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3708 articles · Page 57 of 155
Thousands of Stores Stocked, Yet Sales Barely Move: The Reasons Behind This Are Thought-Provoking!
For many distributors, product distribution can be done quickly, but market activation after distribution is slow. Once products fail to sell through, it leaves a poor impression on retail outlets, affecting long-term relationships and making it difficult to introduce new products in the future. Terminal sell-through is the most direct and important indicator of a distributor's performance, and solving this issue is crucial for increasing sales.
师顺宽FMCG Entrepreneurs: A Practical Case of Regional Central Warehouse and Distribution
Central warehouse and distribution (统仓统配) has been a hot topic, with many FMCG dealers entering the field. This article shares the practical experience of Hubei Tianlu Smart Logistics, which achieved break-even in about 1.5 years, and discusses key strategies for finding warehouses, people, and goods, as well as insights on scale, pricing, and delivery.
袁来Distributors Without a Good Performance Appraisal System: A Desire for Growth Alone Won't Work!
A veteran distributor reflects on the evolution of performance appraisal systems over 15 years, from trust-based to target-based, competitive, KPI-balanced, independent, and profit-linked methods, concluding that without a sound appraisal system, a company's growth aspirations are unattainable.
周明振A Distributor with Over 20 Years of Experience: Why Are Sales Only in the Millions?
During a market survey in Henan, a distributor with annual sales of 5 million yuan in a county market and another with 50 million yuan in a prefecture-level city were compared. The key difference lies in their assets and innovation. Distributors below 10 million yuan rely on warehouses, trucks, and drivers, while larger ones innovate in organization and business models. The article argues that profits below 1 million yuan are merely 'manager wages' and that innovation, through replication and adaptation, is essential for growth.
袁来Anxious Distributors and Confused Second-Generation Business Owners: Will You Venture into This Blue Ocean?
Anxious distributors and confused second-generation business owners: Old Chen, though only 40, has been a beverage distributor for over 20 years and is now facing immense pressure. Meanwhile, 'Young Master,' at 23, is reluctant to take over his family's FMCG business due to low profits. The article explores the sources of their anxiety and suggests that the hair health industry, with its high growth potential, could be a promising 'second battlefield' for distributors, exemplified by the brand 'Black Mystery' (黑奥秘).
New DistributionThe Dead End and Way Out for Distributors...
Distributors in the FMCG industry are often reduced to mere delivery roles, losing their true value. To survive, they must strengthen their 'distribution' function by focusing on management and marketing, not just sales, and become indispensable partners to brands.
古歌读舒Innovation Changes the World: '2019 Moving-Sales China Food & Beverage Innovative New Product List' to Be Released in Shanghai
As the global market flattens and China's internet catches up with and begins to surpass the US, Chinese marketing has entered an era without signposts. The only true standard for testing marketing effectiveness is 'moving sales' (sell-through). To this end, New Distribution, a professional FMCG media platform, has organized the '2019 Moving-Sales China Food & Beverage Innovative New Product' selection, with results to be announced at the China FMCG Conference in Shanghai on August 22, 2019.
New DistributionPost-90s Distributor Ventures Online, Leveraging Product Selection to Grow from 0 to 30 Million in a Year
In the mobile internet era, 9 out of 10 people have shopped online. E-commerce channels have grown significantly, with a compound annual growth rate of 35.1% over five years. A young post-90s distributor in Chongqing, Pu Bin, leveraged online platforms and smart product selection to achieve sales of over 30 million yuan in just one and a half years.
李青林7 Reasons Why Distributors Have No Profits: Are You One of Them?
This article explores the seven main reasons why distributors fail to make reasonable profits despite hard work throughout the year. It emphasizes the importance of financial knowledge, management skills, and strategic thinking to avoid profit erosion.
谭长春80% of Distributor Owners Have Made This Mistake: Winning in Marketing, Losing in Management!
A large distributor who once thrived is now struggling to survive due to poor management despite strong marketing. The article identifies common management pitfalls such as excessive brand portfolios, lack of competitive brands, poor inventory control, and loose business tracking, offering practical advice for improvement.
梁胜威Exclusive | Want Want's 'Second Venture'
The Chinese market is vast, characterized by its breadth and depth. Before the internet, brands used a model of 'big SKU + mass production + big channels + big retail' to reach consumers nationwide. Now, with disappearing market growth, rising labor costs, and internet disruption, brands must rethink their strategies. Want Want, which entered the mainland market in 1992, is now undertaking a 'second venture' with its new independent brand 'Food Lab' (食技研), aiming to innovate by breaking away from its traditional system.
赵波Practical Tips | Revisiting the Human Wave Tactic: Sometimes Brute Force Works Better Than Art in Offline Competition!
This article revisits the human wave tactic in FMCG consumer promotions, arguing that despite the rise of internet thinking, traditional channel tactics remain effective, especially for SMEs. It provides a detailed guide on how to execute human wave promotions to build regional brands, covering preparation, execution, and evaluation.
