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[Recommended for Collection] Live Broadcast Transcript: What Impact Does Retail Link's POS Integration Have on Small Stores? How Should Distributors Transform in the Future?
On July 5, Retail Link quietly launched a system called 'Super Member' and announced it on its official WeChat account on July 11. After New Distribution reported this, it sparked widespread discussion in the industry, with many distributors realizing that having no stores to supply might become a reality. To explore this, New Distribution invited Chen Qinghong, Deputy General Manager of Hd; Bao Yuezhong, a renowned retail expert; Lu Dexing, CEO of Yunduan Xinlian; and Shen Xin, Chief Strategy Officer of Wanyuan Yigou, to discuss the impact of Retail Link's POS integration on small stores and how distributors should transform in the future.
New DistributionDealers: Transform First or Upgrade First?
In recent years, we often hear the term 'transformation and upgrading.' Before discussing how dealers should transform and upgrade, let's first understand what 'transformation and upgrading' means. 'Transformation' refers to a new industry that has no direct relationship with your original business, possibly using your original funds, hardware, resources, etc., but the new industry is not directly related to the original one. For example, a dealer originally in trading now moves into manufacturing, retail, or third-party logistics. Although seemingly still in the retail industry, it is now at another node in the ecosystem. What is 'upgrading'? It refers to...
徐永刚Which Distributors Can Achieve a 'Comeback'?
The article outlines the evolution of distributors from the early 'speculator' phase to the current 'intellectual' phase, emphasizing the need for strategic thinking over mere tactical effort. It details the roles, responsibilities, development strategies, essential capabilities, and characteristics of successful distributors, urging them to focus on differentiation, service, and self-improvement to thrive in a competitive market.
戈军珍Distributors, Give Your Employees at Least a Basic Prospect!
Employees join a company naturally wanting a prospect and room for growth. If they remain salespeople year after year, there is no prospect, and this is especially intolerable for the post-90s generation, who frequently change jobs due to lack of development and space in their current companies. However, bosses often avoid complexity, preferring a stable arrangement where each employee stays in their role, but this mindset overlooks the need to actively help employees plan their development, as personal growth drives company growth.
潘文富Five Major Culprits Said to Damage Manufacturer-Dealer Relations: Any Additions?
In the baijiu industry, manufacturers have long dominated, controlling prices and policies, leaving dealers dependent. This article identifies five common practices that harm dealer relations: blindly replacing sales staff, frequently changing products, volatile promotions, poor channel control leading to price chaos, and breaking promises. It suggests solutions like scientific performance assessments, stable product strategies, consistent promotions, strict price management, and honoring commitments to foster loyalty.
New DistributionThe Four Knives for Distributors to Survive!
Business is a battlefield, and market space is often left behind by fallen competitors. Distributors must forge four defensive knives: dual branding, low-cost operations, local social resources, and market operation capabilities, to protect their business from rivals, manufacturers, and other threats.
潘文富Collection: With This Assessment System, Distributors Can Make a Fortune!
Distributors often complain that the bigger they get, the less they earn; the stronger the brand, the less they earn; the more they value culture, care, and corporatization, the less they earn. In the new situation, distributors need to innovate and move forward, with the most fundamental being to improve internal management and reshape comparative competitive advantages. By motivating employees through various methods to actively expand networks, do well in core terminal displays, and promptly clear near-expiry products, they can enhance their own strength and cope with fierce competition. For distributors, reshaping comparative competitive advantages is urgent. Internal management mechanisms need to be restructured.
New DistributionSorry! We Don't Want to Cooperate with Such Terminal Markets!
As distributors, we work hard every day to cultivate new customers and plan activities for retail outlets. After years, some outlets have grown significantly, while others remain stagnant. The key difference lies not in the market environment but in the way business is conducted and the attitude towards it. The following types of township customers are particularly troublesome and rarely achieve significant growth.
New DistributionBeing a Valuable Salesperson to Distributors Starts with Teaching Them Product Display!
Display plays a crucial role in the entire sales process. Poor product display can undermine all previous efforts, while effective basic terminal display can significantly increase consumer attention and purchase probability. This article discusses how to secure and utilize terminal display resources effectively.
New DistributionFMCG Distributors, Have You Considered a Cross-Industry Venture?
Amid the buzz of B2B platforms and major moves by Alibaba and JD.com, FMCG distributors may feel their market share eroding. This article suggests a cross-industry opportunity: pet supplies distribution. It presents four key data points on the pet market's growth, distributor landscape, pet ownership rates, and spending potential, then explains why distributors are well-suited for this venture and what preparations are needed.
袁德健Small Bosses Manage Tasks, Big Bosses Manage People: How Should Distributors Use Mechanisms to Manage Their Enterprises?
This article outlines the five core fatal flaws of private enterprises, explains why enterprises need to establish mechanism systems, and details the ultimate purpose, ten core principles, 21 principles, five channels, and ten contents of mechanisms, as well as the differences between mechanisms and systems. It emphasizes that big bosses manage people while small bosses manage tasks, and provides a mnemonic for implementing mechanisms.
王兆树The Unresolved Red Bull Trademark Case: Is It Gradually Coming to Light Due to an Official Move?
Since 2016, when rumors of Red Bull's trademark expiration surfaced, controversies have been rife. As of June 30, an official Weibo post from Red Bull announced a massive market investment of 197.8 million yuan, hinting that the trademark issue may have been resolved.
