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 120 of 193
Marketing Executives Talk (Part 5) – New Product Launch: What to Do When Employees Say the Price Is Too High?
The article discusses why salespeople fear new product launches, especially when prices are high, and provides five strategies for salespeople to successfully promote high-priced new products, including broad distribution, developing visit guides, finding selling points, securing distribution policies, and adding value through services.
New DistributionBosses Are Forged Through Hardship: Building a Business Is Trading Life for Success! Countless Distributors Are Moved to Tears
The original 'FMCG Distributor Professional Management Consulting' has been renamed to New Distribution. Scan the QR code or click 'Read Original' to register. Over 30 industry experts, 100+ B2B platform founders, and 800+ manufacturer and distributor friends will gather in Fuzhou to discuss the internet transformation of the FMCG industry. Many people dream of becoming bosses, but most bosses are forged through hardship, each with their own tale of tears and sacrifice.
New DistributionDistributors Must Beware of Contract Traps: Beware of Completing Tasks but Not Receiving Rebates!
Long press the QR code or click "Read Original" to register. 30+ industry experts, 100+ B2B platform founders, and 800+ manufacturer and distributor friends will gather in Fuzhou to discuss the internet transformation of the FMCG industry. Understanding potential contract traps can help you see through them and protect your interests.
New DistributionSmall Distributors Can Grow Big, Big Distributors Must Become Strong, Strong Distributors Must Go Beyond! Here's How...
This article discusses strategies for FMCG distributors at different stages: small distributors can grow by choosing suitable products, expanding networks, and investing in delivery and sales; big distributors can become strong by optimizing product mix, improving channel and inventory management, and training staff; strong distributors can go beyond by moving into manufacturing, private labeling, or retail. It also promotes an upcoming industry summit on FMCG and internet transformation.
陈彦华Regional Market Operations Manual! A Must-Read for Regional Heads
This article provides a practical guide for regional market operations, covering four core strategies for regional layout, key points for channel management, and consumer promotion tactics, with a focus on the principle that 'strategy + execution = market effectiveness.' It also promotes an upcoming summit on FMCG internet transformation.
徐涛Wahaha and JDB: Are These Billion-Yuan Companies 'Stupid'?
Some companies achieve annual revenues of over ten billion yuan by doing the hard, unglamorous work of channel and terminal management. This article examines how JDB and Wahaha built their success through meticulous distribution networks and deep market penetration.
New DistributionIt's Not That Distributors Won't Cooperate—Here's the Real Truth!
Manufacturer sales staff often complain that distributors won't cooperate, but they should first analyze why. The key is to help distributors make money—this resolves most management issues and fosters cooperation.
New DistributionOne Brand Dead Per Year: What Should Distributors Do?
Since 2013, the economic downturn has crushed traditional FMCG companies, with new products dying quickly and distributors struggling. This article offers three key suggestions for distributors when selecting new brands: assess product lifecycle, profit margins, and strategic logic.
邹文武Marketing Executives Talk (Part 3) - What to Do When Distributors Refuse to Deliver Orders Obtained by Salesmen After Deep Distribution?
This article discusses the common problem in deep distribution where distributors refuse to deliver orders obtained by company salesmen, causing terminal dissatisfaction. It analyzes possible causes from the perspectives of the company, the distributor, and the terminal, and proposes solutions such as adjusting the distribution model, improving communication, and providing support.
谭长春Sales Director: Want to "Cut" a Major Distributor but Fear Market Impact? Here's What to Do
This article discusses how to handle the delicate process of terminating a major distributor's rights without damaging the market. It provides a case study and five key steps, including sales forecasting, terminal market penetration, selecting new distributors, promotional support, and consumer promotions, plus additional strategies like temporary company offices and distributor transformation.
谭长春8 Lessons Learned After 8 Years as a Distributor
After eight years as a distributor, a boss shares eight valuable lessons, including hiring proactive employees, valuing good staff, firing unsuitable ones, listening to others, prioritizing payments to suppliers, innovating during off-seasons, avoiding trivialities, and persevering for eventual rewards.
New DistributionCountdown to Autumn Sugar Fair: What Wealth Opportunities Remain for Distributors? These Categories May Catch Fire—Take Them, No Thanks Needed!
With less than a month to go, the 2016 Autumn Sugar and Wine Fair is set to open in Fuzhou, where grasping future trends and selecting good products has become the focus for many distributors. Especially during the third adjustment period of baijiu, original perceptions of products have been completely disrupted by the internet and the new generation. Distributors face the choice of continuing to focus on high-end liquor or opting for mid-to-low-end, specialty, or customized products. This article summarizes several product categories that may present new wealth opportunities.
杨芊芊Channels Are Not Dead, Terminals Reign Supreme, but Route Marketing Needs to Be Disrupted!
