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A Ceramic Dealer's Sales Wisdom: Why He Profits While Others Lose Money
A ceramic dealer shares his business insights, which are relevant to FMCG peers facing similar market conditions. He emphasizes focusing on customer needs rather than competitors, avoiding price wars, and creating value to maintain profitability.
New DistributionFacing Elimination by Retailers and Manufacturers, Where Is the Way Out for Distributors?
Distributors face real difficulties: pressure from manufacturers who increase sales targets and replace distributors, and oppression from retail channels that raise fees and bypass distributors. To survive, distributors should build professional teams, transform into brand operators or service providers, or create their own brands to secure local markets and expand nationally.
徐会舟How Should Distributors Leverage Their Own Resources to Build a New Regional Supply Chain System?
As regional supply chain platforms are being built with great enthusiasm, the discussion continues over who is playing the vanguard role in the FMCG channel transformation. Each distributor has different advantages and implementation processes, but the direction and destination are clear and unified. This article discusses how distributors can build regional supply chain platforms based on their own strengths and resources. Distributors all want to build their own platforms, but with so many platforms and unfamiliarity, what kind of platform is suitable? Self-operated unified distribution platform? Self-operated plus matchmaking? Matchmaking platform? Or others...
王神兵Distributors Are Polarizing: Understand These 7 Points to Avoid Elimination
Many distributors started their businesses over a decade, two decades, or even thirty years ago, in the late 1980s, when the business environment was vastly different from today's. Now, distributors face a dramatically changed environment, and their situation is actually more difficult than that of manufacturers. This article outlines seven key challenges, including intense competition leading to polarization, information symmetry, channel shortening, service improvement, profit decline, the Matthew effect, and demand differentiation.
New DistributionWhat Has Turned Distributors from Channel Protagonists to Supporting Roles?
Once hailed as the backbone of the distribution sector and protagonists in commodity economic activities, FMCG distributors have now been relegated to supporting roles due to external changes (manufacturers taking control of the market and the rise of KA terminals) and internal inertia (distributors clinging to outdated business philosophies and management methods). This article explores the challenges facing individual distributors and proposes the formation of distributor associations as a solution.
潘文富Is the Salesperson Profession Really About to Disappear?
Who is talking down the salesperson profession? Recently, a claim has been circulating among some groups that with the development of e-commerce, the salesperson profession will be replaced by e-commerce, big data, and the internet, and that salespeople will disappear in the near future. There seem to be many who hold this view, mostly representatives of emerging industries, including investment and financing circles and e-commerce circles. We know that China's market economy began with the supply and marketing era of the planned economy, and the supply and marketing department was the starting point for Chinese salespeople. With the intensification of market competition, supply and marketing evolved into marketing, and marketing further evolved into sales and market.
董小全Healthy Beverages Trending: How Heiniao Soy Milk Drives Sales!
Soy milk, the hottest beverage category in 2017, has seen new brands aggressively enter, old brands actively respond, and top-tier brands participate cross-industry, making the 'soy milk positioning battle' with a hundred-billion-yuan opportunity increasingly fierce. Heiniao Food, with 21 years of focus on soy milk R&D and production, launched its new Heiniao soy milk in June 2017, making a major impact. As of September 2017, the new product had gained over 3,000 intended clients in three months, with over 800 dealers having paid, and county-level markets seeing monthly sales exceeding 20,000 boxes.
New DistributionBuilding a Base Market: A Key Tool for Distributors to Win Competition
Survival first, development second. This strategy aims to create local advantages in limited spaces to win larger market shares, effectively resist competitors' attacks, and preserve and strengthen one's own market position. It is a key tool for distributors to win competition. Before developing a regional market, distributors must first plan and coordinate comprehensively, systematically mapping out the regional market. However, actual surveys show that most distributors, when developing markets, have not yet established a base market—a clear and stable regional market—before expanding into the overall market.
师顺宽Off-Season Work Manual for the FMCG Industry
As autumn arrives and beverage sales enter the off-season, this article explores strategies to keep the market active. It emphasizes shifting mindsets, integrating product lines, expanding channels, strengthening customer relations, providing systematic training, and enforcing market assessments to ensure off-season sales remain robust.
崔自三How Can Distributors Build an Excellent Sales Team?
Distributors often struggle with recruiting and retaining talent, making it difficult to build a sales team that can win battles and fight hard. This article categorizes sales staff into five types—leaders, elites, average performers, eager learners, and flexible roles—and offers strategies for leveraging each type to create a cohesive and effective team.
李晓冬Alibaba and JD.com Expand into Small Stores; Distributors Need Not Panic, Armed with Two Key Advantages to Remain Unbeatable!
From the proliferation of B2B platforms in recent years to the deepening offline expansion by e-commerce giants like JD.com and Alibaba, changes in the retail landscape have always kept distributors on edge. As the crucial link in the supply chain closest to consumers, the direction of terminal retail directly determines the survival and growth of distributors. Despite having weathered many close calls, in 2017—a year of significant retail transformation—distributors must confront a stark reality: the crisis has arrived.
李临春Whose Rice Bowls Can Distributors Snatch?
In the 21st century, the internet dominates. The impact of internet economy, especially e-commerce, on offline channels, particularly distributors, has been profound. Once dominant in the era of mass distribution, distributors have become a vulnerable group overnight. Every move by the internet seems capable of destroying their decades-old barriers. However, as distributors seek new paths, they may turn to snatching others' livelihoods, such as entering unattended retail, warehousing, third-party services, and logistics.