冯瑶Distributor Suicide and Headquarters Investigation: Herbalife Entangled in Pyramid Scheme Allegations
Direct-selling giant Herbalife is facing turbulent times: management instability in China, a new SEC anti-corruption investigation after paying a $200 million settlement, and public outcry over a distributor's suicide. The 22-year-old distributor, who had invested heavily and recruited her younger brother, jumped to her death, raising questions about the company's practices.
New Distribution25 Solutions to Market Operation Problems
This article addresses 25 common market operation problems, including types of channel stuffing, prevention methods, causes and harms, handling of malicious channel stuffing, off-season market strategies, competitive responses, customer management, market development, promotions, competitor information gathering, quality issues, promotional interception, slow-moving products, new product launches, low-price sales in malls, word-of-mouth effects, becoming a preferred resource, customer segmentation, preventing promotional expense interception, pre-season inventory loading, handling near-expiry and expired products, benefits of separate product item operations, and new product development procedures and significance.
New DistributionTesting Asset-Light Strategy and Embracing Distributors: Can Master Kong Hold Its Instant Noodle and Beverage Market?
Studying short-term fluctuations is meaningless; it is more interesting to glimpse the methodology of giants changing direction through such fluctuations. Are instant noodles really not selling? In five years, Master Kong's total market value evaporated nearly HK$90 billion. Master Kong, which occupies half of the instant noodle market, is a microcosm of the industry: starting from 2012, the entire instant noodle industry experienced five consecutive years of decline. Not only the instant noodle market, but also the traditional food and beverage industry generally suffered strong impacts due to factors such as global economic fluctuations, China's economic slowdown, consumption upgrades, and channel diversification.
尼萌The Irreplaceable Value of Distributors Is Reflected in These Four Points!
Alibaba and JD.com entering B2B e-commerce has made many distributors worry: will middlemen be replaced? Will second-tier distributors disappear? My answer is: rest assured, they will not disappear. Distributors are irreplaceable. One of the values of distributors is that in many things, they can achieve goals more efficiently than manufacturers.
黄润霖Traditional Manufacturer-Dealer Relations Are at a Dead End
In theory, manufacturer-dealer cooperation should be mutually beneficial, with manufacturers providing products, brands, and national planning, and dealers offering local resources and sales platforms. However, in reality, the relationship is increasingly strained due to differing profit perspectives, communication gaps, and internal issues on both sides, necessitating an upgrade from transactional trade relations to strategic partnerships.
潘文富In-Depth Analysis: Should Distributors Transform? How to Leverage Their Own Advantages to Compete with Big Platforms?
In recent years, discussions about traditional enterprises upgrading through the internet have been ongoing, especially after Ma Yun introduced the concept of New Retail in 2016. This article rationally analyzes whether distributors should transform, how to do so, and whether to operate independently or join a big platform, highlighting the advantages distributors have over big platforms. Four major changes are driving distributors to transform, and the article outlines the necessary steps for successful transformation.
蒋玉林Tiered Policies Are Ruining the Channel
At a distributor meeting, a distributor complained that small stores lack loyalty because they buy from secondary wholesalers, who offer lower prices due to tiered policies. The author argues that these tiered policies, originally meant to encourage larger orders, have become so high that only secondary wholesalers can meet them, thereby reviving a distribution layer that deep distribution had eliminated, harming the channel's efficiency.
刘春雄Dealers Who Will Be Eliminated and the Most Promising Dealers: Which Category Are You In?
When the market is booming, consumers beg us to sell to them! As long as you can get goods from manufacturers, you can make money, and all dealers look impressive. But when the market is sluggish and may remain so, which dealers might be eliminated? Which dealers have more potential? This article lists nine types of dealers that are about to be eliminated and nine types of the most promising dealers.
New DistributionOmnichannel New Retail Has Arrived, Chinese Channel Players Are Confused, What to Do?!
Before fully understanding e-commerce, omnichannel was introduced; before omnichannel was implemented, new retail came along, leaving everyone confused. Traditional channels still exist and will persist, but the anxiety over channels is widespread, and the concepts of omnichannel and new retail may not be suitable for all businesses.
谭长春The Traditional Supply Chain Model for Distributors Has Reached Its End—Where Are the Future Opportunities?
E-commerce is growing wildly while traditional distributors are falling one after another, blaming e-commerce for stealing their business. But is it really e-commerce, or is it their outdated model? In 2016, a survey of 400 food and beverage distributor trainees found that 57.42% saw sales decline, 72.6% saw net profit decline, and 78.7% saw operating costs rise. The key difference between successful and failing distributors lies in their management tools and systems, not just effort.
王冠群Three Questions for Distributors: 'Where Is Your Future Path?'
As circumstances change, we must adapt or fall behind. Many distributors want to excel at both the 10,000-meter run and the 100-meter sprint, but one requires endurance and the other explosive power—can they be the same? Under the new situation, distributors' way forward is to change according to the trend. The trend guides our future development and direction. We should think strategically about each path, whereas previously we used tactical thinking for transformation.
戈军珍Good content, differentiation, novel packaging: How many distributors have been misled by so-called good products?
Summer is the peak season for beverage sales, so both beverage companies and distributors are striving to capture a larger market. Recently, products with highly distinctive names have been preheating and spreading online, including fruit tea drinks, functional beverages, mineral water, milk drinks, and snack foods. However, many of these products are merely self-promoting with flashy names and packaging, and distributors should be cautious not to be deceived by such gimmicks.
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