Over 30 industry experts, 100 B2B platform founders, and 800 manufacturer and distributor friends gathered in Fuzhou to discuss the internet transformation of the FMCG industry. The article argues that while terminal (retail outlet) control remains crucial, traditional methods of terminal management are outdated and need to be revolutionized with a combination of systems and frontline employee execution.
谭长春How Distributors Can Avoid Being Forced to Stock Up by Manufacturers
Distributors face increasing pressure from powerful manufacturers to stock up, especially during peak seasons. This article analyzes common excuses used by manufacturers to force inventory on distributors and provides practical strategies for distributors to avoid excessive stock while maintaining good relationships and controlling their terminal channels.
牛奔2016 Fuzhou Autumn Sugar & Wine Fair Participation Guide
Over 30 industry experts, 100+ B2B platform founders, and 800+ manufacturer and distributor friends will gather in Fuzhou to discuss the internet transformation of the FMCG industry. The 95th National Sugar and Wine Commodity Fair, a large-scale professional exhibition for the food and alcohol industry, will be held in Fuzhou in mid-October, attracting hundreds of thousands of visitors. This guide provides detailed exhibition information and activity arrangements to help distributors navigate the event efficiently.
New DistributionDong Mingzhu: There Are No Secrets to Sales, Only These Two Words!
At a summit on FMCG internet transformation, Dong Mingzhu, chairwoman of Gree Electric, shared her philosophy that integrity and win-win cooperation are the keys to success. She recounted how Gree narrowly avoided being sold to a foreign company in 2004, and how she transformed the company through strict management and institutional reforms.
New DistributionMarketing Executives Talk (Part 1) - What to Do When Distributors Bypass You and Report Directly to Your Boss?
This article discusses how sales representatives can handle distributors who bypass them and report directly to their supervisors or bosses to gain more favorable terms. It provides two sample dialogues and five basic principles for dealing with such situations, emphasizing understanding the reasons, standing firm, communicating with superiors, proving oneself through market results, and being a valuable member of both teams.
谭长春Beware of Fake Brands! Distributors Should Choose Brands with Caution
Long press the QR code or click "Read Original" to register. 30+ industry experts, 100+ B2B platform founders, and 800+ manufacturer friends will gather in Fuzhou to discuss the internet transformation of the FMCG industry. As a channel or distributor, you may have large sales on JD.com or rank top on Tmall, but are the brands you operate truly reliable? Are your partner manufacturers trustworthy? Are the best-selling products you sell really problem-free?
New DistributionBloodbath: Distributors Crushed by Major Brand Product Upgrades
A distributor for a major FMCG brand, facing relentless pressure to stock up and declining profits, decides to quit after seeing a fellow distributor's partnership end. The article analyzes how forced stocking and product upgrades erode distributor margins and offers strategies for distributors to protect their profits.
New DistributionAfter 8 Years as a Distributor, These Are the 8 Lessons I've Learned—Let's Encourage Each Other...
After eight years as a distributor, a boss shares the eight most valuable lessons learned, covering employee management, decision-making, financial priorities, and innovation during off-seasons. The article also promotes the 2016 China FMCG + Internet Summit in Fuzhou, featuring industry experts and B2B platform founders.
New DistributionA Wholesaler with Only a 500-Square-Meter Warehouse Achieves 30 Million in Turnover
Lao Qin, a typical shrewd businessman, runs a wholesale business with annual sales exceeding 30 million yuan, operating from a storefront of less than 100 square meters and a warehouse of less than 500 square meters. He achieves this through strict inventory control, focusing on small and new brands, and leveraging his flexibility as a secondary distributor, arguing that such middlemen will persist due to market imperfections and human nature.
黄润霖Forget Disruption! Here Are 10 Advantages for Distributors Transitioning to Internet B2B
Long press the QR code or click "Read Original" to register. 30+ industry experts, 100+ B2B platform founders, and 800+ manufacturer friends will gather in Fuzhou to discuss the internet transformation of the FMCG industry. Traditional distributors need to recognize and leverage their advantages to transform into localized internet platform companies that can withstand the impact of internet enterprises.
中科商软Five Strategies for Distributors to Secure Resources from Manufacturers
Distributors often find themselves at a disadvantage when dealing with manufacturers, especially when requesting resources. This article outlines five progressive strategies to effectively apply for resources, from aligning with corporate plans to leveraging non-monetary resources.
New DistributionB2B E-commerce in Hebei: How JD New Channel and Uni-President Found Common Ground
In Lixin Supermarket, a typical community store in Wuqiang Town, Wuqiang County, Hengshui City, the owner, Aunt Huo, in her 50s, had little prior online shopping experience but recently became closely linked with the fast-moving consumer goods (FMCG) B2B e-commerce trend. On September 2, she installed JD's Zhangguibao app and placed an order exceeding 2,000 yuan without hesitation. What attracted her to change decades of offline purchasing habits, and what factors led her to choose this close encounter with JD Zhangguibao? Brand manufacturers are flocking to open up new channels for channel下沉.
New Distribution