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A Question for Distributors: "Can Your 'Old Path' Still Be Walked?"
Distributors are facing a new era, and old strategies like relying on large market areas, multiple product lines, or waiting for manufacturer support are no longer effective. The article urges distributors to adapt to the 'J-20 era' and focus on terminal customers rather than outdated practices.
戈军珍Why Should Distributors Build B2B Platforms?
A distributor with 1,000 employees doesn't necessarily have astronomical annual revenue, as most are in-store promoters. Distributors are increasingly focusing on terminal sales promotion as a core competency, but some argue this is off-track. B2B e-commerce platforms offer a solution by improving efficiency and reducing costs, benefiting both distributors and retailers.
New DistributionB2B E-commerce Study Tour Visits Heading, Exploring New Ideas for Distributor Transformation and Upgrading
On June 21, the seventh B2B e-commerce study tour organized by New Distribution visited Heading for exchange, with a team of nearly 100 people. Heading shared its distribution solutions with distributors and explored development paths together.
New DistributionHow Can Distributors Achieve Sustainable Development Under the Impact of B2B Platforms?
Traditional distributors face intense competition from B2B e-commerce platforms, and to hold their ground and seek growth, they must address five key elements. These include adjusting business models, leveraging digital tools, embracing internet operations, refining logistics management, and adopting internet marketing thinking.
New DistributionDistributors Should Learn to Conduct Self-Checks
Just as cars need regular maintenance, business owners should also conduct self-checks. This article outlines seven key areas for self-assessment, including whether the current business status meets expectations, whether the joy of doing business remains, whether energy and expertise are sufficient for the future, and the balance between business scale and quality of life.
潘文富Internal and External Woes: Distributors Having a Hard Time!
Distributors face mounting pressures from manufacturers, competitors, terminals, internal operations, and their own mindsets. The article uses the metaphor of a wild rabbit that dies from following its old path, illustrating how distributors' reliance on past experience and outdated methods leads to failure in a rapidly changing market.
戈军珍Transformation Is Urgent: How Will Distributors and Convenience Stores Adapt?
The FMCG industry's channel transformation has reached a fever pitch, squeezing traditional distributors' profit margins and gradually replacing their value. They are both confronting e-commerce B2B platforms and attempting to build their own platforms, but such efforts are fraught with difficulties due to their lack of internet knowledge and traditional mindsets. Meanwhile, traditional mom-and-pop stores face inefficiencies and rising costs, while chain convenience stores have become a hotbed for capital, with giants like Alibaba, JD.com, and Suning entering the fray. The upcoming summit aims to address these challenges and explore solutions.
New DistributionThe Business Environment Has Changed Dramatically, Are Distributors Still 'Stubbornly Unaware'?
Information dissemination means that everyone—our competitors and our customers—gets information at the same speed as we do. If we continue to rely on information asymmetry to make a living, we will find it very difficult. Many distributors started their businesses ten, twenty, or even thirty years ago, or in the late 1980s, when the business environment was vastly different from today's. Now, the operating environment for distributors has undergone earth-shaking changes. To be honest, distributors are in a very difficult position, even more so than manufacturers.
戈军珍Decade of Transformation: Suppliers Shift from Low-Quality, Low-Price to Cost Transparency, Retailers Enter Undifferentiated Competition
Over the past decade, the retail industry has undergone significant changes, with hypermarkets losing ground to community supermarkets and convenience stores, and new formats like Hema Fresh and unmanned stores emerging. Suppliers have been the driving force behind category management and quality upgrades, moving towards centralized production and cost transparency, which enables retailers of all sizes to compete on equal footing.
张思遥How to Eliminate the Deadly Near-Expiry Products?
The article discusses the severe problem of near-expiry products in the FMCG industry, which is caused by the practice of stocking up inventory without responsibility from retailers. It proposes a new approach: only occupy the retailer's capital, not their warehouse, and use scheduled distribution to ensure fresh stock and reduce near-expiry products.
刘春雄How Can Distributors Turn Employees into Partners: Implementing the 'Small Boss' Project
A distributor with over 30 million in transactions struggles with recruitment, management, and retention of sales staff. The solution is to implement a contracting system that turns employees into partners, but it requires thorough preparation and a robust management system.
赵波What Exactly Is the Relationship Among Manufacturers, Distributors, B2B Platforms, and Small Retail Shops?
As an emerging industry, B2B is widely discussed, yet there is no unified understanding of the roles and relationships among the various parties. Few people analyze the relationships among brand owners, B2B platforms, distributors, and retail stores from a supply chain perspective, including B2B entrepreneurs themselves. Many entrepreneurs habitually define B2B as a competitor or substitute for distributors when assessing their role in the supply chain. Most brand owners, however, treat B2B as just another channel, similar to CVS or a special channel. Many brand owners attempt to promote new products through B2B, and many B2B platforms hope to prove they have the same functions as distributors by promoting new products. Regardless of the promotional results, there is a cognitive error here.
