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 110 of 193
Reversing the Channel
This article introduces the marketing strategy of 'reversing the channel', where a company sells directly to retailers and end consumers first, then works up to higher-level distributors. It explains why this approach is effective for new products entering the market and provides a case study of a company that achieved a 900% sales increase using this method.
刘春雄Selling 'Golden Monkey' for 3.5 Billion, He Turns to Selling Salt, Targeting 3 Billion Yuan in 5 Years
Three years after selling Golden Monkey to Hershey for 3.5432 billion yuan, Zhao Qisan is now venturing into the salt industry, aiming for 3 billion yuan in output within three to five years.
New DistributionDistributors Say: "Selling Your Product Is Too Costly, We Can't Do It Anymore!" What to Do?
A daily chemical brand A frequently receives feedback from distributors that its XH category is losing money and unsellable. After calculation, the overall ROI for brand A's products is 18.1%, but the XH category is only 4.1%, far below the industry average. The reasons include lower gross margin, higher operating costs, and more capital tied up. By optimizing distributor trade terms, such as adding conditional rebates and reducing cash and inventory days, the ROI can be improved to 17.1%, making the product attractive again.
刘华明Mizone's New Product Exclusively Launched on JD New Channel, Why Was It Sold Out on the First Day?
Mizone is making headlines again in the food and beverage circle, not only for leveraging the 'Spring Sugar' event to launch new products and continuing the popularity of light beverages over the past two years, but also because the exclusive launch platform was the rapidly rising 'JD New Channel'. The speed of the new channel is irresistible: the product was shipped from Zhongshan on March 10, entered JD New Channel's warehouse on March 11, and was exclusively launched on JD's ZhangguiBao platform at 8 AM on Monday, March 13, selling out within hours.
食品君What Should Distributors Do in the New Retail Environment?
In the new retail environment, both brand manufacturers and distributors must pay close attention to the transformation of new retail. If we analyze the Hema Fresh model, Yonghui's Super Species model, and the cooperation between Alibaba and Shanghai Bailian as important directions for new retail innovation, the new retail environment indeed poses many new challenges to the current distributor model.
鲍跃忠Dealer Management Has Its Own Tricks: Have You Tried This Method?
The article emphasizes the importance of empowering frontline employees in service transformation, using the example of a five-star hotel where staff can mobilize resources to solve customer problems. It also discusses the need for organizational capabilities, manager proximity to the market, and specialized collaboration in marketing teams.
陈春花Why Do Distributors Hate Big Brands? And Why Do Big Brands Hate Hypermarkets? This Article Explains It All!
Amid the price hike wave at the end of 2016 and the beginning of 2017, big brands, distributors, and hypermarkets are all interconnected. Distributors, especially those of top-tier brands, face increasing pressure, leading some to drop big brands for more profitable emerging ones. Meanwhile, big brands resent hypermarkets due to high fees and changing consumer habits.
New DistributionUnified Warehousing and Distribution: A Trap or an Opportunity?
In 2016, some cities in China implemented unified warehousing and distribution models, including those affiliated with wholesale markets, alliances of multiple distributors, and individual companies transforming into third-party logistics. The author visited multiple clients with over 200 million in sales across different provinces and found that while hardware conditions were good, none of them made money, with profits under one million. The article summarizes the operational problems and suggests that success requires professional system management, logistics service, and sales expertise.
徐永刚Young Heroes, Spare Us Old-Timers! We Really Don't Need 'Edgy and Provocative'
Why do we always face 'ideological intimidation' when we do business operations honestly? With the rise of the 'post-95s market,' what's the right approach? Marketing professionals confused by the young market can take a reassurance pill with Old Miao today.
苗庆显2017 Marketing Solutions: Elite Teams, Channel Adjustments, and Profit Growth!
As the first quarter of 2017 comes to a close, the FMCG market is experiencing sluggish sales, with inventory from the Spring Festival still lingering. Companies are rethinking their marketing strategies, focusing on improving personnel quality, optimizing channel management, and increasing profitability.
童苗强Distributors Say: "We're Not Making Money with Your Business!" What to Do?
When distributors claim they're not making money, salespeople need to understand what they mean by "making money," how it's calculated, and how to respond effectively. This article explains how to analyze the distributor's ROI, identify issues, and propose collaborative solutions.
刘华明Shocking! 99% of Distributors Die from Poor Product Selection (12 Ways to Die)
As the spring sugar and wine fair approaches, distributors are eager to find good products. However, many fail due to common mistakes such as chasing trends, ignoring consumer changes, choosing weak partners, lacking brand support, and poor financial planning. This article outlines 12 fatal errors in product selection to help distributors avoid them.
