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The Many Faces of Salt Reform: Who Moved the Salt Company's Cheese?
Since the salt industry reform, many salt producers and wholesalers prefer working with condiment distributors due to aligned business and channels. This article shares three distributor stories: a former salt company employee who doubled his income, a distributor who won lawsuits against local salt bureaus, and another who faced setbacks but continues to pursue opportunities.
淀粉From Overseas Senior Engineer to FMCG Online Distributor: Why Did He Give Up Life Abroad and Return to China?
1. From an overseas engineer to a B2B platform entrepreneur, what drove this identity shift? 2. Why has this B2B platform focused on the snack food category since its founding over two years ago? 3. What is the purpose of this B2B platform expanding its channel structure beyond serving small shops? In 2017, New Distribution conducted a systematic survey of 22 major cities across China, comprehensively investigating the penetration and coverage rates of various B2B platforms in different regions. In the Dalian market, in addition to national platforms such as JD New通路 and Yijiupi, local FMCG B2B platforms also performed notably, with Lianpin being one representative.
新经销刘少德How Can Family-Style Distributors Break Through Management Bottlenecks?
Recently, the author was asked by a distributor friend to analyze the current situation of family-style distributors and provide an in-depth diagnosis and recommendations for his company's operational issues, aiming to break through the current development bottleneck and undergo a comprehensive overhaul for his second entrepreneurial venture. (Due to certain reasons, the specific case of this friend cannot be described in text here; this is an opportunity to analyze some common problems of family-style distributors.) It is often said that the market is like a battlefield; one must not only constantly monitor market changes but also keep an eye on internal developments. Only by balancing both internal and external factors and responding swiftly can one retain market share and navigate the vast market with ease.
汤如贤Is the Logic of Distributors Doing Unified Warehousing and Distribution Valid?
Recently, Mr. Yang Yonghua's article 'FMCG B2B Companies with Successful Logic, 90% Have Gone Bankrupt' was widely reposted online and sparked extensive comments. The article objectively analyzed individual failure cases, pointing out that the conflict between distributor functions and unified warehousing and distribution is a practical difficulty, and that traditional warehousing and distribution efficiency requires holistic evolutionary solutions. These viewpoints are correct, especially in the absence of successful case evidence. So what will become of unified warehousing and distribution? Today, we will discuss this topic again. Timing determines success or failure. Business theory...
廖磊How to Cure the Disease of Unauthorized Price Cuts by Secondary Distributors?
Some secondary distributors, in order to complete sales tasks assigned by dealers and leverage dealer policies to drive sales of other products, repeatedly cut prices, sometimes even below factory cost, causing headaches for many beverage dealers. This article analyzes the harms, underlying causes, and solutions for unauthorized price cuts by secondary distributors.
New Distribution21 Channel Promotion Tactics: Rebates, Box Returns, Free Gifts, and More—Master Them for Twice the Results
The article discusses 21 channel promotion methods used in the FMCG industry, such as buy-one-get-one-free, product bundling, cash rebates, and display rewards, to boost sales and market share. It emphasizes the importance of promotions in driving channel and terminal purchases, and concludes with an invitation to a digital innovation conference.
New DistributionHold On Tight! 160 Billion Streams to Put You in the Headlines!
In recent years, IP products have taken the market by storm, especially Peppa Pig merchandise, bringing both fame and fortune to companies and distributors alike—truly 'making money while lying down.' Animated IP products mainly target the children's market, which has vast growth potential, with an estimated market capacity of 3 trillion yuan. Through market research, it was found that Liaocheng Haojiayi Bio-Lactation Co., Ltd., together with Shanghai Youxiaojun Food Co., Ltd., has secured the rights to four major IPs—Peppa Pig, PAW Patrol, Octonauts, and Chuggington—this year, making a full-force entry into the children's beverage market.
New DistributionWhy Do Distributors Always Fail to Break Through These Four Sales Hurdles?
Distributors are most concerned with profit, and each one seeks sustainable growth and profitability, yet many face the challenge of stagnant sales. This article identifies four key hurdles that prevent distributors from surpassing 100 million in sales: the limitations of owners and executives, product selection, market capacity and competition, and company mechanisms.
王冠群11 Types of Distributors Manufacturers Prefer to Cooperate With
This article outlines 11 types of distributors that manufacturers prefer to cooperate with, including those respected by peers, with monopoly power, providing good service, offering strategic advice, strong market expansion, network advantages, competitors' distributors, former salespeople from big companies, potential large secondary wholesalers, new-generation distributors, and cross-industry strong players. It also promotes the 2018 China Digital Innovation Conference.
New DistributionDistributors: Building a Base Market Is a Powerful Tool for Competitive Success!
Survival first, development second. This strategy aims to create local advantages in limited space, win a larger market share, effectively resist competitors' attacks, and preserve and strengthen one's own market position. It is a powerful tool for distributors to win competition. Before developing a regional market, distributors must first plan and coordinate comprehensively, but surveys show that most distributors have not yet established a base market—a clear and stable regional market—before expanding.
师顺宽Sales Director: Want to 'Cut' a Major Distributor but Fear Market Impact? What to Do?
This article discusses how to handle the termination of a major distributor's rights without damaging the market or relationships. It provides a case study and five steps, including preparing backup distributors, strengthening terminal services, reallocating sales areas, boosting terminal promotions, and investing in consumer promotions, plus additional strategies like setting up temporary offices or transitioning the old distributor to a new role.
谭长春Adapt or Die: A 20+ Year P&G Veteran Reveals the Real Way Out for Distributors
As operational costs rise and market growth slows, traditional FMCG distributors face shrinking profits. This article interviews Jiang Xiaoyun, GM of Shanghai Haige Trading, a former P&G veteran, on how her company transformed from a traditional wholesaler to a nearly 1 billion yuan online distributor, and discusses the opportunities and challenges for brands and distributors in the digital era.