赵波90% of Distributors' B2B Models Are Wrong
The author frequently discusses B2B transformation with distributors, identifying common business models that often fall into logical traps. He warns that most of these models are flawed, leading to issues like high costs, low efficiency, and unsustainable subsidies, and suggests that B2B is not an industry but a supply chain service system. He promotes a study tour to help distributors gain deeper insights and avoid these pitfalls.
赵波Case Study: How a Regional Distributor Achieved Breakthrough Growth in County-Level Markets!
In recent years, with the deep adjustment of the baijiu industry, many regional liquor enterprises and distributors have faced unprecedented challenges in their home markets. On one hand, the channel sinking of national first- and second-tier famous liquor brands has continuously eroded and occupied the home markets of regional and county-level liquor enterprises and distributors. On the other hand, the expansion of provincial liquor brands also poses a threat to regional liquor enterprises and merchants. So, as a regional liquor enterprise or merchant, facing the pincer attack from national first- and second-tier famous liquors and provincial liquors, how can regional liquor enterprises and merchants build their base markets? Today, we take Hejianfu Liquor as an example...
徐涛Dealers' Unified Warehousing and Distribution City Logistics May Be the Biggest Business Opportunity in the Next Three to Five Years
In the past two years, the economic downturn and the impact of many B2B platforms have led many dealers to lament that business is difficult, prompting many to consider transformation. Focusing on existing stock, most dealers believe that unified warehousing and distribution city logistics is a relatively good model. Of course, many dealers with keen business acumen have already started using their own base traffic to get involved, as FMCG is a major part of city logistics. Through multi-dealer unified warehousing and distribution, they can reduce their own logistics costs while gaining more business benefits. Unfortunately...
赵波Once You Start a Trading Company and Become a Distributor Boss, Your Life Changes Completely!
After years of dealing with distributors, how much do you really know about them? This article takes you into the world of distributors, revealing the stark contrast between their perceived glamour and their actual struggles. From drinking habits to family time, the differences before and after becoming a distributor are eye-opening, and the reality is far from easy.
New DistributionFrom Distributors' Split-Sales to Technological Upgrades: How Distributors Can Achieve Tech Advancement
Previously, distributors shipped and returned goods in full cases. Now, with smaller and more frequent store orders, split-case shipments are increasing, causing headaches. This article explores why split orders are rising, the underlying market trends, and how distributors can leverage technology and role changes to thrive.
张文学Salespeople: Are They Really Crushing Distributors?
Should salespeople push inventory onto distributors? What happens when such pressure crushes them? This article discusses how pushing inventory exploits distributors as a reservoir, and argues that manufacturers should focus on sell-out rather than sell-in, citing Coca-Cola's 1.5x inventory principle and a story where Coca-Cola rented a warehouse to avoid overloading distributors.
谭长春How Can New Salespeople Quickly Win Over Distributors?
The author, a veteran who has mentored many newcomers, shares insights on how new salespeople can quickly gain the favor of distributors. Key strategies include adjusting mindset, building professional knowledge, clearly communicating benefits, maintaining a positive attitude, nurturing relationships, and taking action to support distributors.
吴明Big Debate: Will B2B Eventually Eliminate Distributors?
On the afternoon of June 4, in the B-end e-commerce discussion group organized by New Distribution, well-known marketing experts and founders of FMCG B2B platforms discussed whether B2B will eliminate distributors. The views were insightful and highly relevant to the industry, so we have compiled the content to share with you. Feel free to leave your comments below.
New DistributionDo You Understand the 'Small Data' That Distributors Must Master?
For distributors, fine management through comprehensive data collection and analysis is an inevitable trend. While achieving this in one step may be difficult, starting with simple basic data can gradually improve management. This article outlines essential data categories, including customer data, upstream manufacturer data, warehouse data, accounts receivable, and sales personnel data.
潘文富Four Countermeasures to Protect Distributor Profits
In an era of high prices, marketing costs are rising faster than profits from sales growth. Distributors must focus on four key countermeasures to protect their profits: blocking channel stuffing, preventing product 'idling', controlling high expenses, and guarding against manufacturers' empty promises.
New DistributionThis FMCG Sector Should Also Try the Sharing Economy!
Ofo and Mobike have recently been hit by corruption reports, which they deny and have taken legal action over, sending a chill through the booming sharing economy. The FMCG industry, however, has long had a foundation for sharing, from shared distribution channels to shared sales teams, and the B2B model is now leveraging mobile internet to break down traditional barriers.
谭长春Can Distributors Transform into Logistics Providers?
A direction for transformation: The previous article summarized several models for distributor transformation. The first is 'strengthening the body', which means not transforming but upgrading, improving operational efficiency, reducing waste, and increasing business capabilities to outperform local competitors. The second is 'persisting while waiting', maintaining business while waiting for a reliable new organization to acquire you. The third is 'challenging new opportunities', transforming into a platform-based enterprise, becoming a service provider or logistics provider. Undoubtedly, the third model is the most appealing to most distributors. However, whether becoming a service provider or a logistics provider, the transformation is undoubtedly difficult. First, each company's growth foundation is different. Today, we will discuss distributors who transform into logistics providers and what they should possess.
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