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Can B2B Eliminate Distributors? Manufacturers Say No, and B2B Doesn't Have the Final Say
A new product launch, planned for a 3-year promotion before scaling up—would a B2B platform be willing to take it on, cooperate, and sustain losses during that period? With the upward shift of mainstream price points, more products like 'Tang Daren' will emerge, which I call 'strategic products.' These require a long cultivation period, and long-term investment is essential. Strategic product cultivation cannot rely solely on brand owners or brand driving; it requires channel participation and channel driving. If B2B platforms won't do this, brand owners will find others to do it.
刘春雄Open Empowerment and Sharing, Leading Channel Transformation: Huixiadan Officially Signs Cooperation with P&G Distributors in Six Provinces
On November 8-9, Huixiadan, China's largest offline B2B service platform, gathered with all distributors of P&G in six key provinces at its Beijing headquarters to sign a cooperation agreement, forming a deep partnership based on mutual benefit and professional collaboration. Huixiadan's founder and CEO Cui Zhen and P&G (China) Vice President of Sales Tang Hui witnessed the signing ceremony. As a company founded just over two years ago, Huixiadan's growth has been remarkable. Since its launch in May 2015, by the end of last December, Huixiadan's business had expanded to over 20 provinces, nearly 200 prefecture-level cities, and more than 1,000 counties, covering over 1 million stores. In 2016, the platform's transaction volume exceeded 10 billion yuan, making it China's largest offline B2B service platform.
New DistributionThe Confused Dealer's Foolish Words: Beware of Trouble Coming from Your Mouth!
As the saying goes, 'Disaster comes from the mouth.' A careless word can immediately escalate conflicts or plant seeds of hatred. The labor relationship between bosses and employees directly determines the combat effectiveness of the sales team and the fluctuation of the boss's bank account. Besides salary, communication issues are a major factor in labor disputes, often stemming from bosses inadvertently saying the wrong things.
潘文富How to Accelerate Sell-Through at the Terminal? Finding the Top 50 Stores Is Key
A common problem in the FMCG industry is that products are distributed, displayed, and promoted, but they don't sell through. This article introduces a method called 'New Product Sell-Through Top 50 Stores' to accelerate sell-through speed, based on a course by Teacher Wei Qing.
魏庆Dianchi Founder Qiu Hao: In the Mobile Internet Era, Empower Retailers!
The 3rd 'FMCG + Internet Conference' hosted by New Distribution was grandly held at Chongqing Yuelai International Conference Center on November 8-9, 2017, attracting thousands of distributors, manufacturers, and internet companies from across the country. The following is the speech delivered by Dianchi founder Qiu Hao at the conference, organized by New Distribution for readers.
邱浩In the New Retail Era, Are Distributors Destined to Be Eliminated?
Over the decades of reform and opening up, China's economic takeoff is not only the result of rapid manufacturing development but also the innovation of the distribution system under China's unique national conditions. The distribution system not only enabled the rocket-speed growth of Mengniu and the rapid rise of Wahaha but also allowed Chinese people to enjoy quality goods from across the country and the world. However, with economic restructuring and the rapid development of the internet, the traditional distribution model faces enormous challenges. The old 'role' no longer fits the new 'plot.'
倍全Wahaha Pushes Forward Again: Aiming to Be the Leader Not Only in Beverages, but Also in Vending Machines!
Wahaha's vending machines have always been a focus of industry attention. Recently, they have appeared on streets and in alleys with a new image, attracting many consumers. Since launching vending machines at the end of last year, Wahaha has been making continuous moves, and this time it is intensifying its promotional efforts, vowing to become the leader in China's vending machine industry!
New DistributionLiu Chunxiong: The Key to Peaceful Coexistence Between Brand Owners and B2B is Finding the Distributor's Position
At the 3rd FMCG + Internet Conference, marketing expert Liu Chunxiong shared his views on B2B, arguing that B2B platforms should not try to replace all channel functions but instead focus on one dimension and cooperate with brand owners and distributors. He emphasized that normalized orders, not subsidies, drive B2B success, and that the key to long-term harmony is repositioning distributors as strategic promoters.
