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 122 of 193
The Awkward Transformation of Wholesalers
Since 2015, the traditional industry has faced a sharp downturn due to economic deterioration, e-commerce impact, and rising costs, leading to the notion that wholesalers are useless. This article discusses five transformation paths for distributors, focusing on the diagnostic B2B platform model as a practical solution, and predicts the future competitive landscape for wholesalers.
戎尘书生Dealer Development in the New Era: Game Theory and Strategic Positioning
The article discusses the game theory between dealers and manufacturers, arguing that dealers should focus on maximizing manufacturer resource investment in their local markets through market-oriented methods rather than unethical practices. It emphasizes the importance of a stable and passionate team, a strong terminal network, and a divisionalized business structure, and provides principles for deploying personnel effectively.
一叶扁舟Dealer Development in the New Era: How to Cut Off an Arm to Save Oneself?
Drawing on the story of Yang Guo's arm amputation in 'The Return of the Condor Heroes', this article argues that in today's economic downturn, dealers must be willing to 'cut off an arm' by eliminating problematic products to ensure survival. It provides a framework for categorizing products into problem, star, cash cow, and dog categories, with practical advice on how to identify and handle each type.
一叶扁舟Building Stronger Distributor Relationships Matters More Than Grabbing Terminals!
Good distributor relationships can generate greater sales! While it's important to seize sales terminals, it's even more crucial to strengthen distributor relationships. In fact, terminal relationships are more important than competing for terminals. First, without good terminal relationships, various terminal tasks are difficult to carry out smoothly. Second, without good terminal relationships, some terminal investments may not yield their full potential, whereas good relationships can maximize the benefits of such investments. Third, terminal relationships themselves have direct promotional power. Good relationships make it easier to achieve twice the results with half the effort: for example, in product recommendations, terminals are more willing to recommend your products to customers...
李成林Distributors Must Clarify the Present to Move Fast and Sell Fast
As the 2016 Mid-Autumn Festival approaches, distributor Sister Wang, a major player in a second-tier southern city, is far from joyful. Previously, she would have completed 50-60% of her annual sales target by this time, sometimes even 70-80%, but now she hasn't even reached 35%. Her team's morale is declining, and she worries about more than just falling sales and profits. Having built her capital during the high-growth years, she now faces a dispirited team and high turnover. An industry veteran with 17 years in FMCG, I advised her to focus on four key areas: product portfolio analysis, aligning with manufacturers, optimizing personnel, and strategic execution.
一叶扁舟Where Did the Distributor's Fees Go?
Distributors often ask manufacturers for support, which is normal but can become a habit. They do this to maximize profits and minimize costs, but the support is often wasted, hoarded, or misused, leading to a vicious cycle. Manufacturers should investigate and guide distributors to use knowledge and technology instead of relying on handouts.
潘文富Nine Key Operating Factors for Distributors
This article identifies nine key factors that determine the success or failure of a distributor, seven related to the company and two to the manager. It explains how their importance changes as the company grows, and offers advice on what to avoid during the takeoff phase.
肖蓉How Much Profit Margin Should You Leave for Distributors?
In consulting practice, I often encounter salespeople who claim that distributors are purely profit-driven. But the 'profit' they seek has 108 forms, including profit rate, total profit, and as a tool for developing retail outlets. This article uses case studies and a four-quadrant model to explain how to determine the appropriate profit margin for distributors, emphasizing that the right strategy depends on core capabilities and market dynamics.
曾祥文How Should Distributors Succeed in Imported Food E-commerce?
Before discussing how to operate imported food e-commerce, let's look at search data for imported food. The overall trend is growing despite fluctuations. The article outlines various online channel models—B2B, B2C, M2C, BBC bonded zones, and B2B2C—using platforms like Taobao, JD.com, Yihaodian, and Feiniu as examples. It also poses six key questions distributors must ask themselves before entering food e-commerce, emphasizing that sales equal traffic times conversion rate.
DreamingA Complete Guide to Manufacturer-Assisted Dealer Team Management
Manufacturer representatives act as a lubricant between dealers and their teams, playing a special role in team management. By using a 'red face and white face' approach—combining praise and criticism—they help dealers manage teams effectively, resolve conflicts, and drive performance.
刘雷Waterfall, Gap, Compression... Basic Product Display in Hypermarkets Should Be Done Like This!!!
How is your supermarket display? When displaying products, have you considered the customer's shopping experience? Have you prioritized a stable foundation with easy-to-browse and easy-to-reach displays? Are you continuously optimizing the overall 'appearance' of your store displays? In fact, product displays in various stores evolved from clothing displays—known in the industry as VMD (Visual Merchandising)—which includes VP, PP, and IP skills. Additionally, POP (Point of Purchase) displays are indispensable as the best supporting role in the store.
亦品商业Revisiting the Impact of FMCG B2B: Where Should Distributors Turn for Transformation?
The traditional distribution business is being reshaped by the internet, with numerous B2B platforms entering the market. Distributors must adapt by transforming into platform operators, logistics providers, brand service providers, OEM brands, or retail chains to seize the opportunity.
赵波Employees Not Diligent? Distributors, Are You Managing the Process?
