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How Alibaba Retail Link Helps Brands and Distributors Seize the Opportunity to 'Fly'?
At the 4th FMCG + Internet Conference, Yuntong, General Manager of Alibaba Retail Link Marketing Center, explained the business model of building an intelligent distribution network. From the perspectives of brands, distributors, and retail stores, he detailed how Retail Link creates precise channel marketing for brands, reduces costs and increases profits for distributors, and empowers millions of small stores.
云通Practical Tips | Three Aspects and Four Reasons Why Distributors Can't Break Through Sales
Profit is the core of business operations and the most concerning issue for distributors. Every distributor tries to make their products popular, sustain business growth, and achieve profitability. However, in actual operations, many things fall short, and most distributors face the dilemma of stagnant sales. When facing a difficult situation, it's necessary to think comprehensively about where the problem lies.
New DistributionChen Haibo: Artificial Intelligence, Changing Retail
The 2018 4th 'FMCG + Internet Conference' hosted by New Distribution was held on March 18-19 in Chengdu, attracting thousands of industry distributors, manufacturers, and internet companies. The following is the speech by Chen Haibo, CEO of DeepBlue Technology, at the conference, organized by New Distribution for readers.
陈海波How Do Community Marketing Distributors Implement?
Distributors today face three major challenges: the traditional distribution model based on product price differences is becoming increasingly difficult due to information symmetry; brands and consumers are gaining power in the interconnected era; and the application of big data and rapid iteration of internet tools have left traditional-thinking distributors struggling to adapt. This article proposes the concept of community marketing distributors as a solution, emphasizing the need to leverage community and internet tools to build a stable triangle of community, channel, and service platform.
牛恩坤Threefold Interests in Interactions Between Manufacturer Sales Staff and Distributors
Many manufacturer sales staff always identify themselves as employees of a certain company when dealing with distributors, believing that their interactions are merely for work. However, in the commercial era, everyone is a merchant; distributors are merchants, and manufacturer sales staff should also view themselves as merchants. They are not just working but doing business, representing the manufacturer in business dealings. The mindset of working versus doing business differs greatly, and at least distributors' minds operate entirely on a business mindset.
潘文富Dealer Margins Thin? These 7 Reasons Have Been Holding You Back!
Many dealers have encountered this problem: products are selling well at the terminal, but when it comes to settling accounts, they find no profit flowing back and can't make money. Why? In fact, this is not a problem with the product itself, nor is it closely related to the channel network. The following seven issues require careful reflection by dealers. 1. No concept of profit: Many dealers only have the concept of price difference between purchase and sale, but no concept of profit, resulting in weak cost and expense awareness, and profits are eroded by uncontrolled costs and rising expenses. Profit is...
谭长春B2B: The Toughest Battlefield on the Internet!
The future is bright, but the road is winding. This saying fits B2B perfectly. However, the winding road can be torturous. B2B entrepreneurs initially targeted the pain points of retail stores, the weaknesses of channels, and the imagined power of the internet, but almost all of these assumptions failed in B2B practice. The role B2B will play in the future channel landscape may be something B2B startups never imagined. In the early days of B2B, distributors were panicked, but now they are calm. In contrast, B2B platforms still cannot determine which model will become mainstream in the future.
刘春雄Distributors Face 'Internal and External Troubles' – Who Can Succeed Against the Odds?
Distributors today face a dramatically changed business environment, with most caught in 'internal and external troubles' that make survival difficult. This article outlines the pressures from manufacturers, competitors, terminals, internal operations, and their own limitations, and then identifies the strategies and capabilities needed for distributors to achieve a successful turnaround.
戈军珍Distributors: Without Strong Customer Relationships in Sales, Nothing Gets Done!
Good customer relationships can generate greater sales. Terminal customer relationships are more important than competing for terminals. Without good terminal relationships, various terminal tasks are difficult to carry out, some terminal investments may not yield returns, and good relationships can maximize investment benefits. Moreover, good relationships themselves have direct promotional power at the terminal, making it easier to achieve twice the results with half the effort.
New DistributionDistributors Say 'No' to Big Brands: Manufacturers Are Losing Control
Since 2016, some big brands have had to find new distributors as their original ones quit without notice, a trend that was unimaginable two years ago. This shift signals that manufacturers, especially big brands, are losing their dominance over distributors as sales decline and profits shrink.
刘春雄Compared to 10 Years Ago, Salesmen Are Regressing, 99% of Distributors Agree!
As a distributor, dealing with manufacturers' salesmen is inevitable. Since 1992, the author has encountered over a thousand salesmen from various manufacturers, ranging from large to small, state-owned to township, and foreign-invested enterprises. Overall, the competence and quality of these salesmen have been on a declining trend over the past two decades, a sentiment shared by many distributor peers. The current salesmen cannot be compared to those from ten years ago.
潘文富New Marketing Organization Transformation: Evolving from B-end to C-end Organizations
At the 2017 Chongqing Autumn Sugar Fair, Liu Chunxiong proposed the term 'New Marketing' and the framework of '4P as Communication'. This article contrasts traditional B-end organizations with new C-end organizations, tracing the evolution from sit-selling to mobile-selling to connected-selling, and argues that organizations must shift focus from channels to consumers.
方刚Case Study: A County-Level Beverage Distributor with Annual Sales of 3 Million Yuan Suddenly Increased Sales 10-Fold—What Did He Do?
In Dancheng County, Henan, a distributor controlling 382 outlets achieved annual sales of about 3 million yuan for a beverage brand. After a consultant suggested he could easily double sales, the distributor was skeptical. By calculating the total number of outlets in the county (using population divided by 400) and conducting field research, they discovered only 23% of outlets were covered. The distributor then focused on increasing outlet coverage, eventually achieving 100% coverage, which led to a single product generating 11 million yuan in annual sales and total sales exceeding 30 million yuan.
