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3708 articles · Page 28 of 155
National Benchmark Distributor Study Tour Phase 4 - Visiting Jiangxi Bajie Trading, Successfully Held!
On September 8-9, the fourth phase of the New Distribution National Benchmark Distributor Study Tour visited Jiangxi Bajie Trading and concluded successfully. The tour focused on practical sharing and in-depth discussions on how to capture seasoning category share by focusing on BC-class stores, how to design internal organizational structure and compensation performance for 80+ seasoning brands, and how seasoning distributors can grow their local business. Following the popularity of previous sessions, the event was well-attended, with more distributor owners registering on the day.
New DistributionB Cold, C Hot: In 2023, Distributors Stole the Spotlight in a Tragic Way
In the first half of 2023, almost every business unit, including manufacturers, distributors, retailers, and platforms, was in a pessimistic atmosphere, full of difficulties and talk of consumption downgrading. This was especially true for the B-end. The B-end is truly cold, so cold that many distributors have lost confidence. In 2023, when it comes to business difficulty, the FMCG industry's distributor community takes the lead.
刘春雄Three Types of Distributor Growth—and Why Only One Builds Durable Profit
Distributor growth can come from a temporary market dividend, additional labor across more brands, or a structural efficiency advantage. Only the third creates a reinforcing system of profit, service, scale, and lower cost.
New DistributionInstead of Letting Others Steal 30% of Their Business, Why Don't Distributors Open Their Own Snack Stores?
A distributor once asked me if he should open his own snack store after seeing snack stores cause 30-40% sales declines in their vicinity. Rather than letting others take the business, why not do it themselves? They already have supply chain advantages. This article explains three concepts—hard discount, chain franchising, and distribution-retail integration—to help distributors understand the industry transformation and decide whether to open stores.
任文青AndyDeep Cultivation of Offline Channels, Covering 6,000+ Restaurant Outlets and 4,000+ Traditional Stores: The 26-Year Business Wisdom of a Traditional Distributor!
From the 1990s to today, the trading and distribution business has undergone tremendous changes, from the early dividends of information asymmetry to the rise of hypermarkets, the impact of internet e-commerce, and now the proliferation of fragmented channels. Distributors have continuously evolved with these changes; those who adapt grow larger, while those who don't are gradually eliminated. Recently, New Distribution interviewed Huang Silong, chairman of Guiyang Lingyun Trading Co., Ltd., who has been in the trading business for 26 years. Starting his business in 1997, he has grown from wholesale to a regional leading distributor, covering over 10,000 stores.
周群Fan Shikai: Jinsha Distillery Integration Proceeds Smoothly, Will Achieve Set Goals as Planned
On September 2, the third 'Celebrate Harvest, Promote Harmony: Jinsha Red 2023 Harvest Celebration' was held in Jinsha County, Guizhou Province. Since 2021, Jinsha Distillery has held this event for three consecutive years, making the 'Jinsha Red Sorghum Festival' a unique annual brand IP event. In the afternoon, Jinsha Distillery also held a symposium with nearly a hundred media representatives. This year, after China Resources Beer officially took over Jinsha Distillery, the industry and media have paid close attention, with various opinions circulating. At the symposium, Fan Shikai, Vice President of China Resources Beer and General Manager of Jinsha Distillery, responded positively and in depth to many industry concerns for the first time.
陈思廷To Survive, Distributors Must Outcompete Their Peers
In a slower FMCG market, distributors should protect their core business, focus resources, strengthen organization and technology, and build structural advantages in the local market.
New DistributionDistributor Boss's Personal Account: A Post-90s Female Boss, Agent for Mengniu, Achieved Regional Benchmark Market in 7 Years
Liu Fen, founder of Hubei Quanjielai Trading, started her business in 2014 with 2 million yuan from her parents, becoming a Mengniu distributor in Yunmeng County, Xiaogan. Over seven years, she expanded to Xiaogan city and Yingcheng County, and in 2020 won Mengniu's Outstanding Contribution Award (only 10 distributors nationwide). This article shares her business insights, including market entry strategies, management of frontline staff, and handling e-commerce price chaos.
