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Channel Digitalization Is by No Means the Marginal Digitalization of Distributors
Distributors who still cling to traditional concepts and refuse to change are like Nokia in its heyday. Just as Nokia underestimated the threat of smartphones, distributors are now facing the risk of being disrupted by new retail models. The key to survival lies in embracing comprehensive digitalization of core business processes, not just marginal tools.
何年Leveraging Modern Trade as a Lever to Build Regional Managers' Cognitive System for Digital Sales
This article discusses how regional managers can build a cognitive system for digital sales. It starts with the sources of sales volume, which are driven by active outlets and volume per outlet, and emphasizes that modern trade, with its high level of digitization, can serve as a model for developing digital sales capabilities that can be applied to other channels.
曹扬From Annual Sales of Over 20 Million to Hundreds of Millions in 7 Years: What Did This Trading Company Do Behind Its Rapid Growth?
This article explores the growth journey of Anhui Sulong Industry and Trade Co., Ltd., from annual sales of 20-30 million to hundreds of millions in seven years, highlighting the strategies of its chairman, Su Jiandong, including information flow, customer service, organizational management, and product selection.
周群The Bigger the Headquarters, the Bigger the Problems
In Journey to the West, most demons are escapees from the 'headquarters,' while only the White Bone Demon is a wild one. Sun Wukong cannot defeat them, but headquarters leaders can easily 'collect' them without lifting a finger, simply because they hold 'magic tools.' A strong headquarters is a product of a centralized system, and its distance from the front line breeds bureaucracy, poor execution, and distorted policies, ultimately hindering market success.
刘春雄Community Group Buying Arrived: My Business Declined! Community Group Buying Arrived: My Business Grew!
This article explores the impact of community group buying on distributors in East China, presenting contrasting cases where some distributors saw significant declines while others achieved growth. It emphasizes the need for distributors to adapt, innovate, and collaborate with platforms to survive and thrive amidst new retail models.
周群Genki Forest Falls from the "Cloud"
Genki Forest's rise, like a stone thrown into a lake, stirred ripples in China's long-quiet beverage market. People are keen to dissect its success logic: geographic arbitrage, aesthetics as justice, influencer marketing, seizing the consumer mindshare of "0 sugar, 0 fat, 0 calories," and fully exploiting convenience store channel dividends. There is no shortage of criticism and doubt: "fake Japanese goods," "copycat," "inflated valuation," "sugar-free scam," and "consumer goods companies that focus too much on marketing and not enough on product will have no future." At the recent Yabuli Forum...
芽郁New Distribution Thematic Salon—"Community Group Buying Is Coming on Strong: Brand Owners' Response Strategies" Concludes Successfully!
Scan the QR code in the image to register. Within a short time of its rise, community group buying has become well-known throughout the FMCG industry, from executives to sales staff. However, only by doing it do you realize how much remains unknown: How should community group buying be done? How should product strategies be set? How should organizational structures be designed? What partners should be chosen? How should resources be allocated? On the afternoon of June 25, New Distribution held a successful salon seminar in Shanghai on this topic.
New DistributionEyeing High Margins, Three Squirrels Dips into Beverages
Three Squirrels, a snack giant, is entering the beverage market with high-margin products like spring water and sparkling water, set to launch by the end of June. Despite the potential, industry experts are skeptical due to intense competition and the company's lack of experience in the sector.
郭秀娟 王晓Every Time a New Retail War Breaks Out, Why Are Distributors Always the Ones Hurt?
When B2B platforms, live-streaming e-commerce, or community group buying emerge, distributors are always the most affected. Why is it that whenever new retail formats expand offline, distributors suffer the most? This article explores the fragility of distributor businesses, the impact of digitalization, and how distributors can adapt through digital transformation.
君子不器To Be Honest, Distributors Who Always Complain About Being Caught in the Middle Will Never Grow Their Business!
A distributor's business success or failure is often attributed to community group buying, but the real reason lies in their own lack of core competitiveness. Instead of defending against changes, distributors should focus on growth to solve all problems.
New DistributionCommunity Group Buying Is 'Fizzling Out': Cheating Group Leaders and Wholesalers, Bullying Small Vendors
Community group buying is cooling down as platforms enter a protracted war of attrition. Group leaders are at a crossroads: on one hand, imperfect distribution, unstable product quality, and chronic shortages have cut orders by 70-80%; on the other, user attrition is severe, with few repeat purchases after initial trials. After taking away the livelihoods of small vendors, community group buying has turned its scythe on group leaders and wholesalers, cutting commissions from 10% to 1% and causing frequent driver turnover.
快刀财经编辑部Big-box Retail Growth Slows: How Can Distributors in Modern Trade Stabilize Their Business?
Recent Q1 earnings reports from major retailers show significant declines, reflecting weak growth in big-box stores. Distributors relying on this channel face declining sales and profits, prompting a need for internal efficiency improvements and external innovation to find new growth.
周群Survival Strategies for Traditional Channel Practitioners Amid Community Group Buying
A recent article argued that while community group buying disrupts channel pricing and affects sales, it shouldn't be blamed for all declines. The real danger is traditional FMCG practitioners becoming 'lying flat' and passive; instead, they should adapt and learn from growing businesses.
高级研究员 海游Don't Let Community Group Buying Become the 'Scapegoat' for Declining Sales
Community group buying has been a hot topic this year, naturally becoming the biggest 'scapegoat' for declining sales among some FMCG marketers. After visiting several distributors and brand managers, I found many blaming community group buying for weak sales in April and May. However, I argue that they should first self-examine their own operations, then analyze the industry and market, rather than shifting blame.
