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
4623 articles · Page 124 of 193
Uncovering the Four Major Culprits Behind Distributors' Inventory Overload: How Many Have Hit You?
In the early years of the Ming Dynasty, Zhu Sheng's strategy of 'building high walls, storing abundant grain, and delaying kingship' laid the foundation for 276 years of Zhu rule. 'Storing abundant grain' meant expanding war reserves, essentially inventory, a strategy still adopted by the food industry at the beginning of this century. However, in recent years, inventory has suddenly become a headache for distributors, especially since last year, as product backlog has become an unavoidable reality in the industry. Whether small or medium-sized distributors or those with assets over 100 million yuan, inventory pressure has left many gasping for air.
王飞飞A Dedicated Salesman's Distribution Record
At the routine morning meeting of the sales department, Manager Chen announced that the new product must achieve a 70% distribution rate on the day's route. The salesmen whispered among themselves, but Xiao Wang appeared confident. By 4 p.m., with the sun still scorching, Xiao Wang had completed his task as scheduled...
New DistributionSeven Theorems for Sales Managers
This article outlines seven principles for sales managers, covering topics such as understanding human behavior, the role of advertising, resilience in the face of failure, building effective teams, motivating through incentives, fair competition, and establishing sales channels. It emphasizes the importance of balancing 'benefit, emotion, and rules' in managing relationships with customers and team members.
孙曰瑶Middlemen: Dig Their Own Graves or Survive on Their Knees?
My family was once one of the largest distributors of a beer brand in the Yangtze River Delta, a true 'middleman'. On paper, we made 1.5 yuan per box sold, but to win customers, we often sold at cost or even at a loss, subsidizing 0.5 yuan per box. We relied on year-end rebates from the brand, which later turned into beer instead of cash... and then there was nothing. This article reflects the plight of many Chinese agents, wholesalers, and distributors in the internet era, and offers two strategies: shift from selling goods to selling services, or shift from selling goods to R&D.
马金同Market Unimpressed: Tongrentang Herbal Tea Cools Off
Tongrentang's herbal tea, once touted as securing 300 million yuan in orders, has gone quiet during the peak sales season. Reports indicate weak terminal sales, with some distributors terminating partnerships due to slow movement. Analysts attribute the brand's struggles to its high price of 5.5 yuan and limited distribution channels.
阿茹汗 王子扬What Is the Future Value of Distributors?
The role of distributors has changed significantly due to industry and social shifts. To define their future value, distributors must understand the value chain and rebuild it by leveraging platforms, the internet, and consumer-centric approaches.
刘圣松10 Psychological Tactics for Effective Distribution
In marketing practice, we inevitably deal with numerous channel customers. Many salespeople return from the market exhausted, feeling that channels are difficult to handle. This article summarizes ten key channel customer psychologies—such as seeking discounts, finding faults, wanting exclusivity, following the crowd, seeking information, showing off, fearing neighbors, being wary, rejecting, and delaying payment—and provides practical strategies to address each, emphasizing the importance of understanding channel psychology for successful distribution.
JDB培训Distributors Can Still Make a Fortune by Mastering These Five Details When Taking on Established Market Products
Products are the weapons distributors use to make money. While much discussion focuses on selecting strategic new products, distributors may also take on established market products. This article outlines five key details to consider when taking on such products, illustrated with real cases and expert advice.
冯媛A Well-Known Distributor's Techniques for Selecting Factories, Products, and Business Communication, and Countermeasures for Common Business Problems
When a company launches a new product, it needs to recruit distributors, and every year many distributors also need to select new products. For sales personnel, recruitment is equally important. Recently, a reporter from Jiushihui obtained an internal product selection strategy from a well-known liquor company (with authorization), which analyzes from four aspects: price, brand, model, and product selection. We share it here to help liquor manufacturers and distributors.
酒食汇团队Why I Chose Sales: Words from the Heart...
People in sales: some are more willing to give, some give very little, some persist, and some give up easily when faced with difficulties, leading to different outcomes. Sales offers several advantages: a month's income could equal another person's annual salary! If you work as an ordinary office clerk, your salary is about 3,000 yuan per month, totaling 36,000 yuan a year; but if you are a salesperson, your commission in a month can exceed that amount, perhaps even in a day, after reading this article...
New DistributionWhy the Hottest New Products at the Sugar and Wine Fair Are More Likely to Make Companies and Distributors Lose Money?
Why are the hottest new products at the Sugar and Wine Fair more likely to make companies and distributors lose money? What are the tricks to ride the market trend without losing your wife and catching the rogue? Planning a product line is like deploying troops; what is the correct posture? Every year starting in March, industry exhibitions are in full swing. What do you look at in industry exhibitions? Look at 'new products', 'trends', and dynamics; it is said that major exhibitions are industry bellwethers. But in general, industry exhibitions are like 'going to a big market' or 'joining the crowd', with products rushing in like a swarm. In the first few years of making beverages, when I saw that Six Walnuts was hot, the exhibition was full of walnut drinks, then coconut juice drinks, and recently lactic acid bacteria drinks; in cosmetics, it was various hydrating products in the early years, and in recent years, various masks. If companies launch new products based on this, and distributors select products based on this, they often lose a lot.
苗庆显How Distributors Can Prevent Manufacturers from Burning Bridges
Distributors often accuse manufacturers of 'burning bridges' after crossing the river, but the author, with over 20 years in marketing, has never seen a manufacturer that doesn't. Distributors should not moralize; instead, they must recognize that they are merely 'tickets' that can be torn up as manufacturers refine their markets. To survive, distributors must build irreplaceable value in their niche, while manufacturers and sales reps should strategically plan channel evolution and manage distributor networks to prepare for inevitable changes.
