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The Key to Solving Wahaha's 10 Major Drags
Wahaha's sales growth slowed significantly in 2016, but the company's assets remain in good condition. Zong Qinghou stated, "I believe that as long as we face the problems squarely and strive to improve, we will be able to reverse the decline." He attributed the sales decline to 10 major reasons, including the negative impact of online rumors, declining sales force, and changing consumer preferences.
伯乐斋Should You Offer Discounts During Sales? You Decide!
When you frequently offer discounts, your customer base subtly shifts: some loyal customers who appreciate your product or brand may leave, while more price-sensitive customers will frequent your store. Discounting can create a vicious cycle and damage your brand, so it's crucial to focus on service and value instead.
联商网2016 Survey Report on Distributor Labor Costs
Last week, we published a survey on distributor labor costs for 2016 and received enthusiastic feedback from distributors. Due to economic downturn, declining product profits, and the impact of the internet, distributors are facing tough times, with most reporting high personnel cost-effectiveness ratios and high turnover rates. They want to hire new staff and raise wages but are constrained by shrinking profits. In light of this, we are releasing the results of over 1,000 surveys to provide analysis for distributors and manufacturers, hoping to offer some reference for 2017 recruitment and personnel management.
澄韵Ten Major Challenges for Distributors Developing Their Own B2B Platforms
Having been deeply involved in the FMCG wholesale industry for years, I have witnessed many companies seeking transformation and upgrading to build B2B platforms. In interacting with these transforming entrepreneurs, I found a common confusion: how should the information system platform be established? Should we buy off-the-shelf products or build our own team for in-house development? Below, I will briefly elaborate on the ten challenges faced in the process of building an information platform. 1. How much does it cost to develop a system? A few thousand? Tens of thousands? Hundreds of thousands? Millions? Tens of millions? There are various answers, and the gap is huge...
胡小印In-depth | How Will Wine Distributors Develop in 2017?
On December 1, 2016, Tian Zhuopeng, chairman of Zhuopeng Strategic Consulting and a practical marketing expert, delivered a practical training session on the overall trend of the wine industry at the New Food Lecture Hall. This will basically provide you with comprehensive and systematic thinking guidance and specific practical guidance in the fierce market competition.
酒文化守望者The Four Years Since Zong Qinghou Was No Longer the Richest Man in China
Zong Qinghou became the richest man on both the Hurun and Forbes lists in 2010 and again in 2012. However, starting in 2013, younger entrepreneurs Wang Jianlin and Jack Ma took turns at the top. This article explores what happened during the four years Zong was not the richest man, including the 2016 lists that put Wahaha in the spotlight, and how Zong and his company have adapted to new market realities while maintaining their core principles.
New DistributionJD.com Opens Its Logistics Network: A Decade of Sharpening the Sword, First to Eliminate Distributors!
On November 23, JD.com announced that its logistics arm would fully open its small, large, and fresh cold-chain networks to merchants. From a B2B perspective, this move is set to reshape the FMCG industry by enabling a highly flattened supply chain, potentially bypassing traditional distributors.
赵波2016 Distributor Labor Cost Survey
The era of explosive low-end consumption and endless sales growth ended in 2013. Since then, sales have declined, and distributors face rising labor costs and operational pressure. This survey aims to understand the current labor cost situation and provide a reference for distributors nationwide.
赵波Countdown to Spring Festival: How Much Stock Should You Prepare to Get Through the Year-End?
For holiday stocking, many distributors have had frustrating experiences: due to poor planning and insufficient stock, they run out of products at the peak of sales, missing out on potential profits. Conversely, some overestimate market conditions and overstock, leading to excess inventory that must be cleared after the holiday at a loss. Thus, holiday stocking requires a balanced approach, and this article explores factors influencing stock levels and methods like the 1.5x safety stock rule to find the right balance.
New DistributionDistributors: Why Are Your Products Increasing but Profits Decreasing?
Lao Chen, a distributor, is increasingly frustrated with manufacturers' salespeople as he takes on more new products but sees no profit growth. He suspects the issue lies with the products themselves, which may be in decline or not yet profitable, and he seeks solutions to improve his product portfolio.
谭长春This 3.7 Billion Distributor Transforms into a Supply Chain Platform: Can It Overtake on a New Track?
In 2016, China's liquor distribution industry was undergoing intense consolidation, with companies like Jiuxian.com, 1919, and E.A. using internet, chain operations, and capital to lead the race. Baichuan Commercial, a traditional brand operator with 3.7 billion yuan in revenue in 2015, quietly accelerated its transformation into a supply chain platform. This article analyzes Baichuan's '1234' strategy, its focus on deep regional supply chain, and whether its transformation can succeed.
New DistributionNine Steps for a Distributor Morning Meeting: Every Step is Gold!
The morning meeting is highly significant; as the saying goes, a year's plan starts with spring, and a day's plan starts with the morning. The morning meeting is for reviewing yesterday, planning today, and looking forward to tomorrow. It helps unify employees' thoughts and actions, serving as a mirror for the company to reflect problems in a timely manner, enabling both the company and employees to understand themselves fully. But after years of holding morning meetings, do you really know how to conduct them properly?
师顺宽FMCG Distributors' Shift from Mobile Sales to Order Taking: Right on Time!
