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 114 of 193
Six Insights from a Veteran Salesperson on Developing New Outlets
First, be firm in your purpose for entering the store. If you leave just because the owner says 'it doesn't sell' or 'it's hard to sell,' you won't cover many stores in a day. You should understand that as long as the owner doesn't kick you out, keep pushing until he places an order: if a full set doesn't work, try half a set; if half a set doesn't work, try one piece; if one piece doesn't work, try half a piece for the freezer; if that doesn't work, consider a moderate credit sale based on the customer's creditworthiness, and agree on payment terms and timing. Second, pay attention to your appearance before entering the store: your image gives character to the product; your clean and tidy clothing gives a capable impression, and a steady image suggests the product is not bad either.
阿U哥Distributors, Are You Still Desperately Waiting for Next January's Shipments? Don't Be Foolish, My Friend
With the 2017 Spring Festival approaching, distributors are busy with channel stocking, but many are insisting on receiving January-dated products. This article argues that waiting for January shipments is unwise due to production capacity constraints, rising raw material costs, and the importance of timing in the competitive FMCG market.
快消君The Key to Solving Wahaha's 10 Major Drags
Wahaha's sales growth slowed significantly in 2016, but the company's assets remain in good condition. Zong Qinghou stated, "I believe that as long as we face the problems squarely and strive to improve, we will be able to reverse the decline." He attributed the sales decline to 10 major reasons, including the negative impact of online rumors, declining sales force, and changing consumer preferences.
伯乐斋Should You Offer Discounts During Sales? You Decide!
When you frequently offer discounts, your customer base subtly shifts: some loyal customers who appreciate your product or brand may leave, while more price-sensitive customers will frequent your store. Discounting can create a vicious cycle and damage your brand, so it's crucial to focus on service and value instead.
联商网Undercurrents in FMCG Distribution Channels: Where Is the Wave of Change?
FMCG products are used frequently and consumed quickly in daily life, making smooth distribution channels crucial. After nearly four decades of development, the drawbacks of traditional distribution channels have become apparent, and reform is urgently needed. This article provides a detailed introduction and analysis of FMCG distribution channels: channel classification, current status, trends, and how distributors can strengthen channel management.
New DistributionChannel Operations in Three-Character Verses
To help channel supervisors quickly get into work mode and facilitate memorization, Shengchu Consulting has compiled the following key points and methods for various channel operations based on years of experience: County-level supervisors should understand their region, total market capacity, and product volume; gather competitor and industry information; know customer and consumer needs; be familiar with channel structure and core stores; strengthen professionalism and assist in sales; plan comprehensively and control key points; guide and develop market plans; be familiar with all channels and have clear targets.
盛初团队2016 Survey Report on Distributor Labor Costs
Last week, we published a survey on distributor labor costs for 2016 and received enthusiastic feedback from distributors. Due to economic downturn, declining product profits, and the impact of the internet, distributors are facing tough times, with most reporting high personnel cost-effectiveness ratios and high turnover rates. They want to hire new staff and raise wages but are constrained by shrinking profits. In light of this, we are releasing the results of over 1,000 surveys to provide analysis for distributors and manufacturers, hoping to offer some reference for 2017 recruitment and personnel management.
澄韵Understanding the Essence of 'New Retail': A Terminal Classification Most People Don't Know
Kotler says the form of the terminal is irrelevant, so what matters most? Understanding the essence of the terminal means understanding the essence of 'New Retail'. Continuing from the previous issue, let's first use Kotler's concept as a banner: the form of the terminal is irrelevant! The original text says: 'It is irrelevant how these goods or services are sold (in person, by mail, by phone, or by vending machine), or where they are sold (in a store, on the street, or in the consumer's home).' So what matters most? The function of the terminal! The terminal has logistics (including transactions), product display, information transmission, and consumer education.
苗庆显Ten Major Challenges for Distributors Developing Their Own B2B Platforms
Having been deeply involved in the FMCG wholesale industry for years, I have witnessed many companies seeking transformation and upgrading to build B2B platforms. In interacting with these transforming entrepreneurs, I found a common confusion: how should the information system platform be established? Should we buy off-the-shelf products or build our own team for in-house development? Below, I will briefly elaborate on the ten challenges faced in the process of building an information platform. 1. How much does it cost to develop a system? A few thousand? Tens of thousands? Hundreds of thousands? Millions? Tens of millions? There are various answers, and the gap is huge...
胡小印Why Is Your Store's Beverage Sales Lagging? Learn to Master the 'Cold' Business in Winter
Ready-to-drink beverages are hot sellers in summer, but what about winter? Most go quiet, except for those with warming properties, like coffee. Imagine holding a warm coffee while walking in the cold wind, taking a sip now and then—it feels more comforting and empowering than an iced drink in summer. However, finding ready-to-drink coffee in terminal warmers is rare; most beverages are still displayed at room temperature, as seen at a Haohaolin convenience store on Jinbao Street.
小镇青年朱迪In-depth | How Will Wine Distributors Develop in 2017?
On December 1, 2016, Tian Zhuopeng, chairman of Zhuopeng Strategic Consulting and a practical marketing expert, delivered a practical training session on the overall trend of the wine industry at the New Food Lecture Hall. This will basically provide you with comprehensive and systematic thinking guidance and specific practical guidance in the fierce market competition.
