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A Major Distributor Who Cooperated for 6 Years Was Scared Away by the Manufacturer's Salesman!
During visits to distributors, some distributors share experiences of being deceived by manufacturer salesmen. These black sheep not only cause losses to distributors but also damage the manufacturer's reputation. The following incident serves as a warning to manufacturers. Today, a friend said he gave up a company and brand he had worked with for six years. He had invested so much effort and had built the product's local market quite well, so it was hard to let go, but he had no choice. He...
New DistributionHow Should Distributors Manage High-Paid Professional Managers?
As distributors' businesses grow, owners may lack the capacity to manage everything alone and hire professional managers, but this brings greater management risks. These 'second bosses' can cause problems if not managed properly, so distributors need to adopt sound mindsets and scientific management approaches.
潘文富New Retail: A Pie or a Trap for FMCG Brands and Distributors?
In 2012, during the golden age of hypermarkets, predicting store closures would have seemed absurd. Now, the impact of e-commerce, changing consumer habits, and cost structures are clear. For FMCG brands and distributors, New Retail represents a similar pivotal moment, requiring proactive understanding and strategic adaptation to avoid being left behind.
张陈勇Old Distributors Are Increasingly Trapped, New Distributors Are Getting Trapped Too!!
Yesterday, I talked with distributor Jia, who deals in condiments, and realized we both have a noose. For condiments, the noose is 5 million yuan. Below that, the business is your own; above it, the manufacturer controls you, forcing you to stock up, promote, and give gifts. Cross that line, and you lose control.
New DistributionDealers Who Can't Afford to Make Mistakes: Choice May Be More Important Than Transformation!
Transformation is the biggest consensus among dealers in the past two years, but where to turn remains the biggest confusion. In 2018, whether to transform is no longer a topic for discussion; choosing where to turn is the key.
陈思廷Dialectics | Why Do Distributors Have More Opportunities in B2B than Big Platforms?
The channel transformation in FMCG has entered its fourth year. Despite the entry of e-commerce giants with capital and information technology, traditional channels have not conceded. The market is vast and complex, and local distributors still have significant opportunities to build localized platforms during this transition period.
赵波、袁来Does Playing New Retail Necessarily Mean Eliminating Distributors?
The competition in the internet era has entered the second half, and 'New Retail' is the focal battle. Since Jack Ma first proposed the 'New Retail' strategy in October 2016, various terminal formats have emerged, and B2B platforms like Alibaba's Retail Link and JD's New Path have entered the fray, raising the question: must distributors be eliminated? The article argues that distributors should not and cannot be eliminated, but they must undergo transformation and upgrading, with examples like Yantai Yishang and Fengwang showing successful models.
爱吃瓜的B2B小咖Expanding into New Markets in 2018: Here's How
Distributors aiming to capture a share of a new market must not only strategize their market expansion but also carefully plan product selection and promotion tactics. Generally, developing a new market with new products to establish a stable market involves three stages: single-product breakthrough, forming a product group, and establishing a product structure.
周亮Five Questions Distributors Must Consider Before Joining Vending Machine Business!
Yang Xuanyu, general manager of Liaoning Dandong Xuanyu Trading Co., Ltd., is busy not only because his liquor products are in peak season, but also due to new retail business expansion. After signing a cooperation agreement with Youpai Technology (Tianjin) Co., Ltd., he began finding suitable locations for over 30 vending machines in Dandong. In 2018, vending machines may bring him unexpected profits.
张帆In-depth | Dali Group's Doubendou Sells 1 Billion in First Year, but Distributors Want Out?
At the end of 2017, distributors reported to New Distribution that Daliyuan Doubendou was severely sluggish in channels, causing massive inventory backlogs in distributor warehouses, while the manufacturer ignored near-expiry products. After phone interviews with multiple distributors, New Distribution found a common complaint: the manufacturer forced heavy shipments, terminal sell-through was slow, and large amounts of inventory were nearing expiry, with no solutions or measures provided by the manufacturer.
赵波、袁来How Much Room for Survival Do Distributors Really Have in the Future?
Distributors are increasingly squeezed by modern logistics, direct manufacturer-to-retailer delivery, and the rise of e-commerce. The key to survival lies in maintaining cost advantages through specialization, which involves focusing on specific product categories, customer segments, or sales methods, despite the challenging transition period.
潘文富Distributors: What Problems Should Be Solved After the Spring Festival Peak Season?
As the Spring Festival peak season winds down, distributors must shift focus from sales to post-holiday management. Key tasks include clearing excess inventory, settling payments, negotiating annual contracts, reviewing last year's performance, planning off-season promotions, and adjusting sales teams to ensure sustainable business.
黄静8 Upgrade Strategies for FMCG Distributors at 4 Stages
This article discusses how FMCG distributors at different sales scales can upgrade their businesses. It categorizes distributors into four stages based on sales volume and provides specific strategies for each, emphasizing internal management, product selection, and exploring new models like unified warehousing and B2B platforms.
