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The 'Adaptable' Distributor: With Over 200 Million in Snack Food Distribution, Now Starting a New Venture to Cover Small Stores!
A month ago in Wuhan, I met Mr. Hu Xiaosheng, General Manager of Wuhan Shengxing Zhonghe Marketing Company, and we talked for nearly three hours. It's hard to imagine that this boss is not only a traditional distribution businessman but also a devoted student of Buddhism. This distributor, with a 'scholar's quality,' has built a snack food distribution business in Wuhan reaching 200-300 million in scale, with over 70 brands, mostly second and third tier, except for a few first-tier brands like PepsiCo Foods. Covering all channels except mom-and-pop stores...
袁来Spring Festival Stocking and Sales: Do You Have a Plan B?
With the Spring Festival approaching amid pandemic uncertainties and the government's call to "celebrate the New Year locally," distributors face unpredictable stocking and sales challenges. This article advises a "positive conservatism" approach for stocking (Plan B) and a "conservative positivity" for sales (Plan C), emphasizing the need for backup plans, cloud stores, and rapid response to seize opportunity windows.
刘春雄From Small Wholesaler to Distributor: How He Achieved Annual Sales of 55 Million in a City of 1 Million Population in the Daily Chemical Industry
In 2020, under the pandemic, the entire FMCG industry was affected, especially daily chemical products with long consumption cycles. Consumption shifted online, squeezing market share for traditional offline distributors. However, some excellent daily chemical distributors found growth through new thinking and methods. Hongyang Trading in Zhoushan, Zhejiang, is one such example, achieving annual sales of 55 million yuan in a fourth-tier city with a population of only one million.
周群The Growth Path of a Post-80s Distributor's Second Generation: 'Playing' with Business
Since the rise of the first generation of distributors in the early 1990s, many are now facing succession issues, with the second generation taking over. Zheng Jinbin, a post-80s distributor in Jiangsu, has leveraged new methods and internet thinking to grow his traditional FMCG distribution business from 60 million to 80 million yuan in one year, and over 100 million including online sales.
周群From "Family-Style" to "Corporate": The Future of Distributors Depends on Refined Operations
Many distributors wonder why, despite having more staff, vehicles, products, and sales in the tens of millions, efficiency seems to decline and cost-effectiveness worsens. The root cause lies in management: previously, extensive operations relied on demographic and market dividends, but now that dividends have vanished and growth markets have become saturated, refined operations are essential for survival and success.
周群The More Adverse the Circumstances, the More You Must Believe: Three Suggestions from Jiang Xiaobai's Tao Shiquan for 2021
In 2020, despite the pandemic's severe impact on offline consumption and the baijiu small-bottle category, Jiang Xiaobai not only weathered the crisis but also completed a C-round financing of over 1 billion yuan in Q3, and its Meijian plum wine became the top-selling fruit wine on Tmall during 618 and Double 11. Founder Tao Shiquan shares three beliefs for dealers: believe things will get better, believe in innovation, and believe in the team.
陶石泉Distributors: Should You Stock Gift Boxes This Spring Festival?
As the Spring Festival approaches, distributors are torn between relying on the holiday for annual sales and fearing a repeat of last year's nationwide lockdowns that caused massive returns of gift boxes. The article advises a cautious approach: focus on low-risk areas, align production with demand, ship in batches, and prioritize safety over aggressive stocking.
高级研究员 海游Should Distributors Do Gift Boxes? If So, How?
A week ago, many distributors were confident that the epidemic was under control and that the Spring Festival gift box market would see significant sales. However, the resurgence of cases in Shijiazhuang, Hebei, has cast doubt. This article discusses whether distributors should engage in gift boxes this year and, if so, how to plan and execute effectively, focusing on market characteristics, manufacturer policies, and key operational points.
吴朔First Case of Community Group Buying Investigated for Low-Price Dumping: Wahaha Distributor Reports, Platform Summoned for Talks
According to information released on the official website of Baiyun District Government in Guiyang, a network group-buying platform was investigated by the Baiyun District Market Supervision Administration for low-price dumping of Wahaha unsweetened soda water, and the relevant person in charge was summoned for talks. This is the first enforcement action after the introduction of the 'Nine Prohibitions' regulation.
张俊Post-60s and Post-70s Distributors: If You Don't Change, Elimination Is Not Far Away!
After visiting distributors in Jiangsu, it's clear that post-80s and post-90s distributors are rapidly rising, with a better understanding of the business and faster response to market changes. They embrace new thinking and methods, while older generations risk being left behind if they don't adapt.
袁来As Spring Festival Approaches and the Pandemic Remains Unpredictable, FMCG Manufacturers and Distributors Gear Up for a 'Good Start'
Since November last year, major manufacturers have been gearing up for a vigorous 'good start' campaign, with ordering conferences held one after another. However, due to the pandemic, this year's 'good start' differs from previous years: manufacturers face greater pressure to make up for lost sales, while distributors are more uncertain about stocking up amid a resurgence of cases in December.
邢仁宝Distributors, Survived the Pandemic, but Welcomed Back Community Group Buying
As 2020 draws to a close, many who hoped for the collapse of community group buying have watched it thrive year after year. This article features insights from three industry voices on how distributors should navigate the community group buying trend, emphasizing the need to embrace change and follow the flow of traffic.
何年New Distribution: 2021 FMCG Industry Manufacturer and Distributor Trends
As 2021 begins, the FMCG industry is expected to see consumption upgrades, with a focus on sinking markets and emotional consumption. The article provides ten strategic recommendations for brand owners and distributors, emphasizing digitalization, channel reform, and the rise of community group buying.
