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How Should Distributors Cleverly Handle Manufacturers' Pressure to Stock Up?
During training sessions with many manufacturer distributors, some distributors often complain about manufacturers pressuring them to stock up excessively to boost market share and meet sales targets. Since regional market capacity is limited, overstocking can lead to inventory pile-up and cash flow issues, leaving distributors in a dilemma. This article explores how distributors can tactfully respond to such pressure.
崔自三When Young People All Go to Deliver Packages and Food, Who Will Do the Distributor's Work?
On December 28, major members of the Cainiao Alliance held their annual meeting in Tonglu, Zhejiang, known as China's express delivery hometown. The meeting issued an initiative for 2018 to improve courier treatment and dignity, and enhance delivery service capabilities to ease end-point pressure. While pay raises for couriers are good, the question arises: when couriers and food delivery riders earn more than sales representatives, can distributors still recruit sales staff? This is not speculation but a real problem troubling distributors in recent years.
新经销团队Key Opportunities Distributors Should Seize in 2018: Difficulty Equals Opportunity!
For distributors, the current period is both the most difficult and the period of greatest opportunity. If they continue with old thinking, old models, old products, and old methods, they will certainly encounter many problems. However, if they can clearly see the current market environment, accurately grasp market changes, and promptly reform with new ideas, adjust models, organize new products, and adopt new methods, distributors face enormous opportunities. Distributors must recognize that the market and operating environment have changed. Enterprises must adapt promptly to changes; transformation brings new opportunities, while stagnation leads to losing development opportunities.
鲍跃忠Three Taboos for Distributors in 2018
Time flies, and even without batteries, it keeps moving; 2017 is about to pass. Due to work, I came into contact with nearly 5,000 liquor and food distributors in the outgoing year, and after compiling data and information from these interactions, I found that nearly 80% of distributors are no longer profitable. How should these distributors face and change in the upcoming 2018? In the market environment, marketing environments are divided into macro marketing environments and micro marketing environments. The macro marketing environment is what distributors...
师顺宽Year in Review: The Top Ten "Mosts" in China's FMCG Industry in 2017
As 2017 draws to a close, we are about to welcome the new year of 2018. In the FMCG industry, what impressive events occurred in 2017? Today, we have compiled the top ten "mosts" in China's FMCG industry for 2017 to share with our readers. The "most daring" move: Uni-President implemented a zero-inventory strategy, not requiring shipment growth in 2017.
新经销团队Distributors Quit at Will: What's Behind This Caprice?
Nine out of ten distributors report that they didn't make money in 2016, and despite hopes for a better 2017, business hasn't improved as the year draws to a close. Products painstakingly distributed in the first half of the year suddenly stopped selling in the second half, leaving some distributors breaking even and others operating at a loss. With a poor macro environment and heavy pressure from manufacturers, many distributors are at their breaking point, willing to abandon manufacturers with no future prospects. Many distributors are open to taking on differentiated products. If this were an isolated case, it could be seen as an exception, but as this phenomenon becomes more widespread, it warrants deeper reflection.
New DistributionSoy Milk Industry Heats Up: Silk American Soy Milk Makes Waves
The billion-yuan soy milk market has entered a period of rapid growth. In 2017, soy beverages became the hottest drink category in the FMCG industry, with major brands like Vitasoy, Dali, VV, and Tianwo entering the market, stirring up the once-calm soy milk sector. Recently, Yili also launched its soy milk brand 'Zhixuan' to seize market share, while numerous second- and third-tier companies are jumping on the bandwagon to capitalize on the industry's growth. With a billion-yuan opportunity at stake, the 'soy milk positioning battle' is fiercely competitive.
New DistributionMoutai Raises Prices! Chairman Warns Distributors: Don't Speculate, Let Consumers Drink
Moutai has announced a price increase of about 18% starting in 2018, breaking its previous stance on price control. Chairman Yuan Renguo urged distributors not to drive up market prices, emphasizing that Moutai is for drinking, not speculation.
New DistributionThree Hurdles Distributors Must Overcome to Open New Markets
To gain a share of a new market, distributors must not only strategize their market development but also carefully plan product selection and promotion. Generally, developing a new market with a new product to forming a stable market requires three stages: single-product breakthrough, forming a product group, and establishing a product structure.
New DistributionHow to Break the Deadlock: What Else Can Traditional Distributors Do?
The new retail concept has swept across all retail-related industry chains, and some traditional FMCG brands well-known to consumers are also seeking transformation in the wave of new retail. Traditional FMCG brands often have a certain reputation among consumers and relatively complete systems in labor, materials, and channels. However, in the wave of new retail, with the changing proportion of online and offline consumption year by year, how to use the internet and information technology to unblock the traditional FMCG market's main channels, and how to use information and data to analyze and predict consumer demand, achieve intelligent allocation, reduce losses, and save costs through integrated inventory management, and meet picky consumers with flexible and fast services, has become a key issue for traditional FMCG brands transforming to new retail.
New DistributionThree Dimensions for Agents to Uncover Value Points
Currently, the consumer market is undergoing profound changes. Besides industries that are indeed declining due to consumption upgrades, there are many fast-growing niche markets. However, in recent years, more and more traditional distributors and agents have felt the chill of the market, with their value space being compressed and business becoming increasingly difficult. This situation stems from common causes: consumption upgrades, changes in the basis of channel value, and information technology that has enabled not only F2B2C but also C2B or C2F models. Agents must proactively adapt by deepening their role in the industry, expanding product categories, and enhancing customer stickiness to thrive.