海游How Should Distributors Explore New Markets?
Distributors seeking a share of a new market must not only strategize their market entry but also carefully plan product selection and rollout. Generally, developing a new market with a new product to establishing a stable market involves three stages: single-product breakthrough, forming a product portfolio, and creating a product structure.
周亮6 Lessons Learned by a Distributor Boss After Losing 1 Million
A distributor boss shares six lessons learned after losing 1 million yuan, covering compensation for key employees, delegation, avoiding unrelated businesses, employee benefits, management roles, and timely salary payment.
王剑Under Trillion-Yuan Growth in FMCG, How Did This Biscuit Win Over 300 Million Fans to Become a Blockbuster Product?
In August 2019, in Guangdong, a convenience store's shelves of Meiji Panda Biscuits quickly emptied, convincing the store owner of the product's profitability. The biscuit's popularity on Douyin, with over 300 million views for the 'shake into a ball' trend, has made it a hit among Gen Z, supported by distributor trust and the strategic efforts of its Chinese general agent, Oriental Express.
New Distribution"Cross-regional sellers are shameless, those affected are incompetent!" Analysis of distributor cross-regional selling issues!
A well-known marketing expert once said: "Cross-regional sellers are shameless, those affected are incompetent." Regardless of how it is dressed up, cross-regional selling is a tumor in the healthy development of a company's sales, differing only in whether it is benign or malignant. Both need early treatment to prevent harm. This is a troublesome but necessary problem to solve.
沈彬松How Many 'Get-Out-of-Jail-Free Cards' Do Wholesalers Have?
Since 2012, the survival value of baijiu secondary wholesalers has been questioned. However, recent visits to wholesale markets show they are thriving. This article explores the three key advantages that keep wholesalers indispensable: terminal resources, product variety, and market intelligence, and how they adapt to new retail trends.
学卖酒，看微酒If You Only Distribute Products Without Follow-Up Actions, Products Won't Move—What's the Use of High Distribution Rates?
Procter & Gamble once said: 'If you have the best product in the world with the best advertising support, but consumers can't buy it at the point of sale, you won't make the sale!' The importance of terminal distribution is self-evident, but distribution isn't something a company or distributor can just do smoothly. Factors such as the product, the capability of distribution personnel, and terminal resistance determine the outcome. The most critical factor is having the right distribution strategy and tactics. This article outlines 10 basic distribution tactics that every marketer must master to reduce distribution resistance and ensure success.
缪金宾When Distributors Complain, What Should a Regional Manager Do?
Distributor complaints are common for regional managers, but handling them requires skill. This article explains how to distinguish genuine complaints from false ones using the 'one look, three questions' method, and offers strategies for addressing real issues by soothing emotions and solving problems, illustrated with a case study of a small appliance brand.
马坚行The Busy and Bewildered Small and Medium Distributors: Once Thriving, Now Struggling
Forty years ago, as reform and opening-up began, food industry distributors and wholesalers started their gold rush. Now, especially in the last five years, small and medium distributors are struggling due to manufacturer neglect, channel changes, and shifting consumer habits. Some are transforming into service providers, while others are stuck, unable to adapt.
潘瑞冬Catering B2B: The Matching Model Is More Likely to Produce a Super Unicorn!
If B2B is stripped of transactions, it is essentially a wholesale business, not a high-sounding logic. The essence of wholesale is saving, variety, quality, and speed. To win customer recognition, you must secure cheaper, better, and more diverse products, which requires sufficient procurement scale upstream in the supply chain. Only with sufficient procurement scale can you have enough bargaining power. In the past, the industry often compared platform and self-operated models, finding that the platform model is hard to sustain in FMCG. However, after recent exchanges with Gong Yanbin, founder of Tongying Tianxia, it appears that the platform model is viable in the catering industry and could even give rise to a super unicorn.
赵波Distributors: Afraid to Manage, Afraid to Penalize—Where Exactly Is the Problem?
This article discusses the root cause of distributor management difficulties: insufficient profits. It argues that only when distributors earn more money can they afford to pay higher wages and effectively manage staff. Drawing on Wei Qing's framework, it explores how distributors can optimize their profit models through product selection, channel structure, and category management.
袁来Distributors, Always 'Doomed,' How Are They Doing Now?
Distributors won't be eliminated, but that doesn't mean you as a distributor won't be; 'no middleman to take a cut' is unreliable, but the 'disintermediation mindset' is real. In recent years, distributors have lived in fear of being eliminated. Some have found refuge with big companies, while others face the need to transform.
苗庆显Field 365 Supports Electronic Signatures, Safeguarding Your Contract Signing
In May 2017, in Jiaxing, Zhejiang, a wholesaler named Ms. Ding signed a 12-month paid display agreement with a salesperson from a beverage company, but the promised rewards were never delivered. This incident highlights the risks of contract fraud in FMCG distribution. Electronic signatures, such as those provided by e签宝 in partnership with Field 365, offer a solution by ensuring authenticity, compliance, and efficiency in contract signing and management.
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