TOPIC ARCHIVE
Dealer Operations articles
经销商经营
Browse 3708 New Distribution articles about Dealer Operations.
Published articles
3708 articles · Page 47 of 155
What Exactly Are You Relying On to Make Money? Do You Really Know?
Recently, I held a private board meeting with a brand's manufacturer and distributor. I asked the question: What exactly does a distributor rely on to make money? Everyone quickly answered that they rely on price differences, but I pointed out that there are two angles to this question: the profit model and the business model. The key is not whether you earn a price difference or service fees, but what you rely on to earn that price difference.
刘润City Manager's Playbook: Distribution and Sell-Through Strategies for Low-Frequency Daily Chemical Products in 6 Million Small Stores
After a day of visiting dozens of small stores under the scorching sun, Lao Wang and his team review their findings. Facing complaints about slow-moving shampoo and price inversion on laundry detergent, Lao Wang insists on changing distribution and sell-through strategies. The article analyzes the trends of small stores (convenience, platform, community) and provides targeted solutions for city managers to tackle the challenges of low-frequency daily chemical products.
许翔 Ryan XuDistributors Without Digitalization Won't Go Far!
Will online platforms gradually replace distributors? I think this is a false proposition; distributors exist because they have value. Online platforms and network marketing won't have much impact on distributors, but one thing is certain: the distributor community will accelerate its shakeout, leading to a winner-take-all phenomenon. As the distributor community develops, competition becomes increasingly fierce, and in this process, they encounter many obstacles: chaotic product management, severe warehouse damage; declining market stock, rising transaction costs; unclear job performance, increased labor costs; severe e-commerce impact...
袁健How Long Has It Been Since You, a Battle-Scarred Veteran, Walked the Market?
Distributors have mostly built their businesses step by step, having experienced the days of walking the market. Now that many have achieved sales in the tens of millions, the author asks: how long has it been since you last walked the market? Market inspection is crucial; without it, all efforts are in vain. This article outlines key inspection dimensions and standards, emphasizing that inspection is not about distrust but about ensuring execution and improving results.
李锋What Is the Essence of Channels?
A distributor worries about losing the brand's business, but the essence of a channel is the ability to scale reach to potential consumers at low cost. Channel innovation means achieving lower-cost scaled reach, and distributors should accurately recognize their core competency and continuously refine it.
刘润“Do Market Work in the Off-Season, Achieve Sales in the Peak Season” Is Not Just Empty Talk!
With the Mid-Autumn Festival and National Day approaching, many FMCG products will enter the off-season afterward, such as grain and oil, and snacks. What should distributors do when the market enters the off-season? The best way to deal with the off-season is to keep moving. I have always believed that there is only an off-season mindset, not an off-season market. In an industry, all distributors face the same situation: if it's off-season for you, it's off-season for others, so the key is the mindset. Distributors need to come up with ideas and plans to get their sales staff moving; only when people move can the market move! -01- Seize demand...
李锋Retired Teacher Starts Bread Business at 60, Earns Family Over 20 Billion Yuan
How to achieve a large market value in a small track? In just over a decade, Taoli, a small bakery founded by a retired teacher, has won the title of 'China's first bread stock'. Why could Wu Zhigang, who had an unremarkable early life, create a company with a market value of up to 40 billion yuan after retirement?
华商韬略Online and Offline: Converging Paths in the Era of Digital Intelligence
This article explores the digital-intelligence new infrastructure in the FMCG industry, emphasizing that it is not just a slogan but requires long-term, meticulous craftsmanship. It is intended for brand owners, distributors, wholesalers, convenience stores, supermarkets, urban warehousing and distribution service providers, SaaS practitioners, new media marketers, and consumers who care about business upgrades and enjoy increasingly better products and services.
数智化商业研究员More Than Half of Distributors Don't Realize Its Importance: The Right Way to Hold Employee Meetings
Distributors often hold regular meetings, but many lack a clear logic or approach for using them to drive marketing execution. Some owners feel meetings are ineffective, don't know what to discuss, or even consider them a waste of time. Whether meetings are a waste depends on how well you utilize them to achieve your goals. First, understand the main functions of meetings: 1) Communication; 2) Problem-solving; 3) Unifying thinking. The most important is unifying thinking and aligning goals. This article provides guidance on daily, weekly, monthly, and annual meetings.
李锋Brand Owners & Distributors—Terminal Systems: Use with Caution!
As internet technology continues to penetrate the FMCG industry, digital empowerment is increasingly valued by enterprises. Most manufacturers have entered the shallow waters of digital transformation, gaining 'clairvoyant' insights and enabling products and services to reach further down the chain. Terminal systems, essential for market operations, have proliferated with various competitive strengths, yet they also bring confusion to all manufacturers. This article discusses terminal systems from a personal perspective, emphasizing that while they are crucial for data collection, their core logic should focus on tasks rather than personnel management, and their true value lies in enabling precise and authentic data-driven decision-making.
高级研究员 海游Five Online Initiatives to Drive Digitalization in the FMCG Industry
The digitalization of the FMCG industry faces three main challenges: the large proportion of offline revenue, the monopolistic e-commerce ecosystem in China, and the low ARPU (average revenue per user) leading to low customer loyalty. Liu Zhao, founder of Waiqin365, proposes that digitalization should focus on five online initiatives: market activities, channel orders, distribution inventory, personnel, and customers. These initiatives aim to enhance management capabilities, optimize offline channels, and gain a competitive edge in the digital era.
提升企业销售效率AI-Driven Perfect Market Closed Loop
Trax, one of the earliest companies in product image recognition, founded in 2010, now processes over 1.5 million stores in more than 90 countries daily, converting product displays, promotional materials, and sales activities into readable structured digital assets for real-time, transparent sales operations and decision support. Although online business is growing rapidly, offline remains the mainstay, with about 3.3 million stores in China's urban areas.