赵波 袁来How to Make a 2018 Distributor Development Plan?
This article provides a step-by-step guide for distributors to create a development plan, covering aspects such as setting time frames, involving multiple stakeholders, defining goals, breaking them down, and establishing supporting mechanisms. It emphasizes the importance of regular reviews and contingency planning to adapt to changing circumstances.
潘文富Pre-Holiday Musings: Dealers, No Need to Worry, Spring Will Still Bloom After the Holiday
The article addresses the anxiety of traditional distributors in China as they face declining profits and the threat of B2B platforms. It advises them to embrace change, leverage local advantages, and transform into regional platform operators to thrive in the new era.
重庆老江Most Companies That Rushed Ahead Since Salt Reform Have Become Cannon Fodder
Since the salt industry reform, some wholesale enterprises have suffered losses of about 40%, while production enterprises have lost 10%-15%. In the fierce competition, the first year of the reform has passed, but cross-regional operations are frequently blocked, and the separation of government and enterprise remains a key challenge.
郭煦Mengniu and Six Walnut distributors 'moonlight' in urban distribution: How did they get local peers to put their goods in their warehouse within six months?
FMCG distributors are caught between a rock and a hard place, facing competition from foreign and regional convenience store chains on one side and e-commerce giants on the other. New Distribution has been helping distributors upgrade their channel digitization, and in 2018, it will go further into the front-line market to visit successful distributors and share their practical cases on how to navigate the future.
赵波 袁来Distributors, Do You Master the Control Methods for Product Inventory and Turnover Days?
Click the image to sign up. Regarding inventory, every distributor has something to say. Besides year-end factory stock pressure, there are various promotional discounts throughout the year, so most distributors fill their warehouses with goods. However, some distributors find that their products sometimes sell fast and sometimes slow. If they don't stock up, they see others selling while they don't. If they do stock up, sales move slowly. What should they do? We generally assume that all sales data comes from the peak season because sales move fast then, especially for distributors of ice cream and frozen foods.
New DistributionDistributors: Still Doing Useless Work at Year-End? Do You Know What You Should Be Busy With?
As the year draws to a close, distributors must not only follow the pace of their companies, handling product ordering, stocking, and Spring Festival promotion schedules, but also summarize their business performance over the past year and look forward to new plans and goals for the coming year, bridging the past and future to lay a solid foundation for a better start. So, what should distributors be busy with? Have you achieved these goals by year-end? 1. Sales targets: Have the annual sales targets set at the beginning of the year been met? Have the sales targets assigned by the manufacturers you distribute or represent been met, and at what completion rate?
New DistributionHow Should Distributors Face the Upcoming War?
The FMCG industry today can be aptly described as 'turbulent times.' In this chaos, distributors seeking a 'way out' face no easy task. Yet, regardless of the outcome, our distributors will resolutely choose to join this war, for not joining means 'waiting for death,' while joining offers a glimmer of hope—after all, 'courting death' is better than 'waiting for death.' However, since we've chosen to join, how do we win? As everyone knows, winning a war requires a sound strategy...
陈晓明Forget It! In the Future, It's Still the Top Big Brands That Will Bring Profits to Distributors!
Recently, the author has noticed many media outlets are pessimistic about big brands, with articles like 'Big brand distributors quit without hesitation' and 'Big brands will gradually be abandoned by distributors.' However, in the author's view, it is still the big brands that will truly bring profits to distributors in the future! The industry is currently in an adjustment period, and it is expected that improvements may come as early as 2018. Let the author explain in detail: Currently, distributors want to eliminate big brands because these brands have high industry visibility and transparent profits, coupled with high sales targets set by manufacturers. Although distributors bear great pressure, they do not receive corresponding returns, resulting in low profits.
New DistributionWhy Is Mengniu Continuously Trying to Deepen Its Internet Channels?
The internet and new retail are profoundly impacting the dairy industry. Mengniu, which rose from a traditional offline distributor system, has never stopped trying to transform itself, continuously adapting to channel changes and making innovative attempts. It launched a WeChat-exclusive product 'Slow Burn' and signed a three-year, 10 billion yuan deal with JD.com.
New DistributionThese Nine Types of Distributors Are in Danger! Here Are Some Survival Tips
With the rapid development of the internet, internet giants have set their sights on the FMCG industry, either building direct terminal delivery platforms or opening their own retail stores. This weakens the advantages of traditional distributors, potentially leaving them without stores to supply or brands to represent, and even turning their carefully cultivated businesses into history. Some distributors in big cities have realized this and are either gradually transforming or building core advantages for survival, but most are still at a loss, some even stuck in confusion and complaint.
陈晓明A Decade in FMCG: Seven Personal Competencies Every Salesperson Should Possess
With over a decade in FMCG sales, the author reflects on the industry's low entry barriers and intense competition, noting that internet giants are now bypassing distributors to reach end consumers directly, signaling an impending industry reshuffle. To survive, salespeople must develop seven key personal competencies: communication, self-control, observation, patience, learning, execution, and analytical skills.
陈晓明