王冠群9 Strategies and 29 Tips for Distributors to Adjust as Peak Season Turns to Off-Season
The off-season is the best time for distributors to adjust product portfolios, expand distribution, develop new channels, maintain brand presence, and strengthen market relationships. Internally, it's crucial to manage staff retention, set clear compensation and assessment criteria, and provide training to prepare for the next peak season.
New DistributionDistributors Face So Many Problems in B2B Transformation, Should They Still Do It?
As New Distribution has engaged more with distributors undergoing transformation, it has found that the difficulties and pressures they face in B2B are far more complex than imagined. The complexity and difficulty of B2B often exceed the capabilities of many distributors. This article systematically outlines the problems encountered during transformation and offers advice on whether and how to proceed.
赵波In the Internet Era, Can Distributors Still Operate?
Question: In the Internet era, can distributors still operate? Li Zhengquan answers: Of course they can, but it's inevitable that old-model distributors will find it increasingly difficult and unprofitable; they must transform! First, why are old-model distributors becoming harder to operate? 1. A common reason—channel flattening: first, terminals force change, as retail systems of any scale demand direct supply from manufacturers, pushing distributors to operate small chains and independent terminal customers; second, manufacturers compress, cutting out the once prevalent second-tier and third-tier distributors layer by layer...
李政权Distributors Who Don't Understand Brand Portfolio Will Waste Ten Years!
Why do distributors with the same sales volume have such different staffing and profit levels? Why do some distributors work frantically in the first half of the year and make big money, but in the second half their vehicles and staff sit idle and they lose money daily? Why do second-tier wholesalers and retailers make good money selling your products, yet your channel control remains weak? The answer lies in your product brand portfolio. A distributor's brand portfolio refers to the strategy of rationally combining brands from different companies to minimize resource waste, reduce operating costs, increase channel control, and boost profits. There are generally seven combinations: first-tier brands with non-brand products, volume products with high-profit products, off-season and peak-season brand combinations, mature brands with new brands, core products plus auxiliary products, channel compatibility and brand compatibility, and high-mid-low gross profit combinations.
王冠群Brand Owners and Distributors: When Will the Feud End?
Sometimes, don't overcomplicate things; put yourself in the other's shoes, and both sides can yield, and those unpleasantries will dissipate. Sometimes, don't be too mercenary; pause and step back, and many disputes will vanish.
戈军珍2017 Liquor Merchant Profit Survey: Behind the Industry's Boom, Are Distributors Really Making Money?
Despite the apparent recovery in the liquor industry, with 12 of 16 listed liquor companies reporting positive earnings forecasts, a survey of over 60 distributors across 13 provinces reveals that more than half are dissatisfied with their profits during the 2018 Spring Festival. The gap between high-profile brand performance and distributor earnings highlights the challenges faced by traditional small and medium-sized distributors.
New DistributionDistributors | How to Improve Product Distribution Rate? 7 Methods and 15 Tips
To achieve good sales, products need to improve distribution, but we often encounter situations where terminals are not active in distribution. Here are methods to get terminals moving. 1. Alleviate concerns: Small terminals have limited funds, order small quantities per time, and order frequently; they have poor risk resistance and are cautious in operation, often skeptical of new products. Manufacturers can take appropriate measures to alleviate the concerns of small retail terminals and mobilize their enthusiasm for ordering.
朱志明Distributors | If Salespeople Do These Things, Distributors Will Definitely Sell Your Products!
Distributors often complain that certain salespeople are 'irresponsible towards distributors and the market,' 'never consider customers' feelings,' 'always side with the manufacturer,' 'dishonest and unreliable,' 'always delay solving problems,' 'act superior,' and 'interfere too much.' Many salespeople work for seven or eight years without knowing what kind of salesperson distributors like, and thus cannot improve themselves. From the salesperson's perspective, few truly study how to satisfy distributors and ensure smooth business operations, and manufacturers may not pay attention to this issue either.
梁胜威Spring Sugar Fair is Coming, Here's Your Guide!
As a major event in the sugar, wine, and food industry, the Sugar and Wine Fair attracts distributors from all over the country every year. Today, New Distribution presents a guide to the 2018 Chengdu Spring Sugar Fair. Please keep it! Spring Sugar time and location: Hotel exhibition: March 15-21, at various hotels in Chengdu (detailed list below). Convention center: March 22-24, at Western China International Expo City (new convention center). Preparation: buy tickets in advance, check weather, etc.
New DistributionPractical Tips | 11 Pitfalls for Food Distributors When Choosing Small Brands!
Many company executives understand that in today's market, where products are largely oversupplied and competition is fierce, those who control distribution channels may win the market. In China, the role of distribution channels has never been more emphasized. Distributors are a crucial part of the channel. Opening a well-known financial newspaper or magazine, one sees various sizes of recruitment advertisements. Companies use every means to attract distributors, from strong corporate strength and R&D capabilities to comprehensive marketing support from marketing experts, to promises of strict market protection mechanisms, prevention of channel stuffing, generous year-end rebates, and完善的 return and exchange policies, among others.
New DistributionReal Experience | Three Painful Lessons in Centralized Warehousing and Distribution!
The following is a sharing by Chen Siting, founder of Wanchaobang, on the lessons learned in centralized warehousing and distribution at the New Distribution Open Class, edited by New Distribution for readers. Wanchaobang is a platform for centralized warehousing and distribution, founded in 2016, and its development can be roughly divided into three stages: from early 2016 to October, project initiation and system development; from October 2016 to April 2017, market validation or trial and error; and from June 2017 onwards, market expansion from Chengdu, Zhengzhou to Beijing...
陈思廷