赵波2020 FMCG Industry Year in Review: Rebirth, Fearless Forward!
2020 has finally come to an end. This year, FMCG professionals experienced both hardships and inspirations, but through continuous adaptation and innovation across the industry, we stand here today. New Distribution reviews the major industry events of 2020, seeking inspiration amidst change and pondering how to find new directions in a new environment.
陈峰New Distribution's First New Year's Eve Livestream: Goodbye 2020; Hello 2021!
As 2020 draws to a close, New Distribution invites all friends to reflect on a challenging year and look forward to 2021. Join our New Year's Eve livestream on December 31, 2020, from 9 PM to 12:15 AM, to share experiences and insights for the coming year.
New DistributionThere Is No More Public-Domain Traffic
The article argues that true public-domain traffic no longer exists, as all traffic has been commodified and sold. It distinguishes between private, public, and commercial traffic, and suggests that brands should use digital marketing to reach consumers directly, balancing the power of retailers and platforms.
刘春雄Nestle Executives at Yinlu Hand Over in Collective Transition! Yinlu Reveals Four Major Battles for 2021
One month after Nestle officially announced the sale of Yinlu peanut milk and canned congee businesses in China to a holding company controlled by Yinlu founder Chen Qingshui's family, Yinlu's board members recently completed changes in business registration. According to the latest business registration information, on December 23, 2020, the investor type of Xiamen Yinlu Food Group Co., Ltd. changed from a foreign (regional) enterprise to a Taiwan, Hong Kong, and Macau enterprise, with the investor changing from Nestle Co., Ltd. to Yinlu Holdings (HK) Limited. At the same time, the company's chairman and legal representative changed from Rashid Qureshi to Chen Yanhe, with new directors Chen Yuanyang and Chen Yanfu, and supervisor Wu Yunjia added, while original directors Daniel Aellen and Pierre Thomas Francois, and supervisor Ge Bian exited.
小食代Distributors Reminder: How Should Advertising Be Done?
During recent market visits and exchanges with distributor friends, many distributors conveyed the same message: new brands and new products are increasingly difficult to handle. How to select and promote new products has become a challenge for everyone. There are two key points: first, how to choose the right product in a dazzling market; second, once the product is determined, how to achieve final sell-through in the channel. Frankly, these two issues determine the success of a distributor's business and even affect its future development. Distributors unanimously agree...
秦淮Community Group Buying Faces Resistance from Multiple Brands, Distributors Waver
Internet giants' heavy subsidies in community group buying have impacted brand owners' interests. Following notices from Zilin Vinegar, Huahai Shunda, and Weilong requiring distributors to supply community group buying platforms, brands like Coca-Cola, Arawana, and Xiangpiaopiao have also issued similar notices. The keyword 'price' in these notices indicates that the market order built by brands over years is being disrupted by low prices from community group buying.
刘旺 蒋政The Dealer's 'New Survival' Manual
Recently, community group buying has caused many dealers to suffer, feeling lost and anxious. The market is changing rapidly, with supermarket owners becoming group leaders and product prices dropping repeatedly, leading to widespread channel crossing and dumping. Dealers, already squeezed from both ends, now face a third pressure. This article discusses the survival value of dealers from an industry perspective, addressing whether dealers have a future and how they can adapt by looking at future trends and strategic choices.
袁来Annual Sales of 30 Million and Growing: How Can Distributors Break Through Bottlenecks?
In a recent project, I encountered many regional large and medium-sized distributors, sensing a collective anxiety among them. The FMCG industry changes every three to five years, and breaking through bottlenecks to grow stronger often feels overwhelming. Take Mr. Li, a distributor in a prefecture-level city, as an example: he is a typical entrepreneurial distributor who left a mid-level management position at a brand company to start his own agency business eight years ago. For the past three to four years, his annual sales have hovered around 30 million yuan, with a regional population of 1.3 million and above-average consumption capacity. He has tried many methods to break through, all ending in failure. Today, we discuss this case to explore how trading companies at this level can grow bigger and stronger.
高级研究员 海游Distributor Ordering Conferences Are Not Dead: It's Not That They're Useless, It's That They're Not Done Right!
As the year-end approaches and the Spring Festival peak season looms, many distributors are considering reviving ordering conferences that were canceled or postponed due to the pandemic, especially given the pressure on sales and cash flow from the first half of the year. Despite the rise of digital channels like community group buying and livestream e-commerce, offline ordering conferences remain essential for boosting sales, leveraging seasonal funds, promoting new products, and strengthening customer relationships.
李锋Community Group Buying: The Standard-Bearer of China's Third Retail Revolution
Community group buying is the hottest track in China's retail sector, with giants like Meituan, Didi, and Pinduoduo aggressively expanding. This article analyzes the impact on traditional channels, the true competitors, and why it represents a revolutionary shift in retail, urging stakeholders to adapt or be left behind.
陈海超 何年Hershey's "Redemption"
Hershey's large-scale layoffs and streamlining of its distributor network in China have caused a stir in the industry. Recently, Hershey China revealed in a phone response that it will undergo major adjustments in the China region, including handing over sales channels and services to local distributors, with management and executive staff facing large-scale layoffs. On December 1, Hu Tingzhou, General Manager of Hershey Greater China, announced his resignation, with the president's duties temporarily assumed by a director. The full handover of sales channels and large-scale layoffs indicate Hershey's comprehensive contraction in China.
孙吉正