NEW DISTRIBUTION RESEARCH TOPIC
How can distributors keep growing across fragmented channels?
Front-line analysis of product selection, organization, channel strategy, profit models, and business transformation for FMCG distributors.
Related research and analysis
4621 articles · Page 100 of 193
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 DistributionWei Qing: Why in Large Companies, the Sales Frontline Deceives Itself from Top to Bottom?
In large companies, why do people collectively march forward on the path of self-deception? A case study reveals that even when frontline staff know certain practices are wrong, they continue due to company mandates, highlighting systemic management flaws that go unaddressed.
魏庆When Visiting Clients, If You Run Out of Topics, How to Build Trust and Close Deals?
When visiting clients, if you run out of topics, how to build trust and close deals? A group member, Xiao Wu from Hubei, asks for advice on market development. He has been visiting stores for three months but struggles with what to bring, what to talk about, and overcoming fear of making phone calls. The response suggests using the McCue 66 to gather client information, providing thoughtful gestures like breakfast or snacks, starting conversations with caring topics, sending regular blessing messages, and offering value-added services like industry case studies to build relationships and trust.
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Mastering Terminal Sales: A Four-Step Playbook for Distribution, Hotels, Group Buying, and Supermarkets
Terminal sales are the final and most critical step in the product sales chain, fraught with risk and uncertainty. This article summarizes practical methods for driving terminal sales in the baijiu industry, outlining a four-step approach for each of four channels: distribution, hotels, group buying, and supermarkets.
叶明军Optimize Visit Routes, Accelerate Terminal Stocking: 10 Tips to Reduce Inventory!
Many companies blindly imitate the terminal visit route model of well-known enterprises, but fail to get orders or sell products. Here are 10 tips to accelerate terminal distribution, including finding opportunity stores, concentrated visits, and route optimization.
魏庆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.
潘文富From 3000 to 500: The Survival and Death of Milk Powder Distributors
After the implementation of the strictest milk powder regulation, the number of formula brands dropped from 3000 to about 500, leading to a major reshuffle in the market. Distributors face shrinking channels and must reposition themselves and rebuild their channel strategies to survive.
New DistributionNiu Gensheng: The Second Half of His Life Aiming for Rockefeller
More than a decade before the hit TV drama 'The First Half of My Life' became popular, Niu Gensheng had already planned his future and even his family's. However, compared to the character Luo Zijun's life reversal in the drama, Niu's vision is far grander. After all, his goal is to become China's Rockefeller.
New DistributionWhy Have You Been a Salesperson for So Many Years Without Promotion?
Some salespeople are frustrated because they have worked on the front line for many years, with good customer relationships and seniority, yet have never been promoted or improved. The author summarizes several reasons: lack of ambition, unwillingness to learn, poor thinking skills, and resistance to change. Those who do not set goals, refuse to learn, fail to think independently, and resist change are likely to be eliminated in the fast-paced business environment.
梁胜威Dealer Product Management: Mastering These Tables Makes It All Clear
Many dealers, especially traditional FMCG dealers, rarely use data management tools in their daily operations, leaving them unaware of which products are profitable, which are not, which are losing money, and which have no market potential. This article provides several data management tables that dealers can use to track sales, accounts receivable, and channel profitability, enabling them to make informed decisions and improve operational efficiency.
曾文忠 陈行军Should Distributors Sell Their Companies?
As a company owner, facing the question of whether to continue or sell the business, one weighs reasons for both options. The business, like a troublesome child, brings both deep emotional attachment and increasing challenges, prompting consideration of selling.
潘文富A New Policy Scatters the Harem: Will Formula Milk Distributors Face an Empty Bed Period?
As the new formula milk policy takes effect, product lines are becoming clearer, and a new round of market and channel reshuffling has begun. At this stage, it is the distributors who decide which brands to partner with, akin to choosing a spouse. The article explores historical selection methods and modern principles for choosing brands.
彭克Eight Taboos for Regional Managers in Personal Conduct
Regional managers must first be upright in personal conduct before they can effectively manage business. This article outlines eight taboos in personal conduct that regional managers should avoid to earn the trust of both distributors and the company, thereby improving work efficiency and effectiveness.
游昌乔Three Stories About Distributors and Sales Staff: The Surprising Outcomes
The relationship between distributors and sales staff often revolves around money. Sales staff think: 'It's so hard and tiring, give us more money!' Distributors think: 'Give as little as possible!' The same issue of money, handled differently, leads to vastly different outcomes. As year-end approaches, some distributor friends called me to ask why it's hard for bosses to retain sales staff in modern enterprise management. So I told them three stories about distributors and sales staff, hoping they would be helpful.
New Distribution