This article discusses the common problem among distributors of focusing only on sales targets and neglecting process management, leading to undisciplined sales teams and poor market performance. It provides practical advice on how to improve employee diligence through process management, including breaking down goals, setting standards, tracking performance, and providing timely rewards and punishments.
赵波Understanding Alibaba Retail Link's Manufacturer and Distributor Cooperation Policies
This article summarizes the content shared during a visit to Alibaba Retail Link's headquarters, detailing its operating model, cooperation policies for distributors and manufacturers, and insights from participants. It highlights Retail Link's B2B platform for small retailers, its collaboration terms, and strategic considerations for FMCG companies.
赵波Five Looks, Eight Questions, Four Checks, and Ten Elements of Sales Points: Essential for Store Visits!
This article provides a comprehensive guide for FMCG sales representatives conducting store visits, covering five key observations (display, sales staff, promotions, products, and opportunities), eight questions to ask (sales, products, promotions, store policies, consumer feedback, barcodes, relationships, and training), four checks (sales data, inventory, promotional materials, and sales reports), and ten essential elements for effective point-of-sale execution.
New DistributionHow Do Distributors Make Profit? Let Me Calculate It for You!
A distributor's ability to make money and easily earn more profit is directly related to their product portfolio. When selecting new products, besides considering whether the product has selling points, one must also think about how it fits with existing products. Among the products distributed, which ones are "profit" and which are "weapons"? Below, the editor of Dealer's Home calculates for you which combination model is best, analyzing as follows: the different characteristics of three types of brands. Based on the level of distribution gross margin, FMCG products can be broadly divided into three categories, which we may call first-tier, second-tier, and third-tier brands respectively.
New DistributionB2B E-commerce Inspection Tour of Qianmi Concludes Successfully
On August 17, 2016, the fourth B2B e-commerce inspection tour organized by this official account visited Qianmi.com. The event aimed to analyze enterprise transformation trends in the mobile internet era for traditional companies and distributors, share industry insights, and help enterprises understand the advantages of SaaS systems, providing complete solutions for e-commerce transformation in traditional industries.
New DistributionOnce Thriving, Now Being Cut: Why Have Secondary Distributors Reached This Point?
Secondary distributors once thrived by providing distribution, capital recovery, hotel terminal control, fast delivery, and new product launch support. However, due to weakened capital functions, information transparency, intense manufacturer competition, and their own learning deficiencies, they are now being phased out.
唐江华Eight Actions for Frontline Staff Riding Along on Delivery Routes to Make Market Visits Valuable and More Efficient
Riding along on delivery routes is a fundamental task for frontline sales staff, serving as an excellent channel for customer service and relationship building. It not only helps better understand the market and find solutions, acting as a consultant and advisor to customers, but also deepens the bond between staff and customers, greatly enhancing customer enthusiasm and cooperation. This article breaks down eight key actions for frontline staff to perform during ride-along deliveries to maximize the value of their market visits.
姚占伟Ten Ways to Get Terminal Owners to Stock Up and Reduce Your Inventory!
How can you quickly cycle through distribution? Today, we bring you 10 tips for accelerating terminal distribution, summarized from eight years of experience by a top salesperson. Learn these and you'll have terminal owners stocking up while your inventory shrinks!
New DistributionHow Distributors Execute the Three Core Tasks: Success or Failure Hinges on Them
As a link in the product circulation chain and an independent legal entity, distributors have broad operational and management concerns. This article focuses on three core tasks in marketing: channel management, team management, and manufacturer-distributor relationship management, offering practical guidance for distributors. Channel operations are centered on standardization, team building on enabling employees to do the right things, and manufacturer cooperation on leveraging strengths for win-win outcomes.
王秀峰A Three-Birds-One-Stone Meeting Strategy: Hold Meetings on the Frontline Market!
“Peak season for sales, off-season for market development” has become an unwritten rule. Off-season market development involves market research and activity planning, competing on sales reps' diligence and policy attractiveness. However, when the off-season coincides with an industry adjustment period, both distributor and company teams may suffer from low morale, affecting efficiency. When the off-season meets intense competition, traditional methods become less effective. Thus, this off-season, we need innovation—"hold meetings on the frontline market"—to boost morale and ensure execution.
New Distribution20 Key Considerations for Sales Newcomers Visiting Clients
Before visiting clients, sales newcomers must schedule appointments in advance, research client information, prepare materials and competitive rebuttals, and arrive early. During the visit, they should maintain a professional image, show confidence, find common topics, ask probing questions, guide client needs, engage with decision-makers, listen actively, and be sincere. After the visit, they should follow up and remember that major deals often happen outside formal meetings.
袁非武Salesperson Visit Techniques: Help Store Owners Calculate 14 Profit Accounts to Make Terminal Stores Rush to Stock Up!
What to do when terminal store owners refuse to stock up? You've visited multiple times, tried various sales models, but the owner still shows no intention to order. Many salespeople encounter similar issues during terminal visits. In fact, it's not that the owner doesn't want to stock up, but your approach is wrong, and your words don't hit their pain points. This article compiles some techniques for terminal visit sales, starting from the product structure and sales profit of terminal stores, to guide them into stocking up.
魏庆