2O is intensifying; third, discount retail is expanding. This article focuses on discount retail, explaining its underlying logic and how distributors should respond by actively researching and cooperating with advanced retail formats, such as the 'Save Money Supermarket' study tour organized by New Distribution.
袁来For Distributors Starting B2b, the Simpler the Warehousing and Distribution, the Better
In recent years, the topic of distributors entering B2b has been hot, but during exchanges, it's clear that many distributors focus only on the sales side—building teams, assembling product portfolios, opening stores—while neglecting the construction of warehousing and distribution. This often results in increased front-end orders, but the back-end warehousing, picking, and distribution cannot effectively meet order demands, forcing them to spend time optimizing warehouse operations. This wastes time and leads to poor customer experience. Distributors entering B2b must examine whether their existing warehousing and distribution can support their B2b operations. This article will discuss the changes and considerations in warehousing and distribution when transforming from traditional trading to B2b.
徐桢Frozen Food Distributors Are Abandoning Frozen Dumplings, Turning to These Three Categories!
Source: Whole Food Online. A question for those in the frozen food business: do you think frozen dumplings still sell well? Recently, Sanquan Foods released its 2024 financial report, showing declines in both revenue and net profit. The company attributed this to a slowing industry and intense competition. Meanwhile, data from Mayingying shows that in Q1 2025, the market share of frozen dumplings, buns, and wontons all declined, while categories like hand-grabbed pancakes, sausages, and frozen pizza are growing rapidly.
百万食饮人都在看Bare Procurement ≠ Saving Money: The Pitfalls of Supermarket Direct Sourcing
During a recent market visit to Tibet, I observed that local supermarkets in Lhasa and Nyingchi are emulating Pangdonglai with improved fresh, bakery, and deli sections and lower shelving. However, many are falling into the trap of direct sourcing without considering operational capabilities, leading to hidden costs and inefficiencies. This article explores the complexities of direct sourcing versus distributor supply, offering guidance on product selection, new product introduction, KPI setting, and the importance of a professional procurement team.
王正齐"Li Gui" Exposed: Longjiao San Wins Another Case—What Signal Does This Trademark Lawsuit Send?
As the 25th World Intellectual Property Day approaches, the century-old throat care brand Longjiao San (Ryukakusan) has won two trademark enforcement lawsuits in China. The Jinjiang City People's Court in Fujian ruled that Fujian Jiujiuwang Food Industry Co., Ltd. infringed on Longjiao San's registered trademark by using a highly similar mark, ordering it to stop infringement and pay compensation; the Zhuji City People's Court in Zhejiang ruled that Chao'an Buer Chen Food Technology Co., Ltd. and former store operator Ying Huahong committed trademark infringement and unfair competition, ordering them to cease infringement and pay damages.
AmyShould Distributors Make Short Videos? In 2 Years, She Attracted 2,000+ New Customers Proactively! Sales Doubled
As short videos become part of daily life, more distributors are tapping into their traffic potential. A post-95s distributor in Hebei Langfang used 536 short videos over two years to attract over 2,000 new customers, reactivate 42% of old customers, and double annual sales.
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