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3708 articles · Page 56 of 155
2025 | Distributor Lao Zhang's 24 Hours
This article envisions a day in the life of an FMCG distributor in 2025, illustrating how 5G, AI, and IoT will transform distribution, retail, and consumer engagement, with distributors evolving into service providers.
李青林Beyond Distribution and Agency: What Other Dividends Can You Seize? RELX Tells You
In the era of consumption upgrade, consumers are increasingly concerned about health products, and e-cigarettes are gaining popularity. The e-cigarette market in China is growing rapidly, with RELX becoming the top-selling brand in the industry by capturing half of the market share within a year. This article explores the opportunities and support RELX offers to franchisees, including low-cost entry, rapid return on investment, and comprehensive brand backing.
New DistributionHow Much Nongfu Spring Can Yijiupi Sell?
The FMCG B2B track now has few players left, and brand owners' attitudes vary widely: some like Coca-Cola and Master Kong actively cooperate, even at the expense of existing channel interests; others like major beer giants insist on regional protection to maintain their distribution systems. Yijiupi founder Wang Chaocheng once said publicly, "Nongfu Spring prohibits all channels from cooperating with Yijiupi, but Yijiupi sells Nongfu Spring everywhere." This phenomenon is not limited to Yijiupi and Nongfu Spring but exists across the industry. The relationship between brand owners and B2B platforms is delicate, and neither side knows the actual sales volume.
古月Sorry, 'Puffy' Distributors Have No Future!
In early August, the author visited several distributors and found many 'puffy' ones: high annual sales but pitifully low profits, often below 500,000 yuan net. The article discusses the transformation of such distributors from mere logistics providers to commercial flow promoters, with brand support and digital tools, and offers advice on improving data management, organizational skills, and market expansion.
袁来Case Study | What Kind of System Support Does Unified Warehousing and Distribution Need?
Unified warehousing and distribution is a hot topic among distributors. Intensive and scaled transformation of warehousing and distribution is a recognized way to increase revenue and reduce costs amid slowing market growth. However, it demands high operational capability; without information system support, the result may be 1+1<2. Distributors need a reliable, practical supply chain management system.
百智会Distributors: How to Win the Community Group Buying Battle?
In 2018, community group buying became the hottest trend in retail, offering distributors a chance to break through regional, channel, category, and profit limitations. This article provides a detailed guide for distributors on how to succeed in this high-threshold operational business, covering investment, team building, category selection, operations, and supply chain management.
王怡栋&胡小印Latest | Instant Noodle Sales Reach 51.5 Billion Yuan, Master Kong Holds Half the Market, Uni-President's Tom Yam Noodles Expected to Exceed 4 Billion, Jinmailang Grows 50%
The 19th China Convenience Food Conference was held in Beijing on September 11, where industry leaders discussed the sector's performance. In 2018, instant noodle sales reached 51.5 billion yuan, with Master Kong dominating the market, while Uni-President's Tom Yam noodles are projected to exceed 4 billion yuan in 2019, and Jinmailang saw a 50% market share increase.
New DistributionMulti-Consumption Scenarios: How Brand Owners Collaborate with Distributors for One-Warehouse Delivery in Urban Logistics
As professional division of labor deepens, many brand owners have outsourced logistics to third-party companies, but most distributors still handle both sales and logistics. This article explores whether distributors should also outsource logistics or become third-party logistics providers themselves, based on Best Supply Chain's insights into urban-level logistics delivery trends under multiple consumption scenarios.
New DistributionSales Representatives: Are They Really Crushing Distributors?
This article discusses whether sales representatives should push inventory onto distributors, arguing that excessive pressure can crush distributors and damage the entire channel. It emphasizes the importance of sell-out over sell-in and shares a Coca-Cola example where the company avoided overloading distributors by renting a warehouse to meet sales targets.
谭长春Where Do Traditional Distributors Go?
This article explores the challenges faced by traditional distributors and retailers, using the case of Handan Zhuoyue Trading Company as an example of a successful transformation. It advocates for a new management model where employees are treated as partners, sharing in profits and decision-making, to drive growth and adapt to changing market conditions.
孙授成Distributors Struggle with Unpaid Invoices, Shop Owners Have Their Own Woes—This Tool Solves It All
In early September, as the Mid-Autumn Festival and National Day approach, distributor Lao Zhang in Nanjing faces the common industry problem of difficult debt collection, with half of his stores failing to pay on time. A new financial product, Wenli-Shanghu Dai, launched in Jiangsu, offers a solution by providing quick credit and settlement for distributor-store transactions, easing cash flow pressures for both parties.
New DistributionExpensive, Late, Expired, Unsold: Where Does Alibaba Retail Link's Confidence Come From?
As the head of Retail Link, the leading FMCG B2B platform, Lin Xiaohai shares his views on industry development, the platform's progress after three years, and its relationships with brand owners, distributors, and competitors. At the August 28 press conference in Hangzhou, Lin detailed the company's strategic shifts, service commitments, and digital initiatives aimed at empowering small retailers.
创新零售社Distributors: No Profit, No Sales, How Can Transformation Be Discussed?
On the evening of August 22, during the FMCG2019 China FMCG Conference, New Distribution organized an impromptu distributor exchange salon. Nearly 200 distributors attended, sharing insights on operational challenges and successes. The key traits of successful distributors were efficiency and partnership, with a focus on refined management and collaborative incentives.
