TOPIC ARCHIVE
Dealer Operations articles
经销商经营
Browse 3708 New Distribution articles about Dealer Operations.
Published articles
3708 articles · Page 59 of 155
Distributors, Big Distributors, Moving Toward Platform Distributors
This article discusses the evolution of FMCG distribution channels in China, arguing that the traditional flat distribution model has reached a dead end and that the platform distributor model is the optimal future solution. It explains what platform distributors are, how they differ from traditional big distributors, their advantages and risks, and how distributors can seize this opportunity.
万超帮 陈思廷Some Distributors Exit, Others Transform
The FMCG industry's channel transformation is an indisputable fact, with distributors facing a future of consolidation and quality improvement. Surviving distributors will evolve into brand operators, category operators, or supply chain enterprises, requiring them to enhance their distribution and sales capabilities.
袁来Where Are Distributors Headed in the Next Decade?
Distributors are facing tough times, and many are asking whether their business can survive and where the industry is heading. This article analyzes the changes in the FMCG industry over the past five years, the different challenges in high-tier and low-tier markets, and the shifts in retail environment, offering insights into future directions for distributors.
赵波Five New Strategies for Distributors' Future Development | Frontline Methods
As 2019 is nearly half over, distributors need to identify their development directions and paths. Based on experience in the FMCG industry, this article discusses the evolution of the industry and proposes five directions for distributors to enhance efficiency.
赵正强How Can "Second-Generation Business" Distributors Evolve into "Second-Generation Creators"?
Succession is a form of inheritance, and since the dawn of tribes, everyone, every family, and even every dynasty has focused on the issue of succession. Countless palace intrigues and business dramas are built on the conflict of succession. This inheritance is essentially the same as genetic inheritance, regardless of one's identity. Ideally, everyone hopes to pass on their career and position to their descendants. The same applies to distributors: they all hope to hand over their business to their children upon retirement, even if the business is not what the children need.
文石Tactical Approaches to Community-Based Dealer Channels
This article discusses tactical approaches to community-based dealer channels, covering three topics: recognizing the commercial value of the era, why channels are becoming community-based, and how to achieve dealer community-based channels. It emphasizes the importance of integrating offline, community, and online spaces, and provides practical methods for dealers to build and manage communities.
牛恩坤13 Years of Hard Work Shattered: Who's Right and Wrong When a Distributor's Agency is Revoked?
In June, Zhengzhou temperatures exceeded 30 degrees, but Luo Leiming's heart was cold. He spent the month dismissing employees and selling assets after his 13-year distribution rights for the 'Haidilao' hot pot brand were suddenly revoked by the manufacturer. The manufacturer cited cross-region selling, but Luo disputes this, claiming it was a malicious report and that the company failed to investigate properly.
李青林Distributors: Want to Stock Viral Products but Fear They'll Die Out Quickly—How to Break the Deadlock?
Viral products tempt distributors with huge profits, but many die out as fast as they rise. The key is to choose products with lasting brand strength, quality, market foundation, and professional support, like Meiji biscuits, which achieved 200 million views and a 290% sales surge.
New DistributionFormer Tsingtao Beer Distributor Transforms, Creates Whiskey Brand VETO, Aims to Open Up Dining Scenarios with Deep Distribution!
A former top Tsingtao Beer distributor in southwest China, Gu Lei, founded VETO whiskey in 2018, targeting young consumers with a new category. Instead of following the typical online-first path, VETO leverages deep distribution in offline dining channels, using in-store tasting ambassadors to drive trial and purchase, with plans to replicate the model across cities.
一茜Why Even Distributors Themselves Dislike Middlemen?
This article explores why middlemen, or distributors, are often looked down upon in China, tracing historical and cultural biases, and identifies six fatal weaknesses of traditional distributors. It argues that before any transformation, distributors must first upgrade their mindset, and offers four directions for business upgrading.
刘少德Distributors' Third-Party Urban Distribution Is on the Brink of Collapse
Distributors who have transformed into third-party urban distribution platforms are facing severe losses and operational difficulties. The article analyzes the reasons for their failure, including lack of professional warehousing and distribution capabilities, and provides guidance on how to approach urban distribution correctly.
任小东Practical Tips | Survival Rules for Nine Types of Struggling Distributors
With the rapid development of the internet, internet giants have entered the FMCG industry, either building terminal delivery platforms or opening their own retail stores, weakening the advantages of traditional distributors. This article identifies nine types of distributors who are at risk of being eliminated and provides survival advice for each, emphasizing the need to learn, reflect, and innovate to build core competitiveness.
陈晓明When You Can't Be the Leader or Break Through 10 Million, How Should Small Distributors Survive?
Chinese FMCG distributors often struggle to scale up into regional supply chain companies, especially those handling categories requiring deep distribution. Geographic limitations, capital intensity, and category dynamics cap their growth, with few exceeding 10-15 million in annual sales. This article analyzes the common traits of mainstream distributors and offers strategies on market positioning, category selection, channel expansion, and talent management to break through growth ceilings.