刘芬New Distribution x Meituan Flash Purchasing: A Successful Visit to Meituan Lightning Warehouse
On August 24, the third study tour of the New Distribution Dealer Member Club, in collaboration with Meituan Flash Purchasing's Flash Purchasing Lounge, concluded successfully with a visit to Meituan Lightning Warehouse. The tour focused on official interpretations of the Lightning Warehouse model, case studies on operating it from scratch, and discussions on opportunities and challenges for distributors amid its rapid growth. Despite strict registration limits, recruitment was completed in just three days, with over 30 dealer owners from across the country participating.
周群A Million Distributors Trapped in a 'Life-or-Death Game'
Currently, survival has become the most urgent need for many distributors. According to incomplete statistics, there are nearly one million FMCG distributors of all sizes in China. In recent years, dramatic changes in the consumer environment have reshaped the retail landscape, and their impact has also spread to the upstream industry chain, making the situation particularly difficult for distributors. It is understood that traditional distributors have generally experienced a double decline in sales and profits, with some even exiting or going bankrupt.
陈星星Snack Stores Take Away 30% of Business, 200,000 Distributors Face a 'Life-or-Death Race'!
In June, a friend added me on WeChat and said that distributors, especially those handling big brands, are struggling to survive. He is a distributor in a county-level city in Hubei, mainly supplying leisure food to supermarkets, but his business has been hit hard by the rise of snack discount stores, which have opened about 50 stores in his area and caused a 50% decline in his main client's sales. This article analyzes the phenomenon of snack hard discount stores, their impact on traditional distribution, and offers strategic advice for distributors.
任文青AndyMan Xiaobao: Going Offline Is a Difficult but Right Move
This article analyzes how Man Xiaobao, a new consumer brand, achieved rapid growth by expanding into offline channels, reaching nearly 1 billion yuan in sales last year and 150 million yuan in offline business within half a year. It highlights the brand's product innovation, marketing strategy, and partnership with distributors.
冯瑶How FMCG Distributors Can Compete for Scarce Shelf Space
Shelf space is shaped not only by brand investment but also by the distributor's local position, operating efficiency, retail knowledge, and ability to build demand at store level.
New DistributionBypassing Distributors to Work Directly with Manufacturers: Are Snack Distributors' Good Days Over?
As the development of bulk snack retail heats up, the cycle has begun to trigger early. In a previous article, the author predicted that within less than a year, mergers and consolidation in the bulk snack industry would form an initial structure. In fact, since August 9, when Ai Snacks fired the first shot, the Warring States era of the snack industry is likely to accelerate. The biggest difference between the Warring States era and previous competition is that past competition was a market's unconscious elimination, but the Warring States era is a series of business actions centered on leading players, driven by strategy as the underlying logic...
王识钦The RMB 30 Million Distributor Growth Trap
Mid-sized regional distributors are often stable but stuck. Their next move depends on owner succession, digital operating discipline, brand access, and selective category expansion.
New DistributionNational Benchmark Distributor Study Tour Phase 2 - Visiting Tangshan Yihe Trading, Successfully Held!
From August 17 to 18, the second phase of the 'New Distribution National Benchmark Distributor Study Tour' visited Tangshan Yihe, concluding successfully. The tour focused on how traditional distributors can start B2b from scratch and how to respond to the impact of snack discount stores. Over 60 distributor owners from across the country joined founder Yu Xiuwei and New Distribution instructors for in-depth discussions.
New DistributionOld-School Distributors Can't Board the Ship of New Sales
On August 17, under a blazing sun, the author attended the 'New Distribution - Distributor Member Club' national benchmarking distributor study tour, visiting Tangshan Yihe Trading. The event featured a keynote by Yuan Lai, Chief Content Officer of New Distribution, on the path for distributor transformation and upgrading, and a visit to Yihe's warehouse and discount snack store. The author reflects on the six stages of FMCG distributor evolution and shares insights on learning, future thinking, knowledge implementation, and industry changes.
