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Impressive Debut at FBIF: Lan Fong Yuen Iced Lemon Tea Is a 'Good Business'
Lan Fong Yuen Iced Lemon Tea attracted the interest of many beverage distributors with its storied brand and distinctive product. At the FBIF Food & Beverage Innovation Exhibition held in Shenzhen on June 14, the brand recreated its Central, Hong Kong heritage store and showcased the 'eight-hand pulled tea' technique, drawing crowds. The product stands out in the competitive lemon tea market due to its brand heritage, unique features, and promising market potential.
青山依旧After a Beer Distributor Was Caught in More Than 30 Cases of Cross-Region Dumping
A beer distributor for a leading brand faces severe penalties after being caught in over 30 cases of cross-region product dumping, despite claiming innocence. The article explores how he can clear his name by writing a formal report to the brand, emphasizing the importance of written communication in modern brand-distributor relations.
陈思廷E-commerce Giants Launch a 'Inventory Clearance' War
Douyin has recently launched a store called 'Super Cheap Little Shop' offering daily updated products at ultra-low prices, some as low as 0.01 yuan. This move highlights the growing trend of e-commerce platforms using low-price strategies to clear inventory, attract traffic, and penetrate lower-tier markets, despite the lower profit margins compared to regular sales.
梓陌The Direction for Distributors Is Not Becoming Big Players, but Platformization
Before 1998, China had 'big distributors,' but they were eliminated by 'big manufacturers.' Since then, distributor development has trended toward smaller scale, with small regional agency systems. The key is that 'obedience' matters more than scale, and distributors with channel control capabilities can evolve into platform players, which is the future direction.
刘春雄Price Inversion and Rising Inventory: Wuliangye Trapped in the 'Second-Place Dilemma'
At Wuliangye's 2022 annual shareholders' meeting, Vice General Manager Liu Yang explained the price inversion issue, acknowledging that the price of 'Pu Wu' had indeed inverted this year due to various factors, but expressing confidence in achieving price recovery. In reality, the price inversion of 'Pu Wu' did not start this year; it was already evident at the end of last year when distributors cut prices to reduce inventory and raise funds. A liquor wholesaler revealed that his purchase price from upstream Wuliangye distributors had dropped to 930 yuan per bottle, nearly 40 yuan below the ex-factory price of 969 yuan.
陈世锋Case Analysis: The Logic Behind Driving Sales in the Beverage Peak Season
As industry competition intensifies, manufacturers and distributors face growth pressure. This article analyzes common pitfalls under high growth expectations and provides practical guidelines to avoid them, emphasizing the importance of consensus, communication, and disciplined execution.
邢仁宝Tang Binsen's Anniversary Speech: Withstood Inventory and Other Pressures, Learning from Huawei in Organization
On Children's Day, Genki Forest held its seventh anniversary celebration at its headquarters. Founder Tang Binsen called the past year the company's 'coming of age,' disclosing performance progress and reflecting on past issues, including channel inventory pressure and organizational adjustments.
杨亚飞Non-traditional distributors rise: representing Genki Forest, Yili, Arawana, and Fortune, reaching 70 million in 3 years
Distributors should not simply calculate profits when representing a brand, but consider what it can bring in the long term. Zhou Jing, a Beijing distributor, entered the FMCG distribution industry in 2021 by representing Genki Forest, and within just three years, his sales scale reached 70 million yuan.
任文青AndySix Walnut Teams Up with National Distributors for 'Love Exam Transport' – Why Are Distributors Eager to Join?
Six Walnut's 'Love Exam Transport' initiative stands out for its deep connection and mutual empowerment with distributor partners, combining social responsibility with brand building. By mobilizing distributors nationwide, the campaign not only aids students but also enhances brand reputation and distributor business opportunities.
AmyWhy Is Your Distributor Team "Half-Dead" and How to Revitalize It?
Focusing on process metrics for distribution and sell-through, motivating distributor cooperation and employee enthusiasm is key to both treating symptoms and root causes.
高级研究员 海游Why Are Post-80s and Post-90s Distributors Doing Better, Despite Being 'Doomed'?
The article argues that the notion of 'eliminating middlemen' is a false proposition, as distributors actually reduce transaction costs. It highlights how young distributors (post-80s and post-90s) are outperforming older generations by learning from successful models and leveraging information gaps, and introduces the New Distribution Distributor Club as a platform for sharing best practices.
周群Nine Questions Every FMCG Distributor Must Answer
Strong distributors make explicit choices about specialization, profit, governance, people, inventory, channels, manufacturer support, receivables, and portfolio economics.
New DistributionThe Post-90s Distributor Boss Who Dares to Share Profits
The previous generation of distributors believed that 'cheap' was important, while the younger generation believes that 'feeling cheap' is important. This article profiles three post-90s distributor bosses who have achieved remarkable growth through bold profit-sharing, continuous learning, and focused strategies.