刘春雄Alibaba's Yang Hua: Trees Make a Forest, Streams Merge into the Sea
At the 3rd FMCG + Internet Conference held by New Distribution in Chongqing on November 8-9, 2017, Yang Hua, General Manager of Alibaba Retail Link West Region, shared Alibaba's B2B solutions. He emphasized that traditional vertical distribution will evolve into a networked model driven by data and technology, and that Alibaba aims to coexist and empower distributors rather than replace them.
杨华Haidian VP Chen Qinghong: "Dealers Have Great Development Space in B2B"
With the rapid development of Internet technology and the introduction of the new retail concept, major B2B platform providers have entered the traditional retail industry with concepts such as "online-offline logistics integration," "efficient supply chain integration," "member interoperability," and "big data." Companies led by Alibaba, JD.com, Zhongshang Huimin, and Zhanghe Tianxia have launched nationwide strategic layouts, expanding physical stores, developing supply platforms, and promoting ordering software. Each time they enter a city, they compete with local dealers, squeezing their living space and making them increasingly anxious.
陈庆洪Zhao Bo from New Distribution: FMCG B2B Has Become One of the Main Channels for Small Shops to Stock Up!
The 3rd 'FMCG + Internet Conference' hosted by New Distribution was grandly held at Chongqing Yuelai International Conference Center on November 8-9, 2017, attracting over a thousand distributors, manufacturers, and internet companies from across the country. The following is the speech delivered by Mr. Zhao Bo, founder and chief editor of New Distribution, at the conference, which has been compiled for our readers. Respected guests, leaders, and friends, good morning! The topic I'm sharing today is based on a survey conducted by the New Distribution team over the past three months, visiting 22 cities nationwide...
赵波Return Rate Too High? 12 Tips for Distributors to Reduce Returns!
Returns are a headache for many distributors. With limited product margins, if returns cannot be reduced and controlled, all hard work may be in vain. While returns are inevitable, they can be minimized. Here are 12 practical tips shared by distributors to effectively reduce and control product returns.
New DistributionGLP Finance: Empowering SMEs!
The 2017 (3rd) FMCG + Internet Conference will be held tomorrow at the Chongqing Yuelai International Conference Center, co-hosted by New Distribution and GLP Finance. The conference aims to provide transformation paths for FMCG brands and distributors, showcase solutions for service providers, and facilitate networking among industry professionals. GLP Finance, backed by GLP, offers comprehensive financial services to support SMEs in the FMCG supply chain.
New DistributionConfused Dealers and Their Foolish Words
This article discusses how careless remarks by bosses can inadvertently offend employees, damaging labor relations. It analyzes common phrases like "Remember that!" and "Work hard and you'll get a raise," explaining why they backfire and offering solutions.
潘文富In the Era of Concentrated Rise of Channel Brands, Where Are the Dangers and Opportunities for Distributors?
In recent years, two trends have been evident in the marketing world: first, distributors are increasingly forming voluntary alliances and associations, independent of manufacturers, signaling a channel awakening. Second, new brands that have risen and grown in our lives, such as Liangpin Shop and Xianyu, are more focused on integrating other brands or categories, or on information matching, and they excel at channel management rather than manufacturing. This can be seen as a second signal of channel awakening.
黄润霖“麦点商城”跑了，140万商家7000万会员血本无归
In September, the Lianhua County government issued a notice warning against illegal fundraising, naming Yunlianhui and Maidianshangcheng. By October 28, users reported that Maidianshangcheng had not allowed withdrawals for two months, and many feared it had fled. The platform, with 1.4 million merchants and 70 million members, is suspected of operating a Ponzi-like scheme.