高级研究员 海游Three Paths for Distributors to Expand Their Business: Cross-Online Business, Cross-Category Business, and Cross-Region Business
Starting around April, many distributor friends have been calling me, saying business is particularly tough this year. This sounds familiar—almost every year, business gets worse. They ask for advice, and soon the conversation turns to whether cooperating with community group buying platforms is still an opportunity, whether opening stores on Pinduoduo can still make money, and whether the recent popularity of membership warehouse clubs is worth pursuing. After talking with a dozen or so distributors, I noticed a common trait: they tend to seek solutions externally rather than internally.
袁来Distributing Brands like Qiaqia, Xizhilang, and Dori, Achieving Annual Sales Over 100 Million in a Third-Tier City: What Innovations Did She Make?
In the face of a challenging market, distributor Kunshan Qianjing Commerce has maintained growth by focusing on internal management refinement and exploring new offline channels. Through strategic brand reduction, team performance reforms, and the development of a group-buying business, the company achieved annual sales exceeding 100 million yuan in a county-level city.
周群Four Capabilities Distributors Need to Develop Quickly in the Current Environment
Regardless of how the model changes, a distributor needs four basic capabilities to do business well: 1. Coverage of local retail outlets, 2. Service capability for market terminals, 3. Consumer marketing capability, and 4. Supply chain management capability. However, these capabilities share a common characteristic: all actions revolve around the 'retail store' scenario, a model of 'goods not moving, people moving.' No matter how many types of channels exist, the distributor's sales model is relatively simple. In summary, it comes down to eight words: outlets, visits, displays, sales promotion, orders, warehousing, logistics, and finance.
赵波How Should Distributors Sell Online Influencer Brands Offline?
Distributors may have noticed that while online influencer brands are emerging rapidly, few major brands have launched successful new products offline in recent years. This article discusses why distributors should consider selling influencer brands, how to find and select them, and strategies for selling them offline while addressing potential challenges.
赵波Niulanshan 'Kuishenghao·Zunxi' Makes a Stunning Debut, Opening a New Chapter in the 'Thousand-Yuan Era' of Erguotou!
This is not just a new product launch, but a breakthrough move by Niulanshan to find new momentum for high-quality development in the post-ten-billion era, and a milestone action for the Erguotou category to break into the thousand-yuan high-end market. On May 31, the 'Beijing Flavor Fine Wine New Heights - Niulanshan Kuishenghao New Product Launch' was held at the China World Hotel in Beijing, with the Kuishenghao Zunxi new product priced above one thousand yuan, marking the birth of a new benchmark for the value of the Erguotou category. Famous brewing expert and inheritor of Erguotou craftsmanship Gao Jingyan, renowned performing artist Wang Gang, well-known cultural scholar Liu Yida, and liquor marketing expert Chai Jun attended the event.
New DistributionDistributors Won't Be Eliminated, but Those Who Refuse to Change Certainly Will!
Recently, chatting with several distributor friends, everyone shared a common feeling: business is tough! On one hand, internal operating costs are rising; on the other, traditional e-commerce, community group buying, and B2B are increasingly impacting traditional business. Amidst internal and external pressures, distributors are questioning whether their business will be wiped out by new retail models and whether it's still worth pursuing.
君子不器The Transformation of a Second-Generation Distributor: From Taking Over in Adversity to Building His Own Brand, How Did He Break Through and Rise?
When it comes to succession, most second-generation distributors take over a family business that is already well-established, with parents hoping to pass on their hard-earned legacy. Unlike the second-generation distributors previously reported by New Distribution, Chen Zhenyu took over the family business without strong resource support, and even faced real operational difficulties within the first 1-2 years, making it hard to get through. Essentially, he is a "second-generation distributor" forced by circumstances, from resistance to interest and research to re-entrepreneurship. His experience and thinking may offer inspiration to many distributors still in confusion.
澄韵Post-90s, Second-Generation Distributors Enter the 'Succession Wave'!
At the recently concluded China FMCG Channel Innovation Conference's 'Trade and Distribution Forum', an interesting phenomenon was observed: half of the distributors sharing on stage were young people, and nearly half of the audience were young faces. This suggests that a large wave of post-90s distributors are gradually stepping onto the stage of trade and distribution, becoming the main players in the business, with many being second-generation successors.
周群Community Group Buying: Neither Rejection nor Embrace Is the Best Choice!
Many friends have privately asked me about how to operate community group buying, but I declined to answer, partly because I don't understand it well enough to avoid misleading others, and partly because I'm not optimistic about it, so I see no need for in-depth research. Having recently had extensive contact with brand owners and distributors, I'd like to share their views on community group buying.
高级研究员 海游China's Three Milk Wars
In May 1950, a propaganda vehicle converted from an old car appeared on the streets of Shanghai, with the words 'Guangming Arrives' and a torch-shaped trademark on the front. A female comrade holding Guangming promotional materials stood on the vehicle, broadcasting slogans along the way: 'State-owned factories are the people's factories; please consume your own factory's products.' This newly launched 'Guangming' brand was both politically correct and had weathered many hardships. Three months before the propaganda vehicle took to the streets, the Kuomintang Air Force conducted indiscriminate bombing of Shanghai, severely damaging civilian facilities including Yangshupu Power Plant and Zhabei Water and Electricity Company, causing widespread power outages in the urban area. At that time, the Xinhua Egg Products Factory in Hongkou had a large amount of cold drink inventory at risk of being scrapped.
李墨天