袁来The New FMCG Channel Ecosystem Is Carving Up Your Business
The moment to change the channel ecosystem is coming. The rise of e-commerce has taken about 30% of traffic from traditional channels, and now the combination of premiumization and digitalization is reshaping the traditional channel ecosystem, with dealers needing to transform or be replaced by platforms.
刘春雄Dealers Trapped in Place!
The more outstanding peers you see, the easier it is to locate your coordinates, judge your current position, and know where you might go in the future. Over the past year, we visited many dealers, some extremely successful, but most are struggling, trapped in place—unsure of their position and next steps. The key to change is learning from peers, which provides a reference system to understand where you are and where to go.
任文青AndyDealer Business Strategy: Build Strong Fortresses, Fight Stubborn Battles
Dealers must shift from relying on external dividends to internal growth by re-conquering terminals, starting with grabbing floor displays and shelf space. The key is to increase efficiency first, then reduce costs, by adjusting sales incentive structures and focusing on multi-brand category management.
袁来Farewell, Second-Tier Distributors!
Second-tier distributors, once active in the market, are gradually disappearing, as reported by Jiuyejia360 during market visits to Henan, Zhejiang, and Shandong. In the new stage of the liquor industry, manufacturers are strengthening control over distribution prices and marketing methods, and are increasingly adopting channel flattening through self-built sales platforms or co-marketing with liquor merchants to optimize the industry chain. However, some major distributors believe that excessive channel flattening is counterproductive.
打造酒业第一媒体Dealers Trapped in Place!
The more outstanding peers you see, the easier it is to locate your coordinates, judge your current position, and know where you might go next. Over the past year, many dealers have been visited, and while some are excellent, most are struggling—squeezed by upstream pressure, delayed payments downstream, and thin profits. The key to change is learning from peers, which provides a reference system to understand your position and direction.
任文青AndyDistributors: The Harder It Gets, the More You Must Not Be Blind!
Recently, New Distribution spoke with a number of distributors about changes in their business, and many expressed a lack of confidence due to market shifts, channel reforms, and rising costs. This article summarizes successful cases of distributors who have achieved growth by focusing on internal organization and efficiency, as well as external transformation directions such as B2B, self-built terminals, and private labels.
周群「Dealer Membership Club」Officially Launched: Building a Business Evolution Community for Dealer Bosses!
Since April 2018, New Distribution has been visiting dealers across the country, both in person and online, covering various categories such as snacks, condiments, daily chemicals, beverages, frozen foods, beer, and dairy. The conversations have centered on business management, from how some dealers achieve sales of over 100 million yuan to how others maintain net profit margins of 8%-10%. The Dealer Membership Club is now officially launched to bring together dealer bosses with a strong willingness to learn and exchange ideas, creating a high-quality community for in-depth business discussions.
New DistributionBig Brands Become Chicken Ribs: Major Distributors and Major Manufacturers Face the Third Round of Structural Contradictions
Major distributors are abandoning major manufacturers, a surprising phenomenon that is increasingly common. Yuan Lai, a lead writer for New Distribution who has long tracked major distributors, has keenly observed this trend, quoting one major distributor: "There's volume but no profit, so why do it?" This marks the third round of structural contradictions between major manufacturers and major distributors since China's reform and opening up.
刘春雄Consolidating the Trade Foundation, Seeking New Breakthroughs in Retail Development
In a county in Xuzhou with a permanent population of only 700,000, a distributor represents nearly 20 first-tier brands such as Haitian, Niulanshan, Yili, Mars, Nice, Unilever, P&G, and Yunnan Baiyao. Adhering to offline development, he achieved a 40-fold sales increase in 6 years and opened 6 supermarkets of over 800 square meters in one year. How did he do it? What tools did he use? What changes did he make? Listen to Jia Yongshun, General Manager of Jintong Trading Food Co., Ltd., tell how to maintain high growth in the field of commercial circulation. From diversified operations to team building, Jintong Trading has gone through three development stages, from initial single-product single-operation to multi-brand multi-category divisional operation, and then to related diversified industrial operation.
贾永顺Best Practices for bC Integration in the FMCG Industry!
This article analyzes practical cases of bC integration in the FMCG industry, categorizing them into three types: leading brands that frequently change tech vendors, brands using dual-code association to launch premium new products, and brands like Eastroc Beverage implementing bC integration through a 1-yuan exchange 3.0 model. It also discusses common problems, conditions for successful implementation, and the necessary digital infrastructure, emphasizing the importance of a unified EBC system and a systematic approach.
张知智Major Distributors Are Giving Up on Top-Tier Brands: If There's Volume but No Profit, Why Should Distributors Keep Following You?
A major daily chemical distributor in Hunan recently gave up a top-tier brand despite it accounting for over 30% of his business, because it brought volume but no profit. This article explains why distributors abandon top brands and argues that brand owners must shift from management to empowerment, helping distributors improve their overall operational efficiency to increase profitability.
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