黄润霖Distributors: How to Design Employee Compensation?
A well-designed compensation system for distributors makes it easier to build a spirited and invincible sales team, gaining a dominant position in market competition. However, the FMCG industry generally pays lower salaries compared to real estate, capital operations, and software sectors. The disparity between effort and reward is indeed a true reflection of the FMCG industry. Therefore, designing a relatively fair, inclusive, reasonable, and easy-to-manage compensation system is more conducive to the development of distributors. The talent in a distributor's team mainly includes sales personnel, such as sales managers, business supervisors, and sales representatives, as well as back-office staff.
李晓冬All About the Autumn Sugar Fair: Dealers, Read This Now!
As the Autumn Sugar Fair approaches, many have already booked tickets. Before heading out, it's essential to understand the exhibition layout, transportation, and local Chongqing cuisine and attractions. Here's a comprehensive guide for work and play at the Chongqing Sugar & Wine Fair, including opening times, ticketing, exhibition zones, transport info, local snacks, and the 2017 (3rd) FMCG + Internet Conference.
New DistributionUnveiling the Secondary Distributor
Many manufacturers and primary distributors find secondary distributors troublesome, often criticizing them for buying high and selling low, anticipating promotions, and causing market disruptions. This article aims to demystify the secondary distributor's role, explaining their independent operational logic, pricing strategies, and the need for manufacturers to understand and adapt to their unique market dynamics.
刘传飞In the Next Decade, Middlemen Won't Die, but Distributors May Have No Stores to Supply!
As internet technology increasingly impacts offline retail, the traditional FMCG distribution system faces transformation. While many doubt the role of internet in empowering supply chains, the trend towards chain and integrated retail will inevitably reduce the number of stores available for distributors, forcing them to adapt or face extinction.
赵波The Manufacturer-Dealer Relationship Is Like a Marriage: Three Key Tips to Maintain It!
The relationship between manufacturers and dealers is often debated, with various metaphors like fish and water, partners, or lovers. This article argues that it is best understood as a marriage, where both parties have mutual needs and must practice giving, understanding, and sharing responsibilities to maintain a healthy, long-lasting partnership.
张宇Mid-Autumn Festival is Coming: Why Should Others Sell More Than You?
The Mid-Autumn Festival is not only a traditional Chinese holiday for family reunions and visiting relatives, but also a battleground for merchants with a market worth hundreds of billions. Due to its timing, it plays an irreplaceable role in annual operations, serving as a strategic festival for FMCG companies and distributors to introduce new products, identify trends, and prepare for the Spring Festival market. With only two days left until the holiday, food industry professionals are working around the clock to prepare for the sales peak. In this fiercely competitive environment, what makes you sell more than others?
New DistributionReflections of a 20-Year FMCG Veteran on Cross-Industry Transition
A veteran with nearly 20 years in the FMCG industry shares his journey through three distinct phases, from traditional sales to modern channels, and finally to a B2B startup. He reflects on the changing dynamics of the industry and the importance of learning agility over past experience, inspired by the book 'Creating JD' and his transition to a new role in the internet sector.
周峰Distributors: How to Build a Personal Brand?
To succeed in business, you need resources such as capital, technology, connections, and customer channels, but these are often held by others. As an entrepreneur, you must learn to integrate others' resources, which requires building trust and a positive personal brand through systematic planning and action.
潘文富The Future of Major Distributors: From Product Mix to Category Mix
The transformation of distributors involves not only changes in business models but also in product mix strategies. Traditional product mixes, such as relying solely on well-known brands or combining them with lesser-known ones, are being challenged by new factors like the struggles of major brands, price transparency, and consumer acceptance of non-branded products. The new direction is a platform-based approach combining agency brands, private labels, and category integration, with a focus on core functions like product integration and promotion.
刘春雄The Many 'Deaths' of Distributors and Their Self-Rescue
With current overcapacity, a poor economic environment, and e-commerce impact, market competition has intensified, causing a large number of distributors to slowly 'die' while resisting the cold of economic downturn. An autopsy reveals many causes, both subjective and objective; by learning from the past, we can prevent future tragedies. This article outlines ten 'deaths' and offers transformation and self-rescue strategies.
朱朝阳Breaking the Trap of "Channel Stockpiling" During the Mid-Autumn Festival for Distributors
During the Mid-Autumn Festival period (July, August, September), manufacturers encourage distributors to stockpile inventory through various policy incentives, and distributors then push products to channel partners through tiered distribution policies or ordering meetings. This has been a tried-and-true tactic for FMCG, especially channel gift products. Undoubtedly, it's acceptable for manufacturers to occupy distributors' warehouse space and funds before the peak season, and for distributors to use the same tactic to squeeze channel partners' resources. However, in recent years, distributors have lamented that Mid-Autumn business is declining year by year, with slow sell-through and issues like returns or unpaid credit.
刘鹏Distributor Bosses: What's the Real Reason Business Is Hard?
This article explores why distributors feel business is tough, attributing it not to a lack of market demand but to increased competition and a reluctance to adapt. It argues that instead of longing for the past, bosses must acknowledge their own shortcomings, embrace change, and improve their capabilities to thrive in today's regulated and competitive environment.
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