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 117 of 193
Moutai Warns E-commerce Platforms Against Low-Price Sales, Urges Distributors to Follow Suit – No More Cheap Moutai!
Ahead of Singles' Day, Moutai issued an official notice to its distributors, warning them not to supply low-priced Moutai to e-commerce platforms. The notice states that Moutai has no business cooperation with platforms like Jiuxian.com, Zhongjiu.com, Goujiu.com, Womai.com, and 1919.cn in 2016, and reserves the right to pursue breach of contract.
消费日曝Talking Money Hurts Feelings, Talking Feelings Hurts Money—Smart Distributors Know How to Ask Manufacturers for Expenses!
Distributors care most about profits, but before profits come market expenses like entry fees and barcode fees. Manufacturers often delay reimbursements, squeezing distributor cash flow, or excessive and mismanaged market expenses can kill distributors. Manufacturer support is essential, but getting it is not simple—even reasonable expenses may be denied. This article offers strategies from experienced distributors on how to secure manufacturer expense support.
New DistributionThe 62-Character Principle for Rapid Distribution Success!
During the distribution process, dealers who follow the principle of speed-to-win can quickly and effectively get products to the point of sale, meeting consumer demand promptly and achieving zero inventory. This principle is reflected in several aspects, including prioritizing key areas, broad seeding with focused cultivation, using small wins to attract larger deals, and persistent follow-up.
牛恩坤Food Lecture Hall | Distributors Operating Private Brands: Quick Money, Hard Brand Building
Distributors, as key links between manufacturers and consumers, are increasingly establishing their own brands to diversify profits and gain more control. However, experts debate whether this shift is sustainable, as it requires significant brand-building efforts and may face challenges in competing with established manufacturers.
李娅How Should Distributors Choose the Right Products?
Since 2013, the baijiu industry has undergone adjustment and transformation. As the industry shows signs of recovery, new changes have emerged in baijiu sales. To achieve rapid development, distributors must select good products, considering factors such as product positioning, brand strength, product line planning, market operations, and personnel quality.
孙茂彬How to Achieve Beautiful Displays Like Others? Mastering Replenishment and Tidying is the Foundation
This article outlines the basic principles of replenishment and tidying in retail stores, emphasizing the importance of maintaining well-stocked shelves and organized displays to enhance the shopping experience and sales.
胤沣With One Simple, Unfashionable Method, He Went from Rookie to Monthly Champion in 7 Months!
A former self-employed dealer, who had never worked in a big company and didn't even know how to make a PPT, managed to outperform core regions and become the monthly sales champion in just seven months. How did this former individual business owner achieve it?
沈理Before Distributors Dive into B2B, You Need to Understand...
In 2016, B2B models disrupting the FMCG industry became a hot topic, with nearly a hundred platforms entering the supply and distribution sector, leaving distributors anxious about how to respond to internet-driven channel changes. While some distributors are attempting to transform by embracing the internet, joining platforms, or starting their own B2B companies, most lack understanding of these new concepts and terms, and have no good way to learn.
赵波Channel Innovation! Want Want Launches 8 New Products, Aiming to Develop 'Universal Distributors'!
In recent years, channel hot topics have been frequent: last year Uni-President laid out a 'second network', and this year Nongfu implemented a key account system. Recently, Food Business learned that Want Want is vigorously promoting an 'individual distribution' business model to explore new markets. What exactly is this about?
食品商Self-Operation Down, Matching Up
Self-operated FMCG platforms face high fulfillment costs that erode profits, making it difficult to achieve operational efficiency. Matching platforms, on the other hand, struggle to move existing transactions online but can drive industry restructuring through technology and efficiency gains.
赵波The Era of the 'Sitting Merchant' Is Over! Before Adjusting Product Structure, Distributors Must Do This...
As market competition intensifies, the era of the 'sitting merchant' is gone forever. Distributors need to adapt to the trend of consumption upgrading and reasonably adjust their product structure, with the first priority being thorough market research to fully understand the regional liquor market. The following are the key aspects of regional market conditions that need to be clarified.
New DistributionVehicle Sales vs. Route Sales: Which Is Better? Hear What the Experts Say...
A recent WeChat group discussion among industry insiders debated the merits of route sales versus vehicle sales, sparked by a leaked Shuanghui document. The article compiles the lively exchange, covering factors like SKU count, product shelf life, market density, and management efficiency, concluding that the best model depends on context and that future trends may favor e-commerce platforms with centralized delivery.
刘金•营销群In Market Development, Should You 'Catch Fish' or 'Raise Fish'?
This article analyzes the market challenges faced by liquor companies in W market, G province, where a large circulation distribution model has led to thin margins, regional cross-selling, and low-price sales. It proposes a strategic shift from 'catching fish' (pursuing short-term sales) to 'raising fish' (building market foundations) through channel restructuring, enterprise-led investment, and team transformation.