魏庆Distributor Warehouse Management: Four + Four
As online retail customers grow rapidly, warehouse space becomes increasingly tight, leading to warehouse relocation and branch warehouse setup. Generally, merchants understand front-end sales well but lack deep knowledge of back-end warehouse and distribution operations, leading to complacency and problems. Warehouse management is about details; a single oversight can halt shipping for an entire day. This article outlines a four-step relocation plan and four key cautions to ensure smooth transitions and efficient operations.
New DistributionEssentials of Retail Visits: Seven Questions, Eight Skills, Ten Points to Remember—Sales Must Master Them All!
Retail visits are a crucial part of marketing activities and are considered fundamental work for sales personnel. They are essential for sales promotion, new product launches, customer relationship maintenance, and product display and publicity. This article provides a comprehensive guide on how to conduct effective retail visits, covering common pitfalls, practical techniques, and key details, illustrated with real-life examples.
刘雷More Inventory for Beverages and Dairy, Medium-Sized Distributors Under Greater Pressure: See the 2016 Food Business Inventory Survey!
In recent years, China's economic situation and market environment have undergone tremendous changes. As a result, sales of old products have declined, and new products have struggled to move. Even large food companies with strong channel networks and ample funds face the same challenges. To this end, Food Board conducted in-depth telephone interviews with distributors in Henan, Shandong, Fujian, Zhejiang, Anhui, Jiangxi, Hunan, Sichuan, Shaanxi, and other regions regarding the inventory status of food industry distributors, and also released a survey questionnaire on the WeChat public platform, collecting a total of 533 valid questionnaires, covering leisure, beverages, dairy products, condiments, convenience foods, and other categories.
New DistributionAre Vending Machines Becoming the 'New Battlefield' for FMCG Retail Terminals?
For FMCG products like beverages, cost and sales volume directly determine product fate, and how to control channels in the high-cost terminal market is an urgent challenge. Vending machines, known as 'super salespeople who never clock off,' offer advantages such as genuine products, zero staff, and mobile payment, making them a scarce resource for FMCG companies to layout future markets. Although not yet as prosperous as in Japan and the US, consumers in first- and second-tier cities are familiar with vending machines, and operators are beginning to taste success.
毛鑫Why Distributors and Secondary Wholesalers Have Irreplaceable Value
Distributors possess four irreplaceable values: comparative efficiency over manufacturers, representing consumers in negotiations, professional product screening, and serving as local market credibility. Secondary wholesalers will not disappear as long as demand exists, but they must adapt to new consumer-oriented services.
黄润霖、祝有华Nongfu Spring Adjusts Distributor System: What's the Intent Behind Upgrading Major Distributors?
Nongfu Spring, a well-known domestic beverage brand, has announced plans to implement a new system of cultivating major clients in certain regions, restructuring its existing distributor network. This move has sparked industry discussion, as Nongfu Spring is not the first company to adopt a major distributor system. Previously, for FMCG companies, penetrating lower-tier channels was key to market dominance, leading many to aggressively develop county-level distributors. Starting this year, many manufacturers have begun experimenting with major distributor systems to control operational costs. As the beverage industry gradually recovers, why are major players favoring this approach?
华丽的冒险Ten Fast and Effective Terminal Distribution Strategies
The importance of terminal distribution is self-evident, but successful distribution depends on various factors such as product, personnel capability, and terminal resistance. The key lies in correct strategies and tactics. This article outlines ten fundamental distribution tactics that every marketer must master to reduce resistance and ensure smooth distribution.
缪金宾Deep Distribution Has Failed—What Should We Do Next?
Deep distribution, once a powerful marketing tool for local companies in China for over a decade, has faded due to high costs and management difficulties. As it recedes, e-commerce ground promotion has risen, and new forms like visit-based selling and B-end e-commerce are emerging as internet-based alternatives to achieve the same goals.
刘春雄Should Distributors Outsource Their Warehousing and Distribution?
This year's wave of FMCG B2B has brought another byproduct: city distribution logistics offering unified warehousing and distribution have rapidly risen across the country. By leveraging WMS, large warehouses, high racks, massive throughput, and bus-like logistics systems, they have reduced clients' warehousing and distribution costs by more than half. This cost reduction is a significant temptation for an agency industry already operating on thin margins, and it raises a new question: should we outsource our warehouses to them? Or should local trading companies join forces to build their own large warehouses for unified warehousing and distribution to lower logistics costs?
赵波A Well-Known Distributor's Complete Assessment System That Doubles Sales Profits!
Distributors often complain that the larger the scale, the less profit; the stronger the brand, the less profit; the more emphasis on culture, care, and corporatization, the less profit. Under the new situation, distributors need to innovate and move forward, with the most fundamental being to improve internal management and reshape comparative competitive advantages. By motivating employees to actively expand networks, maintain core terminal displays, and promptly clear near-expiry products, they can enhance their own strength to cope with fierce competition. For distributors, reshaping comparative competitive advantages is urgent.
祝启明Why the Internet Can't Eliminate Distributors?
The author argues that the internet's greatest benefits to ordinary people have been in public services, not commerce. While the internet excels at addressing information asymmetry and improving data collection, it has inherent limitations in the commercial sector, particularly in China's unique distributor landscape. The article concludes that distributors remain indispensable due to the realities of market competition and the inefficiencies of perfect information, making the internet a complement rather than a replacement.
黄润霖Mainstream Shift: Potential Death by Traditional Playbook
After years of 'legal education,' mainstream shift seems to have become consensus. With sales declining, companies face the challenge of growing profits despite falling volumes. The solution is to create new mainstream products, but execution often fails because marketing tactics remain unchanged.
刘春雄