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3708 articles · Page 48 of 155
Dealers who sigh, complain, and drift with the tide are doomed to be eliminated!
In recent years, with the rise of FMCG B2B and the invasion of numerous new retail platforms into offline channels, wholesalers and dealers have seen a significant portion of their space and territory taken over. How to respond to this impact and survive in the new environment is a question all dealers are pondering. The wheel of the times rolls forward; those who adapt thrive, while those who resist perish. The 'Internet+' core has given rise to an internet gene characterized by flattened information, low-cost logistics, and more convenient payments. As Darwin noted, it's not the strongest or the most intelligent that survive, but those most adaptable to change.
杨志国Distributors: Is Your Marketing Spend Worth It? If Troubling, Try Digital Investment
Zhao Bo, founder of New Distribution, noted on social media that many companies are now sending dozens of executives to the China FMCG Conference, indicating that digital transformation is moving from concept to implementation. The hardest part to change is not organization or model, but interests and mindsets. Indeed, as brand owners digitize, distributors must also adopt digital tools to manage costs and working capital efficiently.
高级研究员 海游Testing Wholesale Business, Targeting 1688, Pinduoduo Sparks B2B War!
Pinduoduo has launched a new wholesale business called 'Duoduo Wholesale' with zero commission and no promotion fees, aiming to compete with Alibaba's 1688 platform. Despite facing significant challenges in logistics and technology, Pinduoduo is determined to enter the B2B market, which is still growing rapidly.
云合Distributors: Without Digital Distribution, There Is No Profit!
Zhao Bo, founder of New Distribution, noted that many companies are now sending dozens of executives to the 2020 China FMCG Conference, indicating that digital transformation is moving from concept to implementation. This article discusses how distributors can use digital tools to adjust business structure, stabilize pricing, and secure brand rebates to improve profitability.
高级研究员 海游The "Visit Rate" That Distributors Have Long Overlooked
An industry expert once said that in the FMCG industry, everyone talks about "distribution rate," but the premise of distribution rate is "visit rate." Visit rate is the cause, distribution rate is the effect. Discussing distribution rate without visit rate is putting the cart before the horse. This key metric has been forgotten, a common mistake in marketing. In fact, many distributors I know overlook this critical indicator. Today, we discuss how to achieve sales growth through a scientific visit rate.
李锋How a Distributor of Dali, Lay's, Oishi and Dozens of Other Snack Brands Became a Leading Local Player
This article profiles Zhou Dengyu, deputy general manager of Guiyang Yibai Trade, a snack food distributor that survived a near-collapse by refocusing on its core business. It details how the company used digital tools, a rigorous product selection process, and a clear strategic direction to thrive in a challenging market.
周群Le Yao Ju Classic Products Relaunched: 3 Strategies to Help Distributors Activate the Market!
The outbreak of COVID-19 has brought new opportunities and challenges to the frozen food industry. On one hand, while channels like foodservice were hit hard during the pandemic, circulation and e-commerce channels saw a surge in demand. On the other hand, as the pandemic stabilizes and consumption normalizes, foodservice is recovering, and consumer demand from households online and offline has not declined. According to Kantar Consumer data, post-pandemic consumers still purchase higher-priced frozen foods and buy more in bulk, with stockpiling needs persisting.
New DistributionChannel Contraction and Unpaid Fees: Where Is Carabao Heading in China?
Carabao, the Thai energy drink, is contracting its channels in China and focusing on gas station convenience stores, while facing declining sales and dealer disputes over unpaid fees. Despite strategic adjustments, analysts believe the brand's fate is sealed due to intense competition and market saturation.
空空"Pricing Determines the Market" - Distributors, Have You Achieved It?
For distributors, establishing a comprehensive market pricing system is crucial. As the saying goes, "pricing determines the market." Inadequate price control can lead to a series of problems that are difficult to resolve. One of the most troublesome issues for distributors, cross-regional selling (channel conflict), is largely caused by unstable pricing systems.
李锋What Will Distributors Who Survive the Next 5 Years Look Like?
This article discusses the future of distributors in the FMCG industry, arguing that digitalization is the key to sustainable growth. It outlines three types of distributors (brand, category, and channel) and explains how digital tools can be applied to internal management, external operations, and business models, with a focus on digitizing networks, products, and personnel to drive order digitalization.
袁来Distributors: Your Competitor's Sales Are Your Growth!
For FMCG, although the impact from online channels is relatively small, the distribution business is getting harder year by year. Despite this, manufacturers still require distributors to grow at least 10-30% annually. Where does this growth come from? The demand from small retail stores is fixed, and the existing market is limited. Finding growth internally might achieve 10%, but more is difficult. Therefore, to achieve a significant improvement on the existing base, you must seek growth externally by capturing market share from competitors. If you can't do this, sales growth will be hard to come by.
李锋After Just One Year of Transformation, He Became the Largest Snack Food Distributor Locally—How Did He Do It?