赵波In the Era of Concentrated Rise of Channel Brands, Where Are the Crises and Opportunities for Distributors?
This article discusses two trends in the marketing industry: the rise of distributor alliances and the emergence of new brands that excel in channel management rather than manufacturing. It argues that we are still in the stage of channel transformation, where channel brands are booming, and analyzes the crises and opportunities for distributors in this context.
黄润霖Exclusive | Food Industry Inventory Losses Reach 100 Billion Yuan a Year, He Helps Manufacturers Reduce Losses by 100 Million Yuan Daily
Product nearing expiration is a pain point for all food companies and distributors. The handling of such products typically involves discount sales in KA stores or special channels like factories, canteens, and prisons. Despite these efforts, not all near-expiry products can be sold, leading to destruction. An industry insider reveals that a 1% loss rate for top FMCG companies like Want Want, Uni-President, and Master Kong translates to billions in losses, with total industry losses exceeding 100 billion yuan annually. In response, the app 'Hao Shi Qi' was launched in 2016 to help brands, distributors, and importers sell near-expiry products quickly through countdown pricing, aiming to reduce losses. Founder Lei Yong aims to halve the 100 billion yuan loss, with a slogan of reducing losses by 100 million yuan daily for Chinese food companies.
袁来Who Wants to Break the Backbone of China's Red Bull?
This article discusses the legal and commercial battle between Yan Bin, the operator of China Red Bull, and Thailand's TCP Group over trademark and equity disputes, highlighting the impact on the brand's operations and the broader market.
财经无忌Case Study | The Road of a Regional Distributor: From Joining Eternal Asia and Cooperating with Lingshoutong to Building Its Own Platform!
Hunan Jinzhinuo Supply Chain Platform, located in Yiyang City, is a local supply chain service platform with the largest logistics park area and 100% occupancy by major distributors. We interviewed Lu Jurong, one of its founders. Below is the interview transcript.
尚普贺Two Indicators to Test Whether a Distributor Can Survive Long-Term: Cost and Efficiency!
Any business model transformation cannot escape the two validation standards of 'cost and efficiency.' Testing whether each distributor can survive longer, sustain, and remain competitive comes down to cost and efficiency. This article mainly discusses the differences between traditional warehousing and distribution and digital warehousing and distribution for distributors.
徐永刚The Dealer's Playbook: 3 Trucks, 5 People, 10 Million in Annual Sales!
As rural consumption rises and brand awareness grows, liquor companies are fiercely competing for the township market. Based on research of weak county and township markets and successful development cases, the author proposes a four-step approach: build a team, set standards, create model stores, and ensure implementation.
郭子涵Bold FMCG Distributors Dare to Act Without Understanding New Retail!
The history of FMCG distributors is a business history of daring. Some say FMCG distributors are typical businessmen, and if you add a qualifier, they are 'typical small businessmen'! In the context of the recent buzzword 'entrepreneurship', they are a group of persistent entrepreneurs who started early. Their original motivation was the simple dream of 'making money', and as long as they could make money, anything goes! Thus, when we visit distributors, we often hear older distributors recall: back then, I started by selling cigarettes, firecrackers, agricultural products...
迈克Why Have Chinese Distributors Become Appendages of Brand Owners?
This article explores why American distributors evolved into supply chain companies while Chinese distributors became appendages of brand owners, attributing the divergence to China's rapid economic growth and the adoption of deep distribution models that prioritize brand control over distributor scale.
赵波The Vicious Cycle of Inventory Pressure That Distributors Can't Escape
Distributors are trapped in a vicious cycle of inventory pressure, forced to stock up by manufacturers, leading to financial strain and operational challenges. The article urges distributors to say no to excessive stocking and credit sales to break free from this cycle.
New Distribution“No Middleman to Earn the Difference” Is Indeed a Lie, but the Good Old Days for Distributors Are Gone Forever!
The transformation of traditional distributors is not a new topic, having been explored for over a decade. With the rise of B2B platforms since 2014, the internet has injected new vitality into this old issue. The article analyzes the characteristics of FMCG distribution channels, what disintermediation removes and retains, and proposes strategies for traditional distributors to adapt.
New DistributionDistributors: Several Mental Hurdles Factory Owners Can't Get Over!
Almost everyone is subjective, habitually viewing others from their own perspective, with 'I think' being paramount, and personal values often replacing worldview. Empathy is theoretically possible but practically difficult, and mutual understanding is even more unlikely. This applies to manufacturer-distributor relations: manufacturers don't understand distributors, and vice versa. The root of many conflicts is asymmetric understanding and the belief that one's own view is correct. However, manufacturers often dominate, with factory owners viewing distributors as subordinates needing to follow orders, showing little interest in understanding them. This article outlines several mental hurdles factory owners struggle to overcome, including controlling distributors, insisting on delayed benefits, prioritizing sales growth over cost increases, focusing only on their own product sales, expecting quick distributor recruitment, and believing distributor profits come from the manufacturer.
潘文富