Mike WangEarning 400 Million in Six Months During the Pandemic, with Gross Margins Outperforming Haitian Flavoring, Will Wujiang Pickled Mustard Continue to Raise Prices?
In the pickled mustard industry, Fuling Zhacai holds an absolute leading position. Although there are competitors like Tongqianqiao, Yuquan, and Lameizi, none can shake its industry status. Currently, Fuling Zhacai is the leading enterprise with the highest market share. If the name Fuling is vague, the ubiquitous Wujiang pickled mustard is certainly familiar, once a staple on green trains. Fuling Zhacai primarily engages in the research, production, and sale of convenient foods such as pickled mustard, radish, pickled vegetables, and other side dishes, and is the largest enterprise of its kind in China.
财天作者Exclusive | Launching Officially in September, Yangyuan Takes Over Red Bull Anaji Operations!
New Distribution exclusively learned that on September 1 (today), Yangyuan Beverages held a mobilization meeting at its headquarters to officially begin operations of Red Bull Anaji under Thailand's TCP Group. Red Bull Anaji is the first new Red Bull product launched by TCP Group in China after the licensing dispute with Reignwood's Red Bull. Yangyuan Beverages, known for its 'Six Walnuts' product, is a major player in the northern Chinese market. This partnership signals a strategic move by TCP to leverage Yangyuan's strong distribution network in the north to boost Anaji's sales, intensifying competition in the energy drink market.
澄韵With New Retail Here, Does the Industry Still Need Wholesale Markets?
At the 2020 (3rd) China FMCG Conference, Chang Junjie, founder of Pidao, shared his views on wholesale. He argues that wholesale markets act as a battery for the market, remain essential despite retail channel evolution, and will transform into data-driven, decentralized operations.
小批New Distribution Yuan Lai: The Era of Enclosing Land is Coming, Distributors Are No Longer Doing Incremental Business, But Grabbing Other Distributors' Existing Business!
The 2020 (3rd) China FMCG Conference, hosted by New Distribution, was grandly held from August 24-26 at Shanghai Fuyue Hotel, attracting 3,000 industry practitioners including distributors, manufacturers, and internet companies from across the country. The following is the speech content of Mr. Yuan Lai, chief editor of New Distribution, at the parallel forum 'FMCG Digital Distribution Masterclass', organized and published for readers. New Distribution was established in 2016, and since its inception, we have been observing the FMCG industry...
袁来Zhao Bo of New Distribution: The Underlying Logic of Digital Infrastructure in FMCG
At the 'Digital New Infrastructure · 2020 (3rd) China FMCG Conference' hosted by New Distribution, founder Zhao Bo discussed how the pandemic accelerated digital transformation in FMCG. He argued that traditional marketing models based on physical resource monopolies are being replaced by a new logic centered on consumer mindshare, integrated value chains, and data-driven decision-making.
赵波Building Professional Foodservice Brands, Providing Total Solutions: Arla Helps Distributors Grow Their Business
China's foodservice industry is in a rapid growth cycle, closely tied to economic development and rising per capita income. With China's 2018 GDP per capita nearing $10,000, the sector has entered a phase of fast consumption growth. The broad foodservice market (including dining out and food consumption) is currently valued at approximately RMB 8.2 trillion, projected to reach RMB 12.04 trillion by 2022, with a CAGR of about 7.1%. As foodservice channel consumption surges, channel dividends are returning, creating new business opportunities for food distributors.
New DistributionData is the Best Helper for Distributors Facing Complex Business Decisions!
Many distributors have made wrong decisions in their business, especially during the pandemic. In the digital age, data is the key to finding direction and making correct decisions. This article explains how to use data analysis for product and personnel decisions, such as improving distribution rate, product distribution, profit analysis, and team management.
李锋How Should Distributors Design KPI Assessments for Salespeople?
Digitalization has become a top priority for FMCG distributors in 2020, especially after the pandemic. This article explains how to design scientific compensation and KPI assessment systems for salespeople, covering nine key elements to ensure effective implementation and motivation.
李锋Dealers Who Can't Analyze Data Are Running Their Business Blind!
Jack Ma says we're in the digital age, but for dealers, it's more accurately the era of data-driven marketing. Without data, there's no decision-making; with data, decisions are easier. Many dealers still run family-style businesses without clear insight into their metrics. This article explains how to use data in two key areas: understanding customers and implementing KPI-based incentive policies.
李锋Distributors: Managing Post-90s Employees—Don't Talk Good or Bad, Talk Numbers!
The FMCG industry is evolving rapidly with the internet, and digital transformation for distributors is moving into practical implementation. This article focuses on how distributors can use digitalization to manage people effectively, covering three key areas: team allocation mechanisms, team cohesion, and organizational performance, all enhanced by data-driven approaches.
高级研究员 海游How Should Distributors, Who Rely on Downstream Business, Develop New Outlets?
The article emphasizes that a distributor's core asset is its network of outlets, and developing new customers is essential for growth. It provides strategies for identifying blank spots and developing new customers across different channels, including traditional, catering, and special channels.
李锋The Partnership Model: The Core to Scaling Up and Rapid Growth for Distributors!
This article discusses the partnership model adopted by Shaanxi Baihui Trading, which has enabled it to retain talent and achieve continuous growth. The model involves virtual joint ventures with department managers, where employees invest a small amount for a share of profits, boosting motivation. The article also explores how this model can solve cross-regional expansion challenges for distributors, drawing parallels with historical land reform.
赵波