于思静、武学峰Should Terminal Displays Adapt to the Seasons? Best-Selling Products Like Xiang Piao Piao and Special Forces Do It This Way!
As seasons change, food and beverage companies must adjust their in-store displays to match seasonal demand, following three key principles and color schemes to boost sales of seasonal products.
New DistributionRegional Liquor Enterprises' Inner-Region Defense Based on Three-Dimensional Blocking Mode: Consumption Blocking, Channel Blocking, and Price Blocking
This article discusses how regional liquor enterprises can defend their home markets against strong competitors by employing a three-dimensional blocking strategy: consumption blocking, channel blocking, and price blocking. It uses the case of B enterprise in H province to illustrate practical tactics such as consumer reward pools, deep channel optimization, and product price architecture adjustments.
任圆Seeking Growth in 2017? Stabilize Your Channels First!
Since the Spring Festival of 2017, manufacturers have signaled a shift from pursuing volume growth to focusing on profits, acknowledging the reality of stagnant growth and channel instability. The priority is to stabilize distribution channels by reducing sales pressure and ensuring dealer profitability, as dealers face challenges from brand erosion, continuous inventory pressure, and lack of innovation.
刘春雄Is Unified Warehousing and Distribution the Best Entry Point for Distributors Entering B2B?
Many distributors consider starting with warehousing and distribution when entering B2B, as they are most familiar with this segment and have resources at their disposal. However, this may not be the optimal approach. Challenges include insufficient scale for individual investment, difficulties in forming alliances, the shift from mobile sales to order-based sales, thin margins in FMCG logistics, and the flawed logic of building a transaction platform on top of warehousing. The core of B2B lies in supply chain organization and incremental growth, not just warehousing.
赵波Five Rules for Distributors on Proactive Promotions
In high-margin industries, distributors and manufacturers may independently cut prices or run promotions, but in the food industry with lower margins, distributors organizing their own promotions must follow five key rules: report results to the manufacturer, avoid damaging the manufacturer's feelings, prevent channel conflicts in surrounding markets, secure guarantees from the manufacturer, and focus on key channels.
陈小龙Distributors Afraid to Order, Industry Losses Over 100 Million Yuan, Firmly Declaring War on Laver Rumors!
A viral video falsely claiming that laver (seaweed) sold in supermarkets is made of plastic has caused nearly 100 million yuan in losses to Fujian's laver industry. Despite refutations from companies and associations, the rumor has led to product removals, distributor panic, and even extortion attempts.
New DistributionMarket Research: Four Solutions to Dealers' Profitability Problems
Dealers are facing shrinking profits due to market saturation, price transparency, and rising costs. This article presents four strategies—deepening channel control, holding strong brands, adding profitable products, and forming alliances—to help dealers survive and thrive.
左目大叔Learn Merchandising from Pepsi's Sales Team: 9 Tips to Quickly Boost Profits!
In the Pearl River Delta region, where Coca-Cola and Pepsi compete most fiercely, especially in township markets with many factories, any small supermarket will show Pepsi's dominance through strategic displays. This article reveals the nine standardized merchandising actions Pepsi uses to enhance visibility and drive sales.
冯媛Who Should Manufacturers Sell Premium Products to First?
Most manufacturers have less-than-ideal product structures, with premium products accounting for too small a share, making it hard to sell profitable items. Despite significant investment and channel incentives, premium products often fail due to internal channel resistance. The key is to first 'sell' premium products to frontline sales staff by aligning their understanding and willingness, using targeted strategies.
潘文富Ten Key Considerations for Food Companies When Selecting Distributors for Model Markets
This article, written by Zhang Feng, Chief Consultant at Musen Management, outlines ten essential criteria for food companies to evaluate when choosing distributors for model markets, emphasizing the importance of comprehensive assessment to ensure successful partnerships and market development.
张枫The Three Key Elements for Salespeople's Fastest Self-Improvement
In marketing practice, among 100 salespeople, only one rises to director level or above, and about ten reach manager level, while others remain at the salesperson level. The author identifies three factors that set them apart: clear goals, self-discipline, and continuous learning.
梁胜威The Disappearing Second-Tier Distributors?
Once an indispensable part of the FMCG industry, second-tier distributors are now being marginalized by e-commerce platforms and manufacturers' direct-to-retail strategies. This article examines the historical roles of second-tier distributors, the reasons for their decline, and the need for them to adapt or face extinction.
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