New DistributionAlibaba Retail Link Partners with Master Kong to Embrace Big Data-Driven New Retail
As November begins, the world enters the Double 11 shopping season, and Retail Link, together with 600,000 small retail stores, ushers in the Double 11 store carnival. Just before Double 11, FMCG giant Master Kong, along with its national distributors, joined Retail Link to embrace new retail. On October 31, Alibaba Retail Link and Master Kong's instant noodle division signed a national cooperation agreement at Alibaba's Binjiang campus, aiming to leverage Retail Link's channel and technology advantages to build a data-driven management system and enhance brand penetration.
New DistributionIs It Necessary for Distributors to Venture into Internet Entrepreneurship?
In the era of sharing and new retail, New Distribution has become the hottest term in the distributor industry both online and offline, with new internet business models constantly emerging. Intelligence, platformization, and shared win-win are the trends, and FMCG B2B holds value in two forms: as a tool and as a platform. Tools focus on improving efficiency and service; platforms represent a sharing model that can achieve customer sharing, personnel sharing, and delivery sharing. When B2B is done well, it can enhance the efficiency of the industry supply chain, bringing value to manufacturers, distributors, small B-end clients, and consumers. Amid the impact of e-commerce, conflicts between manufacturers and distributors, channel conflicts, and supply chain integration issues, distributors are feeling anxious about being marginalized, and more and more distributor bosses are hitting development bottlenecks.
薛世林How a Promising Brand Textbook-Style Ruined Itself
A distributor's complaint about a brand's quality issues and market chaos leads to an analysis of how the brand's own actions, including squeezing its OEM and tolerating gray market sales, caused its decline.
你好凯蒂Ten Principles for Setting Sales Targets to Make Policies More Effective
A regional manager once expressed frustration with his company's sales policies, which frequently changed and left the sales team confused. To address this, companies should follow ten principles when formulating sales policies, including being practical and executable, simplifying procedures, ensuring clear wording, reserving flexibility, maintaining stability, adapting to changes, protecting team interests, encouraging innovation, being meticulous, and upholding core principles.
New DistributionCompetitors Are Promoing, Manufacturer Support Is Scarce, and All Outlets Are Lost: What Should a Distributor Do?
Promotions are a common market stimulus that every distributor knows well, and almost every distributor constantly applies to their upstream manufacturer for promotional activities. However, manufacturers plan promotions in phases and cannot arrange them year-round. If the upstream manufacturer has no promotion scheduled for the current period, but a competitor launches one, it spells trouble. Downstream secondary wholesalers and retail stores are profit-driven and will flock to whichever manufacturer offers the biggest promotion, showing little loyalty.
潘文富Reflection: If FMCG Distributors Don't Embrace Community Stores (Convenience Stores) and Special Channels, How Much Room for Survival Remains?
Decentralization has led to a sharp decline in foot traffic at hypermarkets and supermarkets, as consumers can now buy daily necessities at nearby community stores or convenience stores, which offer 24-hour services and even delivery. The rise of O2O mobile internet consumption and food delivery platforms has further eroded traditional offline channels, making it imperative for distributors to transform their channel strategies to survive.
沃顿智库@徐会舟How to Help Distributors Sell More?
In a market with slow growth and fierce competition, distributors generally face sales pressure, and declining sales not only affect target achievement but may also lead to reduced profits and lost market share. Therefore, it is necessary to help distributors think about how to maintain profits while selling more. Although not easy, there are still some effective methods to reference. Below is an analysis of distributor Lao Liu's approach. Lao Liu faced similar problems but was open to new methods and willing to experiment. He worked with the manufacturer to develop a plan and piloted it in his region. After three months, the pilot stores achieved over 150% sales growth, while overall sales grew by 50%, compared to only 10% growth in the region during the same period.
刘华明They've Crushed Distributors' Warehouses! Who's Responsible When Problems Arise?
During the off-season, some manufacturers focus on pressuring distributors to stock up rather than on market activities, all for better sales reports. This article argues that pushing inventory onto distributors is not the end of sales but the beginning, and manufacturers must help distributors and retailers sell through. It outlines three key steps: proper planning, hands-on implementation, and timely review.
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