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.
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4622 articles · Page 109 of 193
Invest 500,000 to Become a Salt Wholesale Distributor?
A salt merchant in Yancheng, Yu Zhiyong (pseudonym), signed a contract with China Salt Haolong Salt Chemical Co., Ltd. (China Salt Haolong) to wholesale salt, paying 500,000 yuan. However, without a salt wholesale license, he was told he could only retail, not wholesale. He wanted a refund but was refused. The salt bureau and a lawyer explain the legal issues.
陶展 现代快报Beer Marketing Expert Fang Gang: New Insights into China's Beer Marketing Trends - Marketing Logic that Penetrates Terminal Barriers
No base market, no marketing. For beer giants, high distribution rate, high share, and high profit margin are the basic characteristics of a base market. Only with territory can there be a brand; the bigger the territory, the bigger the brand. Anheuser-Busch InBev, the world's leading brewer, dominates globally with annual sales of 60 million tons, 1.3 times China's total beer sales. Its base markets are built on a continental scale, such as high share in North and South America, and after acquiring SAB, Africa became a base market with ultra-high share! In China...
New Distribution2000 Distributors to Gather in Zhangzhou, Tapping into the 500 Billion Yuan Cake and Biscuit Market
The cake and biscuit industry has seen a surge of hit products in the past two years, from cookies, steamed cakes, and hand-torn bread to nougat biscuits, with classic products performing outstandingly in the market. As the consumer market matures, bakery products are upgrading, and leading brands are moving towards the mid-to-high-end segment. To better promote the healthy development of China's cake, biscuit, and snack food industry and facilitate exchanges and cooperation between manufacturers and distributors, it has been decided that the 2017 China Confectionery and Snack Expo Zhangzhou Forum, themed 'The Era of High-End Cake and Biscuit Brands', will be held on May 3-4 in Zhangzhou, Fujian.
New DistributionThe Path of Alliance among Distributors: How Much Do You Know? A Thorough Explanation!
Whether distributors aim for greater scale to pursue capitalization, strengthen channel bargaining power, huddle together for warmth in an industry downturn, or seek better development by aligning with major players, the phenomenon of alliances or mergers among distributors has become a trend quietly unfolding around us. There are three forms of distributor-distributor alliances: vertical alliances (cross-regional, capital-driven mergers), horizontal alliances (intra-regional alliances of same-category or same-channel distributors forming joint sales entities), and commercial associations.
朱志明Master Kong vs. Uni-President: A Battle for Market Share and Profits!
Since the last century, two Taiwanese brands entered the mainland market, leading to product rivalry and prolonged price wars, inadvertently linking Master Kong and Uni-President. In 2016, Uni-President reported revenue of 20.985 billion yuan, down 5.1%, while Master Kong's revenue was 57.532 billion yuan, down 8.03%. Uni-President focused on high-margin innovative products, while Master Kong maintained higher market share.
New DistributionExcessive Inventory Loading Results in Losses for Both Manufacturers and Distributors
Many companies, to alleviate financial pressure, often implement sales policies with incentives before peak or shoulder seasons to promote inventory loading among distributors. While reasonable inventory loading can benefit both parties, the problem arises when companies lose restraint, excessively pressuring or inducing distributors to stock up beyond their capacity, compounded by sales personnel seeking personal gains. This improper practice leads to negative consequences such as channel conflict, price dumping, damaged cooperation, and distributor dependency, ultimately harming both sides.
杨旭Is Gray-Market Selling More Profitable Than Legitimate Distribution?
Manufacturers and distributors alike despise gray-market selling, not only because it disrupts the market, but because it's visibly more profitable than legitimate distribution, with quick returns. This often makes victims and perpetrators one and the same. While gray-market selling is known for its speed and profitability, legitimate distribution often fails to generate comparable profits due to poor cost control, as distributors struggle with complex cost management systems, leading to high operational costs that erode margins.
潘文富Salute to All FMCG Salespeople Across the Country!
In China's sales industry, the largest sales force is the 'FMCG salespeople,' including those from FMCG companies, distributors, and dealers. Their daily work involves facing dealers, distributors, and end customers, tirelessly communicating and explaining to sell products for compensation. Most of them are not from privileged backgrounds; they can only rely on themselves. Their ages range from young newcomers to those around sixty. Despite hardships, they persist for life, dreams, and company development, deserving our respect.