Zhicheng Trading in Linquan County, Anhui, transformed in 2018 from a multi-category, multi-brand distributor into a single snack food category supplier. With over 2,000 retail outlets, 11 salespeople, and 1,500 SKUs, it achieved annual sales growth of over 30%, with self-operated categories growing over 100% annually. After 10 years in distribution, the company has grown steadily through brand dividends, proactive transformation, and business structure adjustments.
New DistributionWhy Are Distributors Indifferent to Products Manufacturers Favor?
This article explores the cognitive conflicts between manufacturers and distributors regarding what constitutes a 'good product,' and proposes strategies to resolve these conflicts through market testing and achieving a critical mass of consumer adoption.
刘春雄First-tier City Manager: Be a Channel Expert, Not a Distributor Management Expert
Amid the new retail era, city managers must shift from a distributor-centric approach to a channel-expert mindset, redesigning distribution networks with a city-wide perspective and embracing digital transformation to stay competitive.
许翔 Ryan XuNew Retail Impact, Distributors Eliminated? Don't Joke! Despite Challenges, There Are Still Opportunities!
This article discusses the challenges and opportunities for traditional FMCG distributors in the face of new retail and e-commerce impacts. It outlines five major challenges including decentralization, flattening, scale, market share erosion, and increased receivables, and suggests seven potential paths forward such as transitioning to e-commerce, logistics, category operations, supply chain operations, regional services, and brand operations.
高级研究员 海游Distributors, Do You Know Who Actually Sells Your Products?
When a distributor company is highly profitable, what comes to mind first? Strong brands, savvy marketing, or solid capital and channels? Often overlooked is the sales team's capability. This article emphasizes that distributors must invest in training their salespeople in professional skills, presentation, logical thinking, and communication scripts to drive sales and growth.
李锋Post-90s Distributor Achieves 40-Fold Sales Growth in 6 Years, Annual Sales of 80 Million in County Market!
Distribution is essentially a selling business with a relatively simple model, yet many distributors struggle. This article explores how a post-90s distributor, Jia Yongshun, achieved 40-fold sales growth in six years by focusing on internal organization management, including refined KPI assessments and channel cultivation.
周群Tens Group Statement: Beijing Red Bull's Lawyer Statement Seriously Defames Tens Group's Goodwill and Damages Red Bull Brand Interests; Will Pursue to the End!
In response to the lawyer's statement issued by Red Bull Vitamin Beverage Co., Ltd. ("Beijing Red Bull") on July 10, Tens Pharmaceutical Healthcare Co., Ltd. ("Tens Group") hereby declares that the statement contains numerous falsehoods that mislead the public, threaten authorized producers and distributors, and seriously defame Tens Group's goodwill and its licensed products. Tens Group reserves all legal rights and will pursue legal action to the end.
New DistributionEvery Distributor Should Have a "Key Account" Maintenance Plan!
For distributors, customers are the most critical link; the more frequently they order, the higher the distributor's sales. While small customers face less competition and are easier to win, key accounts are targeted by all competitors and must be prioritized. Since 30% of key accounts contribute 70% of sales, distributors should focus on them, using service and strategy to increase their order volume—a 10% increase from key accounts often outweighs a 30% growth from smaller ones.
李锋Dealers Bind Customers' Core Interests: Still Worried About Finding Growth?
First-tier brands have higher turnover and return on investment, which is why second-tier distributors prefer selling them. Non-first-tier brands can leverage their price and profit advantages, while promotional policies, quality service, and management can also drive sales growth.
李锋How Brand Owners Can Host a Blockbuster Dealer Ordering Conference via Live Streaming
Traditional ordering conferences pose health risks due to large gatherings, while canceling them risks operational continuity. Live streaming, a hot new traffic trend, also holds great potential in the B2B sector. "Live streaming + ordering conference" has become a new model that brand owners are eager to try. A successful ordering conference helps brand owners achieve three goals: 1. Boost sales, 2. Develop new customers, and 3. Strengthen partnerships.
365商学院On the Frontline | The Two Biggest Unclear Accounts for Distributors
Since 2003, China has entered the track of deep distribution. Deep distribution relies on two premises: fragmented channels and a labor-intensive approach due to low labor costs. When sales growth stalls, distributors find profits squeezed by both sales volume and costs. This article helps distributors calculate the break-even points for their terminal outlets and delivery vehicles, emphasizing the importance of accurate accounting to adapt to today's competition.
高级研究员 海游Cost is the 'Life' of a Distributor's Business
In 2019, FMCG distributors generally face five major cost pressures: labor costs, marketing expenses, capital management, damage handling, and logistics costs. This article provides in-depth analysis and solutions to these five problems.
李锋Distributors, Stop Chasing Online Business—The Dividend Is Over!
In the past few months, due to the pandemic, lockdowns and road closures have frozen offline business. During this period, community group buying boomed, and manufacturers seemed to find a survival path, pushing distributors online with communities, Moments, and mini-program stores, but to little effect. Many distributors ask if online business is still viable, but the article argues that by the time traditional distributors see an online dividend, it's already the tail end, and they should focus on offline opportunities instead.
袁来