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 121 of 193
How to Become a Sales Master: The Art of Strategic Maneuvering with Key Account Buyers
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. Is there a magic rule for sales success? The answer is both yes and no, as different situations require different strategies. Sales veteran Lao Cai, from a blank slate to a regional leader, eventually became a legend, and his journey may offer insights for salespeople at different levels.
码姐Liu Bihua of Wuxi: A Woman Leader's Path to Branding
Liu Bihua, general manager of Wuxi Dadexing Trading Co., Ltd., has successfully navigated the challenging FMCG market by differentiating with imported foods and adopting a brand-oriented approach. Her targeted customer service and strategic market expansion have driven consistent sales growth despite industry downturns.
New DistributionHow Can Early-Stage FMCG Distributors Stay Steady and Successful?
This article offers practical advice for early-stage FMCG distributors, covering sources of distributors, initial operational strategies, consumer engagement, mental preparation, and family considerations, concluding with five key recommendations for entrepreneurial distributors.
New DistributionFactory Shutdowns, Covert Layoffs, and Executive Turmoil? JDB Responds: 'Pure Nonsense'
During the peak sales season for herbal tea, a report citing former employees claimed that JDB Group's factories in Fujian, Zhejiang, and Beijing had halted production, with output halved at the Fujian plant and severe inventory buildup. JDB denied all allegations, stating that no factories had stopped and that demand still outstripped supply even with full production.
New DistributionAmazing! The Production Line of Red Bull's "Little Gold Can" Is Like This!
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. What was the best-selling beverage product in China in 2015? Not Coca-Cola or JDB, but Red Bull, with annual sales exceeding 23 billion yuan, surpassing Coca-Cola's 21.1 billion yuan. Data shows that Red Bull's sales in China grew about 15-fold from 2006 to 2015, and the demand for cans increased accordingly, with procurement spending rising from 830 million yuan in 2009 to 4.72 billion yuan in 2015, a 5.6-fold increase with a compound annual growth rate of 33%.
New DistributionDistributors, You're Being Eliminated, But It Has Nothing to Do with You
At recent private board meetings, several distribution and retail companies expressed deep pessimism about the current investment environment and economic situation. A large distributor with annual sales exceeding 1 billion yuan admitted feeling that everyone seems to have stopped playing with him, reflecting a broader shift in the business ecosystem and rules of the game.
孙松廷Six Things You Should Never Believe a Distributor Says
At a summit on FMCG internet transformation, experts warn manufacturers against blindly trusting distributors' claims. The article lists six common statements distributors make, such as 'we're not making money on your products' or 'we'll take exclusive rights and meet any sales target,' and explains the real motives behind them, urging sales reps to see through the rhetoric.
陆和平Collection Techniques: A Salesperson Must Know How to Sell and Collect Payments!
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 article emphasizes the importance of payment collection, correct mindsets, and six key principles for effective debt collection.
New DistributionThis Is the Worst of Times for Distributors, and Also the Best of Times!
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 the worst economic times are actually the best opportunities for those willing to adapt and invest, urging distributors to make strategic changes, improve internal management, use internet tools wisely, and invest long-term.
黄润霖Distributors Want to Do B2B? Don't Joke—First Pass These 6 Tests!
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. While the consensus is that FMCG is moving online and channels are shifting to B2B, many distributors have observed but few have taken action.
赵波You Say Mid-Autumn Festival Is a Bust? This County-Level Distributor Fired Up His Terminal Promotions
With the Mid-Autumn Festival approaching, a county-level liquor distributor in Hebei shares his strategies for boosting terminal sales, including focusing on core stores, using an inverted trapezoid probability promotion to protect dealer profits, and employing creative rewards like trips to motivate store owners.
酒说Common Tricks Salespeople Use to Hit Monthly Targets
This article examines the common tactics used by field salespeople to meet monthly targets, highlighting issues such as channel stuffing, cross-region selling, and misuse of promotional funds. It concludes with recommendations for companies to improve compensation design, market monitoring, and personnel competition to foster healthy market development.
冯启Mining B2B | Alibaba Won't Kill Distributors, RT-Mart Will! And It's Already Sharpening Its Knives...