刘少德Dealers Often Win in Marketing but Lose in Management!
A dealer who had been successful in sales and profit growth is now struggling due to poor management, despite strong marketing capabilities. The article identifies common management issues such as excessive brand portfolios, lack of competitive brands, poor inventory control, and rough business tracking, and offers recommendations for improvement.
梁胜威Uni-President Chairman Lo Chih-hsien's Latest Interview: On Distributor Inventory and Beverage Price Hikes, He Says This!
Uni-President Group, which sold its Shanghai Starbucks stake last year, reported a 174.3% surge in net profit, but the market worries about filling the gap this year. Chairman Lo Chih-hsien reassured that the gap is not visible yet, and that Uni-President China is now in a smooth state after two years of adjustment.
New Distribution“Diversion is shameless, the diverted are incompetent!” Analysis of distributor diversion issues!
This article analyzes the issue of product diversion among distributors, distinguishing between benign and malignant diversion, and provides solutions for manufacturers to address the problem, emphasizing the importance of a clear stance and strict regulations.
沈彬松An Online Distributor for Mondelez, PepsiCo, and Perfetti Van Melle, with Annual Sales of 250 Million Yuan: How Does He Divide Work with Traditional Distributors?
Distributors are familiar in the FMCG distribution field, traditionally referring to offline distributors operating within cities or regions, equipped with capital, vehicles, warehousing, and sales staff. With the rise of FMCG B2B, a new type of distributor emerged: E-distributors, or internet distributors, who leverage platforms to connect upstream manufacturers and downstream retail outlets, differing from traditional offline distributors by lacking physical assets but using internet tools to distribute products widely.
新经销100人Why Is It So Hard to Become a 'Big Distributor'?
A Hebei daily chemical distributor, Lao Li, worries about how to grow his business into a truly 'big distributor' after losing a major brand's agency due to perceived management shortcomings. His struggles highlight the common challenges distributors face in 'second entrepreneurship', including unclear goals and a gap between owner and employee capabilities, with solutions requiring standardized, 'foolproof' operations.
韩军14 Business Analysis Reports Distributors with Sales Over 10 Million Must Review at Month-End
When sales reach 10 to 30 million, distributors are at the watershed between the 'entry stage' and 'maturity stage.' After sales exceed 10 million, distributors often face a situation where, as business scale expands, staff grows, processes multiply, and markets deepen, old management experience no longer works, leading to confusion, inefficiency, and a sense of losing control. This passive situation mainly arises because management tools and methods have not kept pace with the widening management span, causing information failure and frequent problems in the decision-making system.
马兴强YijiuPi Founder Wang Chaocheng: Why Is the Industrial Internet More Efficient Than Traditional Distributors?
Wang Chaocheng, founder of YijiuPi, explains why the industrial internet is more efficient than traditional distributors, citing lower warehousing and distribution costs, and outlines the innovation value of B2B e-commerce platforms in transforming China's FMCG distribution sector.
王朝成Dealer's Routine and Non-Routine Promotions
Dealers prefer promotions to ensure quick sell-through of terminal products, but they aim for high returns with low investment. Routine promotions are common but often fall into traps like over-reliance on frequency, while non-routine promotions require careful planning and resource allocation.
New DistributionDealers Choosing 'Small Brands' - Think Twice Before Acting
Many company executives understand that in today's market, where products are largely oversupplied and competition is fierce, controlling distribution channels is key to success. This article advises dealers to carefully evaluate potential partners before committing, covering aspects such as financial strength, product marketability, advertising effectiveness, sample markets, market coverage, pricing stability, anti-diversion measures, financial policies, market services, and corporate culture.
卢旭成5 Metrics: How Distributors Can Drive Sales Through Retail Terminals
Many companies set monthly and annual sales targets but consistently fail to meet them. The key for both companies and distributors is to deeply understand their regional market and control retail terminals. This article discusses five critical metrics—terminal distribution rate, terminal merchandising, customer relationship maintenance, effective customer count, and price system control—that distributors must focus on to boost terminal sales and achieve performance goals.
师顺宽What Should Distributors Pay Attention to When Starting a B2B Company?
Recently, the ninth B-end e-commerce inspection class of New Distribution visited three representative B2B platforms in Changsha, Guangzhou, and Dongguan: Changsha Xingaoqiao, Guangzhou No.1 Life, and Dongguan Caihua Trading. Through three days of visits and exchanges, the participants gained valuable insights. New Distribution records the highlights of these platforms and the founders' unique perspectives, offering reference and inspiration for distributors, brand owners, and pioneers in the FMCG industry.
澄韵Distributors Want to Avoid Pitfalls When Taking on New Products? You Need to Know These!
In the course of a distributor's business, to grow the business, it is inevitable to continuously introduce new products to increase sales. However, how many distributors have not been cheated by manufacturers? The tuition paid is miserable! They intended to make a big profit, but instead suffered a big loss. Today, we offer some advice, hoping that distributor friends can suffer less harm and take fewer detours, enabling them to grow and expand rapidly! 1. Whether the enterprise's operation is healthy and stable. Many distributors have encountered such examples: just after the distributor pays, and the product is just distributed to the market, the enterprise changes for various reasons, such as production stoppage or bankruptcy, forcing the brand to exit the market midway, leaving the distributor at a loss whether to laugh or cry. Therefore, when selecting products to distribute, distributors should first conduct a comprehensive and in-depth investigation and comparative analysis of the enterprise to determine whether its operation is healthy and stable.
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