Thirty years ago, the distribution model gave rise to the FMCG distribution industry; fifteen years ago, the transition from store-based to mobile sales brought prosperity to the industry. Now, what transformation can help distributors break through bottlenecks and regain momentum? After over 20 years of rapid development, the FMCG industry has become highly competitive, and high warehousing and distribution costs, along with internal management loopholes, often exhaust distributors. With the advent of the data era, resource sharing and refined division of labor have become inevitable trends. If distributors can seize the opportunity to outsource standardized services like warehousing and distribution to reliable third parties, they can significantly reduce operating expenses and time investment, focusing instead on marketing and terminal maintenance. To achieve unified warehousing and distribution, distributors must first complete the transition from mobile sales to order taking.
New DistributionHow to Determine Maximum and Minimum Inventory Levels in a Warehouse?
Both insufficient and excess inventory are caused by negligence in ordering, operations, and storage, so they should be avoided in inventory management. To prevent this, it is generally necessary to set standard inventory levels and maintain them. These standards are the "minimum inventory level" and "maximum inventory level." To prevent stockouts, the minimum standard is the "minimum inventory level (safety stock)." Conversely, to avoid excess inventory, the necessary standard is the "maximum inventory..."
New DistributionDeep Dive | The Great Test of the Times: Chinese Distributors Face Structural Elimination!
Over the past three decades, Chinese distributors have continuously progressed and evolved, facing many trials and tests. Looking back from 2016, if we view the coming five years from a five-year perspective, we will find that the entire Chinese distributor community and the channel industry are facing a 'great test of the times': change or die.
史贤龙Distributors Quit Without Notice?
Since 2016, some major brands have had to find new distributors because their original ones quit without notice, signaling a shift in power from manufacturers to distributors. This trend reflects deeper issues: declining sales, rising costs, and manufacturers' loss of leadership in marketing, leading distributors to lose faith in the future.
刘春雄Leveraging a Fulcrum to Shift Distributors' Bargaining Power in the Industrial Value Chain
Distributors occupy a pivotal position in the industrial value chain, linking manufacturers upstream and channel members downstream. To enhance their bargaining power, distributors must first clarify their role and value in the chain, then adapt to market trends by focusing on service, scale, and building shared-interest communities with channel partners.
杨永华Distributors, Are Your Promoters Qualified?
Food industry promoters are often called the most articulate people in the world, as they are the closest to the market and have the most direct contact with consumers. Although they are often considered 'outsiders' in a distributor's team, they play a crucial role in terminal promotion. Therefore, for distributors aiming to achieve good results in terminal sales, it is essential to have a mature and stable promotion team. Cultivating qualified and excellent promoters is a key step in the distributor's sales promotion efforts.
潘文富The Most Detailed Practical Guide for Distributors' Year-End Order Conference
This article provides a comprehensive guide for distributors on how to organize a successful order conference, covering the three main objectives, common pitfalls, pre-conference research, on-site execution, and post-conference follow-up.
New DistributionIt's Easy to Fill Up a Distributor's Warehouse, but Being a Responsible Manufacturer Is Not So Simple!
During the off-season, some manufacturers, instead of launching market activities to boost sales, focus on pressuring distributors to stock up just to improve their data reports. They push distributors to take more inventory, set sales targets, and collect payments, but ignore whether the products actually sell through. This article argues that manufacturers must take responsibility for helping distributors sell products to consumers, and outlines three key steps: planning, implementation, and review.
New DistributionA Frontline Entrepreneur Tells You How to Play the FMCG Channel in 2017
As a startup in the FMCG channel e-commerce platform, we have been operating for a year and would like to share our views and feelings about the FMCG channel. We believe that 2017 will be a breakthrough year for FMCG B2B, and various platforms will reach more consensus on the path of seeking common ground while reserving differences. To this end, Pi Duoduo has summarized three trends in the future development of FMCG B2B, hoping to exchange ideas with peers.
郭德苍Case Study: The Game of Deception Between Distributors and Manufacturers – Who Ends Up Dead?
A Zhejiang cosmetics distributor, Mr. Chen, had his agency rights for the BXT brand transferred to a new distributor without notice, leaving him with unsold inventory and damaged reputation. This case highlights common manufacturer practices such as replacing underperforming distributors, using distributors to raise capital, and restructuring channels, which often lead to conflicts and losses for distributors.
经销商微刊New Distribution: What Insights Does the Beiquan Model Offer to the Retail Industry?
On November 20, 2016, the 5th B-end E-commerce Study Tour organized by this official account delved into Beiquan again (in April this year, we led a team of over 100 to study Beiquan's innovative experience), exploring the mystery of Beiquan's national expansion in just over two years and its innovative experience in the retail industry. What insights does the Beiquan model bring to the traditional retail industry? The following is a compilation of Beiquan's innovative experience and viewpoints based on the sharing of Beiquan's founder Wu Shaobin during the tour. With the rapid development of the internet...
New DistributionUni-President's Lo Chih-hsien: No Summer for Mainland Beverages This Year, Implementing Zero-Inventory Strategy, Next Year's Target is No Growth in Shipment Cases!
Recently, Uni-President Group Chairman Lo Chih-hsien, accompanied by his wife Kao Hsiu-ling, attended the "Love·Sharing" Christmas lighting events in Taipei and Kaohsiung, where he responded to questions about the group's Q3 performance and next year's plans. The "zero-inventory" strategy is challenging, and next year's target is "no growth."
New Distribution