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 111 of 193
4 Tricks for Distributors to Understand the Pricing of the Alcohol Market
Price is relatively important business information. To understand the core market's business secrets, it is necessary to gain the trust of the research subjects and use certain techniques for deeper understanding. Only by obtaining real research information can one have a more thorough understanding of the market and work smoothly. Trick 1: "Empty-handed" method, which involves making initial assumptions and letting the research subject correct them. Trick 2: "Colloquial" method, which uses simple language to avoid sensitive terms. Trick 3: "Fog" method, which compares known information about brand A to unknown information about brand B. Trick 4: "Flashback" method, which deduces accurate information from subtle feedback.
New DistributionDealers Facing Cross-Regional Selling: What to Do?
A well-known marketing expert once said: 'Those who engage in cross-regional selling are shameless, and those who suffer from it are incompetent.' Cross-regional selling, whether benign or malignant, is a tumor in a company's sales health that must be treated early. This article categorizes the types of cross-regional selling, analyzes the reasons behind it, and provides solutions for manufacturers to handle it.
沈彬松Learning from the Good Example of Uni-President
Uni-President's 2017 'three new policies'—zero-based budgeting, channel reform, and food and beverage integration—represent a shift away from traditional sales practices. This article analyzes why these policies are the right direction in the current environment and how they can succeed, positioning Uni-President as a benchmark for other companies.
刘春雄With 90% Distribution Coverage, Why Is the Market Still Lukewarm?
During a Spring Festival gathering, a friend's client mentioned a market bottleneck: despite achieving 90% distribution coverage, the market remained sluggish. The article explores why high coverage is often pursued, the dangers of improper high coverage, and how to approach coverage based on product attributes and market stages.
朱朝阳How Should Baijiu Distributors Arrange Their Work at the Start of the Year?
The Chinese liquor industry is in a turbulent period of transformation, and distributors face severe challenges. However, some frontline distributors believe that selling baijiu is not difficult if done properly. This article uses two case studies to analyze how small and large distributors can effectively plan their work at the beginning of the year, emphasizing the importance of setting clear goals, allocating resources, and executing plans.
邹凌远Is Inventory Loading Really Just a One-Sided Wishful Thinking by Manufacturers?
Inventory loading is an old, sensitive, and pseudo-issue in the FMCG industry. It is fundamentally about interests, and both manufacturers and distributors engage in it when profitable. Distributors can take the initiative by understanding their sales channels, negotiating terms, and adopting precise inventory management.
黄润霖Manufacturers Transfer Business Teams to Distributors
For manufacturers, the core value of distributors lies in cost savings, especially personnel costs, as they can leverage distributors' existing sales teams for frontline tasks. However, many manufacturers have expanded their own sales forces without adequate management systems, leading to inefficiencies and rising costs. The article argues that manufacturers should consider transferring operational functions back to distributors, focusing on product and brand, while conducting thorough evaluations and phased transitions.
潘文富Inside the Planning of a Hot Product That Distributors Embraced During the 2017 Spring Festival
This article reveals the strategic planning behind Xiaoshile Shanzha Shuang, a hawthorn beverage launched by a Henan company, which gained rapid traction among distributors within four months. It details the brand's positioning, market testing, and ambitious goals to become a leading hawthorn drink brand.
牛恩坤 尹鹏震Where Are Food Wholesalers Headed?
This article examines the current state, roles, characteristics, strengths, and weaknesses of food wholesalers, and proposes eight possible paths forward, including upgrading to distributors, becoming manufacturers, or forming alliances, while offering practical advice for survival and growth.
王济保One Month into Salt Reform: Cross-Regional Salt Sales Hit by Local Enforcement Crackdowns?
Since January 1, 2017, China's 2,700-year-old regional salt monopoly has been broken, allowing salt enterprises to sell across provinces. However, many companies like Chongqing Salt Group have faced seizures and obstruction from local salt bureaus, highlighting the challenges of implementing the reform.
范永松The Most Important Things FMCG Companies Should Do Amid Consumption Upgrades
Since 2014, consumption upgrades have become the hottest topic in the FMCG industry. This article discusses the manifestations of consumption upgrades and suggests that companies should strengthen their products and weaken their brands to adapt to the new consumer landscape.
胡伟（净泊子）Uni-President's 'Zero Inventory' Strategy: What Should Distributors Do?
In 2016, the FMCG industry faced a cold winter, prompting companies to innovate and adjust. Uni-President, the second-largest instant noodle maker, made bold moves by selling assets, changing leadership, and proposing a zero-inventory strategy to prioritize profits over shipment volume, raising questions about its feasibility and impact on distributors.