New DistributionHow Should the FMCG Industry Navigate the 'F2B2b2c Online' Path?
The following is the speech delivered by Mr. Zhou Bin, co-founder and COO of Renwoxing Technology, at the 'FMCG2019·China FMCG Conference' hosted by New Distribution, organized and published for readers. He discusses the digital transformation of the FMCG industry, emphasizing the importance of online business operations, data-driven decision-making, and the integration of online and offline channels for brand owners and distributors.
周斌Distributors Can't Push New Products? 80% Is a Frontline Sales Issue
Adjusting the product mix is more about increasing the proportion of high-margin products, especially new and premium products, to improve overall profitability. In simple terms, it's about eating well on top of being full—not just selling old products that don't make money, but focusing more on selling high-margin products. The ideal is beautiful, but reality is harsh. Although everyone knows the necessity and benefits of product structure optimization, it's too difficult to implement. Salespeople always emphasize various difficulties: poor market environment, economic downturn, restrictions on official consumption, new products not selling well, premium products not moving, insufficient company investment, limited consumer purchasing power, and uncooperative terminals.
潘文富Distributors: Mid-Autumn Peak Season, Slow Terminal Payments, How to Break Through?
Slow payments and long accounts receivable cycles have always been major headaches for distributors, and they are also matters of life and death, especially with the upcoming Mid-Autumn Festival and National Day peak season. Recently, the author chatted with Wang Hua (pseudonym), a distributor in a county-level market in southern Jiangsu, who mentioned, 'Generally, a distributor needs to prepare three sums of money: first, payment to the manufacturer for goods; second, the cost of normal warehouse inventory; third, the supermarket credit period, the money tied up in accounts.' Money never seems to be enough...
New DistributionDistributors: Let the Team Move Forward Bravely Under Assessment
The following is the speech content delivered by the General Manager of Sunflower Industrial Co., Ltd. at the "FMCG2019·China FMCG Conference" hosted by New Distribution, organized and published for readers. I am a professional manager who entered the industry in 2003 and followed my boss. In 2004, I was trained as the company's deputy manager. By 2010, our boss returned to his hometown to build a large food factory, and I was basically in charge of the distributor company. Our company has eight managers, six of whom have worked for more than ten years. In the distributor industry, I think it is relatively rare for the boss to be able to let go and enable the company to grow rapidly.
周明振A 20-Year Mengniu Distributor, Restless in Entrepreneurship!
At 9 a.m., when Yang Liang was met, he was deploying the latest work with department heads. After the meeting, I said, 'Why not go to your office for a quieter chat?' He replied, 'This is my office.' There was no separate desk or boss chair; the west side had a metal filing cabinet and two school desks piled with trophies, books, and products, while the east side had a long conference table for about ten people. Yang Liang's workstation was the first seat on the right. He distributes brands like Moutai, Jiannanchun, Mengniu, and Six Walnuts.
袁来In the Era of Strict Regulation, How Can Distributors Achieve 'Compliant' Transformation?
At the FMCG2019 China FMCG Conference hosted by New Distribution, consulting partner Li Xinhao discussed how distributors can achieve compliant transformation through business architecture. He emphasized that compliance is no longer a choice but a question of how to do it, and outlined key elements such as financial models, organizational structure, investment structure, transaction structure, and income routes.
李新浩Starting with sunflower seeds, Qiaqia sells daily nuts, why did it achieve 600 million in sales in just 1 year!
At the FMCG2019 China FMCG Conference hosted by New Distribution, Wang Bin, Vice President of Qiaqia Food, shared insights on how the company, originally known for sunflower seeds, successfully launched a second business line in nuts, achieving 600 million yuan in sales for its daily nuts product within a year. He emphasized the importance of crossing the non-continuity gap, focusing on quality and freshness, and aligning organizational mindset to drive growth.
王斌Zhao Bo of New Distribution: Digital Supply Chain Applications and Practices in the FMCG Industry
At the FMCG2019 China FMCG Conference hosted by New Distribution, founder Zhao Bo discussed the challenges and transformations in the FMCG industry, emphasizing the need for digital supply chains and organizational change to adapt to fragmented markets and diverse consumer demands.
赵波Standard Guidelines for Channel Inventory Loading
Inventory loading is a required skill for sales personnel, often executed before peak seasons or new product launches. However, improper execution can lead to overstocking, failed techniques, or expired goods. This article outlines four common loading methods—dealer loading, order loading, ride-along loading, and blitz loading—along with their blind spots, and discusses pitfalls in promotions, pricing, and channel management, offering self-check questions to avoid common mistakes.
方刚Traditional Tactics Fail: How Should New Products Enter the Market?
Many FMCG distributors complain about fierce competition and increasingly difficult business. This is partly due to the release of consumers' personalized demands in the context of consumption upgrading, and partly because hot categories imitate each other in new product development and market competition strategies, competing for distribution, investment, shelf space, and inventory. This article explains how to adapt by focusing on precise product positioning, consumer lifestyle insights, sensory marketing, and a healthy supply chain profit distribution system.
邢仁宝It's Not That Distributors Are Uncooperative—It's That Some Manufacturers Have Too Many Problems!
Manufacturer salespeople often complain that distributors are uncooperative, but they should first analyze why. The reasons can be found in the manufacturer's own shortcomings, such as unpaid fees, poor product quality, and lack of market support, or in the distributor's issues like financial strain and poor management. Effective distributor management focuses on helping distributors make money, which resolves most conflicts.
朱志明