王超A 92-born Distributor's 10-Year Journey: Representing Totole, Chubang, Lotus and More, with Annual Sales of 80 Million
After 10 years of development, I have deeply fallen in love with this industry. Although many say business is tough, when you look back at other industries, the FMCG distribution business is enduring and growing stronger. This is the view of Fang Fan, a post-90s first-generation distributor and general manager of Guizhou Fang Wang Yuan Trading Co., Ltd. Graduating and immediately facing unemployment, he started his own business. This year marks his first year past 30 and his tenth year in business. In a decade, Guizhou Fang Wang Yuan Trading has grown from nothing, representing dozens of brands including Totole, Chubang, and Lotus, with a business scale of nearly 80 million yuan and an 8,000-square-meter three-dimensional warehouse to support existing brands and new categories like snacks, aiming for platform-based multi-category operations.
周群The Old 'Inertia-Dependent' Relationship Between Manufacturers and Distributors Is Being Eliminated!
Having heard too many pseudo-experts say 'cut out the middleman' or 'remove distributors,' it's clear that any successful business model requires clear role division in the industry chain to maximize value. Simply put, the manufacturer's core value lies in 'marketing,' focusing on product development and brand promotion, while the distributor's core value lies in 'sales,' focusing on warehousing, logistics, and promotions. Especially for FMCG companies focusing on offline channels, brand owners must unite distributors to maximize brand and product power, which is particularly important for small and medium-sized enterprises.
高级研究员 海游The Dealer Development Led by First-Tier Brands Such as Yili, Mondelez, Unilever, and Haitian Is Being Replaced!
Hello friends. I am Yuan Lai. "In the past, first-tier brands led the development of local dealers' businesses; in the future, it will be the competition among local dealers that shapes the business landscape of local dealers." I have been saying this on many occasions recently. In the past, the rise of dealers was often due to catching a good brand and following it, accompanied by demographic dividends and supermarket dividends, gradually growing from an individual or family business into a trading company with dozens of employees.
袁来The Middleman Revolution: You Can't Eliminate Middlemen, but You Can Be Eliminated if You Don't Improve
Middlemen shield you from upstream complexity, enable small-scale low-cost procurement, and guarantee safety and quality. While middlemen will always exist due to information, scale, and professional asymmetries, as well as bullwhip effects and order pulses, the article argues that although the middle link cannot be removed, you as a middleman can be replaced if you don't adapt to efficiency gains and changing market dynamics.
赵波New Distribution Study Tour: Traditional Distributors Transforming into B2b Supply Chains, A Practical Path from 0 to 1
Distributors cannot delay or retreat; they must move forward and secure their own survival space. This article shares the practical experience of Yu Xiuwei, founder of Tangshan Yihe, who transformed from a traditional distributor to a local B2b supply chain platform, covering 2000+ small stores, and also ventured into snack discount retail.
任文青AndyH1 Supermarket Business Down 20%-30%, Distributors Face Tough Times!
The first half of the year saw supermarket business decline by 20%-30%, as distributors face unprecedented challenges. New Distribution is hosting the first China FMCG Distributor Conference to provide a platform for sharing insights and strategies for the future.
袁来C'estbon as the Official Drinking Water of the Chinese National Team: What Does It Mean in the Channel?
Recently, New Distribution visited a distributor in Guangzhou, where trucks were constantly coming and going, and dozens of employees were busy loading and unloading goods. The distributor said that among the over 1,000 mom-and-pop stores he serves, C'estbon is the best-selling drinking water brand, with consistent growth year after year. Why C'estbon? New Distribution observed that C'estbon has frequently appeared at various competitions of national team athletes in recent years, and through long-term support of the Chinese national team, it has continuously shaped the joint brand image of 'Chinese National Team × C'estbon'. This year, C'estbon updated its brand proposition to 'Official Drinking Water of the Chinese National Team'.
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