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
4622 articles · Page 106 of 193
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Want to Stand Out in FMCG? You Still Need Internet Celebrity Wang Sicong!
Wang Sicong, China's most famous rich second generation, has launched a beverage called EROS, priced at 9.9 yuan per bottle, with the slogan 'Live for fun'. This article analyzes how he applies internet celebrity incubation thinking to the beverage industry, examining its brand IP, market positioning, advantages, and potential flaws.
龙小龙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Logistics Trucks' Empty Load Rate Near 40%: Each Distribution Link Adds 5-10% to Product Prices
A survey by People's Daily reveals that high distribution costs in China, driven by excessive intermediaries, inefficient logistics, and policy inconsistencies, add 5-10% to prices per link, burdening consumers and hindering market expansion. The article calls for streamlining distribution to boost consumption and economic transformation.
杜海涛王珂林丽鹂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Arrogant Salesmen, Deceptive Manufacturers: Get Lost if You Can't Talk Straight!
This article compares the capabilities and qualities of manufacturer sales personnel from ten years ago with those of today, analyzing the reasons for the decline in their professional standards. It highlights the shift from experienced, knowledgeable, and relationship-focused salespeople to younger, less competent, and often deceptive ones, attributing the decline to management attitudes, systemic issues, and short-term profit-driven practices.
New DistributionCase 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Unveiling JD New Route's 618 Street: Exploring the Future of E-commerce
On May 25, JD.com launched its 618 mid-year shopping festival, with over 30,000 small and medium stores nationwide displaying banners for the event. New Distribution interviewed retail expert Bao Yuezhong, who highlighted three key aspects of JD New Route's 'Crazy 618' promotion, including brand manufacturers' increasing focus on B2B distribution, the expanding reach of small retail stores, and the seamless integration of online and offline consumer experiences.
赵波New Products Die Too Fast Because Distribution Rate Is Too High
An industry giant's CEO says distribution is no longer a problem, but products just don't sell through. This is a common phenomenon, not an isolated case. The reason is that most companies still follow traditional deep distribution practices: distribution plus sell-through. The key to solving this lies in addressing product cognition during product upgrades, focusing on precise distribution, and implementing a new marketing system that emphasizes experience and word-of-mouth.
刘春雄Cashless, Display-Free, Experience-Focused: What Do You Think of the 'New Retail' Snack Store Created by Alibaba and Intime?
Recently, ONMINE, a snack store jointly created by Intime Retail and Alibaba's Tmall, opened at Hangzhou Zhongda Intime City. As a new retail innovation project of Intime Retail, it marks Intime's entry into the snack food sector, aiming to create the most delicious and fun new snack species. Leveraging Alibaba Tmall's supply chain advantages, ONMINE focuses on imported snacks. Inside the nearly 300-square-meter store, nearly 800 SKUs are displayed, including Shiroi Koibito, Indonesian Papadum series, Binggrae banana milk, Sonnet raw chocolate, Sun-Maid raisins, Lotte chocolate bars, etc., with imported snacks accounting for up to 80%.
New DistributionOnce 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.
麦得邻徐永刚Distributors, Don't Rush Your Children to Take Over the Business—Let Them Study a Few More Years
Life is severely punishing those who refuse to study hard. Many first-generation distributors, who started from poverty and built their fortunes through hard work, now face management challenges that require learning. However, their lack of education and learning habits makes it difficult to absorb and apply knowledge. The article advises distributors to let their children study more and gain experience in large companies before taking over the family business, so they don't have to struggle as much.
魏庆老师The Clients You Fear Are the Ones You Should Fight Hardest For
Most salespeople suffer from 'problem phobia' and 'problem client phobia'. The more they fear, the more they avoid. In fact, what you fear may be the most valuable. Fight hard on the problems you fear, and problems will decrease. Fight hard on the clients you fear, and client problems will be solved. Avoidance is human instinct; it may minimize losses, but success lies not in following instinct but in maximizing benefits.
刘春雄Reconstructing the Underlying Logic of the Marketing Department!
The article discusses the functions and classifications of marketing departments in Chinese enterprises, distinguishing between management-oriented and service-oriented types. It analyzes the challenges and limitations of marketing departments, such as lack of resources and support, and proposes a reconstruction of the marketing department's logic to adapt to changing market conditions.
方刚[Method] Terminals Always Return Goods, Distributors, Are You Getting These Points Wrong?
Returns are a pain point for distributors, but they are inevitable. To effectively reduce and control product returns, distributors need to address issues such as poor sales efforts, improper inventory management, and lack of market visits. Key strategies include strict first-in-first-out (FIFO) management, timely new product distribution, and proactive handling of near-expiry products.
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