田波Qianmi Network's Shi Zhengchuan: Empowering Distribution, Creating Products That Truly 'Speak' for Distributors
In the current internet environment, almost all distributors of a certain scale have begun to realize that they must embrace the internet to upgrade their businesses. Traditional distributors face challenges in internet transformation, including reluctance to abandon existing models and pressure from technology and capital. On December 19, 2017, Zhao Bo, chief editor of New Distribution, conducted a special interview with Shi Zhengchuan, founder of Qianmi Network, to analyze industry pain points and how distributors can leverage the internet to empower their businesses.
New DistributionTroubled by 'No Promotion, No Sales' During the Double Festival? Try These Three Strategies!
In the current market, there are too many competing products, and mainstream products require frequent promotions, while non-mainstream ones need even more. The prolonged price war has spoiled consumers. "Frequent promotions yield no profit, but once promotions stop, brand sales drop directly by 30%." This is a dilemma every distributor faces. To seize the peak sales opportunities during festivals, distributors have to intensify promotional efforts, hiring promoters and setting up displays, spending a lot but without significant sales improvement. Yet, not promoting is not an option, leaving distributors in a bind. How to solve the 'no promotion, no sales' problem? The experiences of three mainstream distributors from different regions, handling different products and channels, may offer some insights.
New DistributionData Distributors Must Know: Get It Right and Profit!
Distributors must know certain data to profit. Through refined management and comprehensive data analysis, distributors can gradually improve operations by starting with basic data. Understanding customer details, product information, warehouse status, receivables, and team performance enables informed decisions and reduces guesswork.
New DistributionHard to Collect Debts: A Moral Decline or an Industry Regression?
As the year-end approaches, many distributors are stocking up for the Spring Festival or pushing sales to meet annual targets, only to find their working capital tight. Upon checking their books, they discover numerous outstanding credit sales, ranging from tens of thousands to millions. Thus, a new task emerges: debt collection. Phone calls like "Let's settle this year's account" are met with excuses like "Business is tough this year; I'm short on cash. Can we delay?"
冷冻君What Are Distributors Most Worried About in 2017, and What Are Their Plans for 2018?
Facing volatile markets and shifting demand, distributors who once resisted change are now entering a period of transformation. What worries them most, and what help do they seek? Hear from FMCG distributors as they speak candidly, regardless of right or wrong.
沈坤Dealers' 'Three Fears': Forced Inventory Loading
In the fiercely competitive market, companies often force inventory loading on dealers through various methods, all aimed at increasing sales. This article categorizes these practices into types such as year-end target loading, seasonal loading, and tiered reward loading, and discusses both the benefits and drawbacks, offering strategies for dealers to mitigate risks.
郑亚军Image Displays Without Sell-Through Are Actually 'Embarrassing'
Image displays without sell-through are actually 'embarrassing.' Some distributors habitually set up image displays in supermarkets for new products, but these displays often fail to generate sell-through and incur high costs, potentially harming the brand image. The article argues that the traditional push-based sell-through model is failing, and a new pull-based model driven by consumer engagement, KOLs, and fan communication is emerging.
刘春雄Distributors: Without Organizational Life, You're OUT
Organizational life refers to the regular, institutionalized activities that all members of an organization participate in. For distributors, even small ones, having a regular meeting system, especially weekly meetings, is crucial for overcoming employee inertia, enhancing communication, and building team cohesion and competitiveness. Distributors without such organizational life are truly outdated.
韩锋With Only 2 Months to Spring Festival and Raw Material Prices Soaring, Distributors Should Stock Up Now—But Calculate Exactly How Much Before Acting!
As the 2018 Spring Festival approaches, distributors face not applause but a chorus of price increases: raw materials, logistics, and product prices are all rising, causing panic. Yet the 8000-billion-yuan festival market and tempting ordering policies are hard to resist. Distributors must stay calm, resist temptation, see trends clearly, choose reliable companies, understand policies, and ensure after-sales support—avoid falling for traps and think carefully before ordering.
New DistributionWhat Should a Sales Manager Do at Year-End? — A Market Self-Audit at Close Range!
As the year draws to a close, it's time for review and reflection. Beyond routine annual reports, next year's plans, and budget forecasts, regional managers should engage in deeper self-examination of their market management. This article provides a systematic self-audit framework covering four stages—from avoiding basic errors to mastering strategic thinking—to help regional managers identify gaps, correct course, and prepare for the coming year.
魏庆Looking at Manufacturers from a Distributor's Perspective
A distributor friend recently visited and shared his views on manufacturers, which I found insightful. He categorized manufacturers into several types, including those with strong brands but heavy inventory pressure, those with capped sales, and those with balanced growth. He also discussed how distributors should reassess their manufacturer portfolios in light of changing market conditions.
刘春雄How Well Distributor Employees Perform: It All Comes Down to Salary and Performance Assessment!
Regardless of the period, region, market conditions, or products being handled, salespeople are the foundation of sales work. Therefore, motivating sales staff while ensuring the implementation of senior leadership's strategic intentions has become a critical issue for manufacturers and distributors to solve. Among various solutions, adjusting the salary structure of sales personnel is the most direct and effective method. This article provides a detailed explanation of how to build a salary system for sales staff, hoping to assist corporate managers and distributor partners.
New DistributionThree Strategies to Solve the Problem of 'Easy Distribution, Difficult Sales'
For many distributors, product distribution can be completed quickly, but market activation after distribution is slow. Once products fail to sell, it leaves a poor impression on retail stores, affecting long-term customer relationships and making it difficult to distribute new products in the future. Terminal sales after distribution is the most direct and important indicator of a distributor's performance, as it is the final step in consumer purchase decisions and the ultimate realization of distributor profits.
师顺宽