师顺宽Beverage Industry Enters the 5-Yuan Mainstream Price Zone: What's the Basis for Price Increases?
Since 2015, China's beverage industry has bid farewell to the strong double-digit growth of the past and entered an adjustment period alongside economic transformation. According to the National Bureau of Statistics, soft drink sales volume grew only 4% year-on-year in 2015. In 2016, heavy rain in June and July across the north and south further dampened the industry. Despite challenges, Uni-President achieved 192% profit growth in 2015, driven by premium instant noodles and new beverage products like Xiao Ming Tong Xue, which contributed over 2.5 billion yuan in revenue.
New DistributionPractical | Analysis of Application Scenarios for Distributor Order-Taking Mode: Is It Really More Efficient Than Mobile Sales?
Five years ago, distributors in the south began to switch to the order-taking mode, while most in northern Jiangsu still used the mobile sales model. Although mobile sales is simple and practical, rising labor and distribution costs are challenging traditional sales models. This article explores the pros and cons through interviews with two distributors in Ganyu County, Lianyungang City, Jiangsu Province, who have adopted the order-taking mode, showing that it can increase store visits, improve market coverage, and boost sales significantly.
舟谱数据Promoters: Learning to Fight in the Midst of War
Being a promoter is not just a job, but a challenging career and a life experience. Based on years of practical experience in the frontline kitchenware market, the author believes that to become an excellent promoter and score the 'final goal,' the most fundamental thing is to 'learn to fight in the midst of war.'
New DistributionDeng Xia, Chairman of Wandian Yigou: Exploring Channel Transformation and Distributor Transition
At the 2017 (2nd) China FMCG + Internet Conference held on March 21-22, 2017, Deng Xia, Chairman of Wandian Yigou, delivered a speech without slides, sharing his insights on channel changes and distributor transformation. He emphasized that B2B is a tool for improvement, not disruption, and advised distributors to focus on survival rather than chasing growth.
邓侠China Salt and Local Salt Bureaus Clash Intensifies: Dealers' Salt Seized in Many Regions, Many 'Dragged to Death'!!! The Road to Salt Reform Is Long and Arduous!
The current state and confusion of salt reform: Recently, operators of supermarkets and shops in Xiangcheng City, Henan, reported to the media that the local salt bureau illegally seized edible salt of other brands citywide, promoting its own packaged salt. When reporters went to verify, the bureau chief said, 'Reporters have no right to supervise me.' The salt bureau is the main department in charge of salt work, with the lowest administrative level at the county (district) level. Xiangcheng is a county-level city under Zhoukou, and the local salt bureau chief's role is nothing special, so why can't he be supervised?
New DistributionAre You an Excellent Salesperson? Check If You've Solved These 6 Problems
Wei Qing in 'The Sales Bible for Terminal Sales' said: If you love him, let him do sales, because it's heaven—low threshold, high earnings, high technical content; if you hate him, let him do sales, because it's hell—physical exhaustion, emotional distortion, and no support in old age. So, sales is a hard but honorable job. To become an excellent salesperson, solve these 6 problems: mindset, practice over theory, financial risk awareness, handling legacy issues, order volume proportional to visit rate, and regular self-reflection.
洋洋不会得意Distributors, It's Time to 'Lighten the Load' of Your Products
As a distributor, you likely handle multiple product lines, believing that more products mean more sales and one-stop shopping for customers. However, this approach often leads to lower profits and tied-up capital. This article explains why distributors should streamline their product portfolios and offers criteria for selecting which products to keep.
New DistributionDirect Delivery CEO Lai Xuanren: My View on New Retail - Survival and Development in Channel Transformation
At the 2017 (2nd) China FMCG + Internet Conference, which concluded yesterday, Direct Delivery CEO Lai Xuanren delivered a vivid speech on the survival and development of channel transformation, sharing his views on new retail under the theme of 'Empowerment and Evolution'. He highlighted the biggest practical dilemma in new retail development: not making money! Although some distributors or B2B companies have large order volumes, high transaction values, many customers, and good service quality, the terminal market is fragmented with low loyalty, and market changes are rapid with low predictability, leading to most distributors or B2B companies not being profitable.