酒文化守望者The Four Years Since Zong Qinghou Was No Longer the Richest Man in China
Zong Qinghou became the richest man on both the Hurun and Forbes lists in 2010 and again in 2012. However, starting in 2013, younger entrepreneurs Wang Jianlin and Jack Ma took turns at the top. This article explores what happened during the four years Zong was not the richest man, including the 2016 lists that put Wahaha in the spotlight, and how Zong and his company have adapted to new market realities while maintaining their core principles.
New DistributionJD.com Opens Its Logistics Network: A Decade of Sharpening the Sword, First to Eliminate Distributors!
On November 23, JD.com announced that its logistics arm would fully open its small, large, and fresh cold-chain networks to merchants. From a B2B perspective, this move is set to reshape the FMCG industry by enabling a highly flattened supply chain, potentially bypassing traditional distributors.
赵波2016 Distributor Labor Cost Survey
The era of explosive low-end consumption and endless sales growth ended in 2013. Since then, sales have declined, and distributors face rising labor costs and operational pressure. This survey aims to understand the current labor cost situation and provide a reference for distributors nationwide.
赵波Countdown to Spring Festival: How Much Stock Should You Prepare to Get Through the Year-End?
For holiday stocking, many distributors have had frustrating experiences: due to poor planning and insufficient stock, they run out of products at the peak of sales, missing out on potential profits. Conversely, some overestimate market conditions and overstock, leading to excess inventory that must be cleared after the holiday at a loss. Thus, holiday stocking requires a balanced approach, and this article explores factors influencing stock levels and methods like the 1.5x safety stock rule to find the right balance.
New DistributionHow Will FMCG Distribution Channels Transform in 2017?
After nearly four decades of evolution, China's FMCG distribution has formed a pattern with offline channels as the mainstay and online channels developing rapidly. The current system shows serious incompatibility with the scale development of manufacturers, the transformation of retailers, and the upgrading of consumer demand, necessitating urgent reform.
鲍跃忠Distributors: Why Are Your Products Increasing but Profits Decreasing?
Lao Chen, a distributor, is increasingly frustrated with manufacturers' salespeople as he takes on more new products but sees no profit growth. He suspects the issue lies with the products themselves, which may be in decline or not yet profitable, and he seeks solutions to improve his product portfolio.
谭长春This 3.7 Billion Distributor Transforms into a Supply Chain Platform: Can It Overtake on a New Track?
In 2016, China's liquor distribution industry was undergoing intense consolidation, with companies like Jiuxian.com, 1919, and E.A. using internet, chain operations, and capital to lead the race. Baichuan Commercial, a traditional brand operator with 3.7 billion yuan in revenue in 2015, quietly accelerated its transformation into a supply chain platform. This article analyzes Baichuan's '1234' strategy, its focus on deep regional supply chain, and whether its transformation can succeed.
New DistributionNine Steps for a Distributor Morning Meeting: Every Step is Gold!
The morning meeting is highly significant; as the saying goes, a year's plan starts with spring, and a day's plan starts with the morning. The morning meeting is for reviewing yesterday, planning today, and looking forward to tomorrow. It helps unify employees' thoughts and actions, serving as a mirror for the company to reflect problems in a timely manner, enabling both the company and employees to understand themselves fully. But after years of holding morning meetings, do you really know how to conduct them properly?
师顺宽“Waiting to Die” or “Courting Death”: Do Manufacturers Have Other Options?
The article discusses the common dilemma in marketing where companies feel they face a choice between "courting death" (taking risks) and "waiting to die" (doing nothing), often due to late adoption of innovations. It argues that this dilemma arises from linear thinking and late participation, and offers solutions such as judging the impact of innovation, using a dual-track system, and building new teams.
刘春雄FMCG Distributors' Shift from Mobile Sales to Order Taking: Right on Time!
Thirty years ago, the distribution model gave rise to the FMCG distribution industry; fifteen years ago, the transition from store-based to mobile sales brought prosperity to the industry. Now, what transformation can help distributors break through bottlenecks and regain momentum? After over 20 years of rapid development, the FMCG industry has become highly competitive, and high warehousing and distribution costs, along with internal management loopholes, often exhaust distributors. With the advent of the data era, resource sharing and refined division of labor have become inevitable trends. If distributors can seize the opportunity to outsource standardized services like warehousing and distribution to reliable third parties, they can significantly reduce operating expenses and time investment, focusing instead on marketing and terminal maintenance. To achieve unified warehousing and distribution, distributors must first complete the transition from mobile sales to order taking.
New DistributionHow to Determine Maximum and Minimum Inventory Levels in a Warehouse?
Both insufficient and excess inventory are caused by negligence in ordering, operations, and storage, so they should be avoided in inventory management. To prevent this, it is generally necessary to set standard inventory levels and maintain them. These standards are the "minimum inventory level" and "maximum inventory level." To prevent stockouts, the minimum standard is the "minimum inventory level (safety stock)." Conversely, to avoid excess inventory, the necessary standard is the "maximum inventory..."
New DistributionDeep Dive | The Great Test of the Times: Chinese Distributors Face Structural Elimination!
Over the past three decades, Chinese distributors have continuously progressed and evolved, facing many trials and tests. Looking back from 2016, if we view the coming five years from a five-year perspective, we will find that the entire Chinese distributor community and the channel industry are facing a 'great test of the times': change or die.
史贤龙Distributors Quit Without Notice?
Since 2016, some major brands have had to find new distributors because their original ones quit without notice, signaling a shift in power from manufacturers to distributors. This trend reflects deeper issues: declining sales, rising costs, and manufacturers' loss of leadership in marketing, leading distributors to lose faith in the future.
刘春雄