In the trillion-yuan domestic B2B market, especially in FMCG B2B, competitors include internet giants like Alibaba and JD.com, vertical B2B e-commerce companies like Zhanghe Tianxia and Zhongshang Huimin, and a third force: physical retailers with offline store and supply chain advantages. RT-Mart, the leading hypermarket chain, is leveraging its offline stores and supply chain to expand into B2B, aiming to create profit increments, integrate upstream supply chains, and enhance efficiency.
商业观察家The Three Chariots of Peak Season Promotions and Marketing Strategies, and Practical Rules for Salespeople
This article outlines three key strategies for peak season sales: maximizing channel distribution, refining terminal details, and systematizing promotions. It provides practical guidelines for salespeople to manage channels, optimize product displays, and execute effective promotional activities.
本创智业The Market Has Truly Changed: How Do FMCG Executives View Channels and Products?
In recent years, due to macroeconomic conditions, changes in the consumer market, and the impact of e-commerce channels, some categories have seen significant changes in terminal market performance, with some growing and others declining sharply. In response, some brand manufacturers have begun adjusting their channel strategies, choosing between expanding direct supply, developing distributors, or selecting new e-commerce wholesale channels.
联商君New Product Distribution: Memorize These Scripts Before You Head Out!
The key to successfully launching a new product is getting it onto store shelves and in front of consumers. This article summarizes common communication techniques and methods used during new product distribution, providing practical scripts for salespeople to address retailer objections and secure orders.
蒋军Under Channel Flattening, Where Is the Way Out for Wholesalers?
Old Qin, a building materials wholesaler in Shandong, has never seen the internet as a competitor. Through shrewd tactics like strict inventory control and exploiting market loopholes, he maintains a profitable business with over 30 million yuan in annual sales. He believes that as long as the domestic market remains imperfect, there will always be room for middlemen like him.
黄润霖Heavyweight | Cut Non-Value-Adding Distributors, Rectify Substandard Markets, Jing Brand's 18th Distributor Conference Issues Tough Measures
On September 6, Jing Brand Co., Ltd. held its 18th distributor symposium with the theme "Stick to, Transform, Breakthrough," attended by 714 liquor merchants from home and abroad. Chairman Wu Shaoxun spoke at the meeting. Notably, the company's operating revenue for 2015-2016 was 8.722 billion yuan, a 2.6% increase from the previous year, marking the first single-digit growth after a decade of double-digit growth.
New DistributionDistributing Like This Will Surely Lead to Failure!
The effectiveness of the initial distribution when introducing a product to a regional market is often one of the most critical factors determining its success or failure. Therefore, it is essential to study how to execute distribution most efficiently, including the techniques and key points, and to educate both planners and execution teams to achieve effective and beneficial results. This article first shares the criteria for evaluating successful or failed distribution, outlining eight common manifestations of failure and six ideal outcomes.
New DistributionWhat General Managers and Department Managers Should Do Daily, Weekly, and Monthly: Super Practical!
Being skilled in both interpersonal relations and work performance can advance your career. As a business manager, how do you excel in both? This article reveals the essential tasks and qualities for successful managers, helping you go further.
我说吧Why Is Your Market Being Transhipped? How to Break It?
This article explains the reasons why distributors face transhipping (cross-regional selling) and provides strategies to deal with it. It covers causes such as unreasonable sales targets, pricing policies that encourage transhipping, and lack of enforcement, and offers solutions like contractual protections, evidence collection, negotiation, and building alliances.
佚名How to Drive Away Competitors at the Point of Sale in FMCG
Supermarkets are the battleground for FMCG products. If your in-store display is poor, distributors not only fail to sell and make money, but also risk being squeezed off the shelves and locked out by the supermarket. Effective merchandising attracts consumer attention, stimulates purchases, and boosts sales.
刘大贺Counting the Three Layers of Inventory Losses
Inventory is a form of corporate assets, and owning inventory shows no loss on the balance sheet. However, from a supply chain management perspective, inventory brings significant losses to the enterprise and the supply chain, manifested in three layers: the first layer is the occupation of working capital, increasing capital costs and operational risks; the second layer is the waste caused by excess inventory from a lean operations perspective; the third layer is the hidden losses from a supply chain perspective, which are larger and more difficult to detect, harming competitiveness.
New DistributionDealer Development in the New Era: Node Marketing and Creating Peak Season
This article discusses the importance of node marketing for distributors, using the analogy of boiling water to emphasize that all preparations are useless without the final push. It provides examples and practical advice on how distributors can ignite their market with a modest investment at key moments.
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