任圆The Transformation Direction of Deep Distribution in the Internet Era
Deep distribution is a tactical system, not a strategic one. It is a sales accelerator and a powerful offensive tool for both traditional FMCG companies and internet companies (ground promotion). However, once it falls into a prolonged war or is used for defense, with excessive coverage and long battle lines, management difficulty increases and it will inevitably decline. The controversy over deep distribution has never ceased since its inception, and with the advent of the internet era, voices predicting its decline have grown, especially as many traditional companies skilled in deep distribution have seen performance decline.
方刚Terminal Development Is a Positional Warfare: Have You Fallen into These Four Pitfalls?
In the current FMCG market, where competition is increasingly fierce and brand homogenization is severe, terminal development is like positional warfare: 'When blades are short, the brave win.' To win, companies must formulate a strong terminal strategy based on their overall strength, specific products, and actual market conditions, and build a strong terminal service team for planned, step-by-step terminal development. The most common mistakes in terminal development include setting unrealistic goals, unclear objectives, lack of a concrete distribution plan, and inadequate after-sales service.
师顺宽Dealers Outsmart Cross-Region Sellers: When Manufacturers Won't Act, We Have Our Own Ways!
Small and weak dealers often feel helpless when facing cross-region selling (channel diversion). Asking the manufacturer for help often results in shelved feedback or empty promises, while retaliating against the instigator can lead to mutual destruction and a downward price spiral. So what should small dealers do? The following cases may offer some inspiration.
New DistributionGifts, Box Returns... 21 Channel Promotion Tactics You Need to Know—Use Them Wrong and You're in Trouble
In baijiu marketing, products seem unsellable without promotion. Without promotion, channels or terminals won't stock up, won't push your products, loyalty drops, and market share is quickly lost to competitors. This forces companies to invest heavily in sales promotions to expand market share and grow sales. Below are 21 channel promotion tactics seen in the market.
朱志明Industry Observation | How Sales Staff Should Handle Terminals in the Off-Season
The article discusses how sales personnel should work on the market and terminals during the off-season to ensure sales in the peak season. It emphasizes moving beyond passive waiting and instead focusing on market structure analysis, terminal network mapping, information databases, sales direction analysis, expanding banquet networks, and enhancing personal value.
杨金友From the Distributor's Perspective: Can B2B Platforms Replace the Existing Channel Supply and Marketing Model?
In 2016, B2B models disrupting the FMCG industry became a hot topic, with nearly a hundred platforms entering the field, leaving distributors anxious about the changes brought by the internet. This article explores from the distributor's perspective whether B2B platforms can truly disrupt distributors and alter the existing supply and marketing model, considering the context of consumption upgrades and rising operational costs.
赵波Industry Observation | The Era of "Terminal Dominance" in China's Alcoholic Beverage Marketing
China's alcoholic beverage marketing has been continuously evolving with changes in the market environment, and companies that stick to old ways risk being eliminated. The author summarizes three past marketing eras—the idea marketing era, the hotel channel marketing era, and the consumer channel marketing era—and notes that a fourth era, the "terminal dominance" era, has quietly arrived, where success depends on strong performance at the point of sale.
杨夫见How to Completely Eradicate the Chronic Problem of Channel Diversion?
Channel diversion is often described as a cancer or chronic disease affecting product sales and survival, with companies imposing heavy fines for violations. However, despite strict measures, diversion persists. This article categorizes diversion into three types and ten situations, and proposes principles and measures for distributors to control it, emphasizing understanding causes, turning blockage into guidance, and building strong market control.
李红权In the Era of Mobile Internet, Should FMCG Companies Still Implement Deep Distribution?
This article discusses whether deep distribution is still relevant in the mobile internet era. It argues that despite the rise of e-commerce and claims of disintermediation, the core principles of deep distribution—organized effort, benchmarking against leaders, and standardized processes—remain valid. By integrating mobile internet tools and systems, companies can upgrade their deep distribution strategies to achieve even greater effectiveness.
谭长春12 Key Points for Distributor Warehouse Management
Fierce competition requires customers to respond professionally on all fronts, and both the front line and the rear must be well organized. This article provides a brief analysis of distributor warehouse management to ensure good service and support market sales competition. Key points include scientific layout, safe stacking, FIFO, clear accounts, return handling, infrastructure, virtual inventory, emergency preparedness, safety stock, extended management, regular reporting, and rules and regulations.
宋锴Marketing Manager on the Eleventh: How Should Business Managers Manage Salespeople?
There is no fixed rule for business managers to manage salespeople well, and no book can claim a complete set of methods that can be followed blindly. Managing salespeople is not a static proposition but requires targeted and adaptive management that changes with the environment, circumstances, and the individuals involved. Therefore, fundamentally, business managers must rely on real-world experience to find targeted methods. Fortunately, everything has its patterns...
谭长春