赖宣任New Distribution Zhao Bo: This Era Requires Distributors to Evolve into New Supply Chain Species
On March 21, 2017, the 2017 (2nd) China FMCG + Internet Conference was held in Chengdu, attracting thousands of distributors, manufacturers, and internet companies. Zhao Bo, chief editor of New Distribution, delivered a speech analyzing the industry's current situation and future trends, based on extensive research and the '2017 FMCG B2B Blue Book'.
赵波JD New Channel Debuts at "Spring Sugar" Event, Bringing the First Wave of FMCG B2B Dividends
On March 23, the "Spring Sugar Extravaganza" officially kicked off, with hundreds of thousands of professional visitors queuing to enter the exhibition halls. Meanwhile, over 3,000 exhibitors were fully prepared to impress every visitor with their products, technologies, and services. As a dark horse in the domestic FMCG B2B industry, JD New Channel attracted attention from numerous manufacturers and media at its first participation. In the New Channel exhibition area, visitors continuously inquired about its business model and the "Huiyan" big data system, with many gathering around the JD Zhangguibao and VR experience zones.
New DistributionDianDa Mall CEO Feng Bo: The Sharing Economy That Makes Distributors Money Is the Real New Retail!
On March 21, 2017, on the eve of the Chengdu Sugar Fair, the 2017 FMCG + New Retail Conference, hosted by the renowned B2B industry media New Distribution, was held as scheduled in the Crystal Hall on the 5th floor of the Century City International Conference Center. Over a thousand industry leaders and attendees gathered to discuss the industry's future, the collision and integration of the internet, FMCG, and B2B. As a leading new retail + internet enterprise, DianDa Mall was invited to attend. CEO Feng Bo delivered a keynote speech titled "2017 - The Spring of New Retail Sharing Economy," which was highly recognized by the over a thousand industry guests present.
冯波In Distributors' 'Brand Portfolio', Third-Tier Brands Are the Most Profitable!
In the hands of distributors, all products can be profitable, but it's not always the case and depends on many factors. Therefore, building a good product portfolio is a key concern for every distributor. But with so many brands, how to position, select, combine, and execute? Let's first look at the characteristics of the three types of brands.
New DistributionHow to Keep Distributor Teams 'Passionate and Energized'
Many traditional HR departments focus on controlling people, leading to rampant office politics. While this logic was acceptable in the industrial era, the information age requires management to shift from control to motivation, leveraging each employee's strengths. To inspire team morale and foster a positive atmosphere, distributors can adopt practical measures such as naming sales techniques after employees, rewarding suggestions, creating cultural corridors, and implementing recognition programs.
盛斌子Spring Sugar, Don't Forget to Take a Look at This Magic Water
The annual Spring Sugar Fair is held as scheduled in Chengdu, but with the winter of FMCG, people are beginning to question its value. Once a stage for corporate myths, with one company collecting 400 million yuan in payments and others going national, the fair is now seen by many as a mere formality—just eating, sleeping, and listening to reports, with the only visual treat being the models hired by liquor companies.
老纳Pepsi Cola Shanghai Channel Stuffing: Goods Seized, the Mastermind Behind It Is Shocking!
Channel stuffing is a chronic problem in the FMCG industry. Due to misaligned interests between distributors and manufacturers, each party often engages in behaviors unacceptable to the other when maximizing their own interests. In the sales process, channel stuffing by distributors is like 'pressing down one gourd while another floats up'—a recurring phenomenon. Inadequate prevention and management of channel stuffing can severely harm the healthy, sustainable development of the market. Every distributor detests channel stuffing but must face the reality. Every manufacturer frequently shouts: 'Strictly investigate channel stuffing...'
New DistributionChengdu Enters Crowd Mode! With All These Conferences and Exhibitions, Are You Spoiled for Choice?
On March 21-22, New Distribution, together with Yunmei Co., Ltd., Zhongke Shangruan, Bo·Shihui, JD New Channel, and Xiamen Direct Delivery, co-hosted the 2017 (2nd) FMCG + Internet Conference under the theme 'Empowerment · Evolution'. The conference focused on three core issues facing manufacturers and distributors in their digital transformation, featuring 44 marketing experts, B2B platform CEOs, and successful distributors. Additionally, New Distribution released the industry's first 2017 FMCG B2B Blue Book, and a private exchange session was held on the evening of the 21st.
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