弓东力Dealing with Second-Tier Distributors: The Hard-to-Please Attitude? What Should Distributors Do...
Many FMCG distributors feel that the cost of maintaining business relationships with second-tier distributors has been rising. However, some distributors manage these relationships effortlessly, keeping second-tier distributors well in hand. The key lies in targeting the right partners, offering quality products, ensuring they make money, understanding their true needs, and paying attention to details.
王献平Controlling Inventory: The Top Priority for Sales Work in 2017
Controlling inventory, or managing shipments to align with actual market consumption, is the top priority for sales work in 2017. It is a method to increase distributor profits without reducing sales, which is essential for other marketing activities to succeed.
刘春雄Is Credit Sales Really Useless? The Real Reason Behind the Fear of Credit Sales!
This article explores the pros and cons of credit sales for both buyers and sellers, arguing that credit sales are not inherently bad but are hindered by a lack of trust in the market. It suggests that the establishment of a credit system in China could unlock significant economic potential.
李青林Distributors, Delete the Idea of Selling on Credit from Your Mind!
As 2016 drew to a close, many were troubled by unpaid debts, with some still chasing payments into the new year. Selling on credit is easy, but collecting is hard. In 2017, let's resolve not to sell on credit, as it often reduces cash customers and brings more risk than profit.
李青林A Fresh Start for the New Year: How to Do Better Business This Year? Master These Six Points and Distributors Will Win Favor with Companies!
In today's fiercely competitive market, 'channel is king, winning the terminal is decisive' has become a mantra for many companies. Choosing the right distributor is crucial for new brands, as a poor choice can stifle growth. This article outlines six key qualities that companies look for in high-quality distributors: credibility, stability, commitment, strength, experience, and a desire for long-term cooperation.
New Distribution2017: The Perils and Opportunities for Distributors
In 2017, distributors face both dangers and opportunities. The dangers include business decline, blind expansion, management chaos, and financial disorder, leading to cash flow breaks and even 'running away'. However, the rise of FMCG B2B platforms presents a chance for transformation, and distributors who adapt can thrive.
赵波How Are Distributors Being Killed by B2B?
Recent media reports have highlighted B2B platforms engaging in cross-regional selling, disrupting local distributors' sales. This article argues that such practices will become the norm, and distributors must understand the underlying trend: B2B platforms will eventually replace traditional distribution channels by leveraging technology and data, making distributors obsolete.
赵波Distributor Bosses: Are You Ready to Let Your Children Take Over?
For a trading company, long-term, stable, and sustainable development is every boss's dream. As the older generation of distributors ages, the issue of succession by the younger generation becomes inevitable. This article discusses how to smoothly transition the business to the next generation and ensure its continued growth, focusing on the topic 'From Second-Generation Business People to Second-Generation Entrepreneurs: How to Build a Modern Trading Enterprise.'
New DistributionA Complete 2017 Annual Business Plan for Distributors! Many Have Already Bookmarked It!
This article provides a comprehensive annual plan for distributors in 2017, highlighting key sales periods, product selection strategies, and management tips to ensure a successful year. It emphasizes the importance of choosing the right products and continuous learning.
New DistributionDistributors Often Win in Marketing, Lose in Management!
A distributor who once performed well in sales is now struggling due to poor management, despite strong marketing capabilities. The article identifies common management pitfalls such as excessive brand portfolios, lack of competitive brands, poor inventory control, inaccurate records, and loose business tracking, offering practical advice for improvement.
梁胜威Starting Next Year, Distributors Will Accelerate Their Exodus from Supermarkets and Hypermarkets!
In recent years, distributors have struggled due to the difficulties faced by offline supermarkets. The industry has seen severe polarization, with good stores like Pangdonglai forming monopolies and bad ones going bankrupt. However, the core problem lies with the supermarkets themselves: if they don't court disaster, they won't die. The overly saturated FMCG market is undergoing natural selection, and polarization is a normal economic evolution.
New DistributionWuliangye Suddenly Halts Shipments During Spring Festival Peak Season—How Much More Will Prices Rise?
Despite the Spring Festival being the peak sales season for baijiu, Wuliangye, a leading high-end baijiu brand, has suddenly stopped shipments. This was confirmed by Wuliangye to Hushuo Youli. Distributors also revealed that after the price of its core product, 52-degree Pu Wu (crystal bottle), was raised by 60 yuan to 739 yuan per bottle during the 2016 Mid-Autumn Festival, some distributors' wholesale prices are now approaching 800 yuan in regions with strong market performance.
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