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 125 of 193
What Is the Real Significance of Distributors Building an Internet Platform?
As the business environment changes, distributors must adapt by building their own internet platforms. This article explains that by creating an 'air force' (online platform) to complement their 'ground force' (sales team), and by forming a local 'online wholesale market' through distributor collaboration, they can upgrade their services and gain more control over the market.
徐永刚Not Doing Procurement, You Don't Know How Stupid Salespeople Are
Years ago, I met an old friend, Niu, at a trade show. As a procurement director at a project-based company, he handled large orders worth millions. He criticized salespeople for being foolish, saying they focus on selling but never understand buying. He explained that sales is not about selling but buying together with the customer, and he offered to teach me the common mistakes salespeople make.
New DistributionThere's a Kind of Cross-Regional Selling That's a "Gnashing Teeth Pain"
Any company with a bit of foresight knows that cross-regional selling is more ferocious than a tiger. After all the hard work conquering markets and finally launching a brand, just as you're feeling proud and ready to celebrate, a pile of goods falls from the sky, startling you and making you furious. You check—it's your product, and the production date still smells of fresh ink. What do you do? Your customer roars behind you: "We haven't even made a name yet, and you're already placing distributors so densely? You haven't even grown much, and you're already kicking us to the curb? I just wired you 300,000, and this large batch of goods has barely arrived..."
刀客008Most of the Money You Earn Is Wasted on Inefficient Distribution!
Many distributors find that despite high sales volumes, their profits are not as expected. The key is to cut costs and increase efficiency, especially in distribution. This article provides practical advice on how to plan distribution routes, prepare properly, standardize procedures, and pay attention to details to achieve low-cost and effective distribution.
崔自三The Brand a Distributor Represents Is the Strategy It Chooses
Choosing a product is not just a technical task but a strategic decision for distributors. This article analyzes four channel power models—product pull, brand pull, interest-driven, and dual-driven—and explains how each model aligns with different distributor resources and risk preferences, emphasizing that distributors should choose the brand that best fits their capabilities and strategic goals.
刘卫华Will Wholesale Markets Disappear Under the Impact of B2B E-commerce? 5 Views on Their Industry Endgame
1. Wholesale is essentially 'distribution' in the supply chain, and physical wholesale and other distribution systems are mutually substitutive; 2. The existence of wholesale markets is based on complete product categories and small-lot wholesale, which is a more efficient distribution model than order-based systems; 3. How the internet transforms physical wholesale markets: on one hand, online wholesale platforms break physical space limits, enabling massive product listings and easy search and sourcing; on the other hand, online transactions establish evaluation and credit systems...
游五洋New Product Launch - Refined Terminal Management
The development and design of new products carry a significant corporate mission. Firstly, innovation is the soul of enterprise progress and an inexhaustible driving force for development. To achieve long-term growth, companies must ensure product updates to meet consumer demands. Through product line sorting and development, companies continuously eliminate lower-margin products and improve profitability. Secondly, by understanding and forecasting market demand, they develop innovative, market-aware products to maintain competitiveness. Thirdly, new product launches are both a refinement of existing channels and an opportunity to develop new markets. Finally, new product development also serves to optimize and upgrade consumption structures. The market characteristics of dairy products indicate that traditional extensive models are no longer applicable, and precise launch processes can achieve high efficiency. The three basic terminal actions include standard display, free tasting, and terminal shouting. Refined channel management in display, promotion, tasting, inventory, sales, personnel, costs, and channels is essential for product sell-through.
吕驰The "7531" Rule for Developing New Markets
Developing new markets and new customers is the top priority for sales personnel. Based on his practical experience in the FMCG field, the author summarizes a set of tips named the "7531" rule, which includes seizing the early morning and evening hours, evaluating five key elements of distributors, selecting three prospective customers, and ultimately choosing one ideal distributor.
赵荣真Is B2B That Diverts Goods, Robs Distributors, and Eliminates Second-Tier Distributors Valuable?
I have a feeling that under the banner of the Internet, people dare to do anything, and under the banner of disruption. I think that for something to succeed, it must first be logical. Of course, logical things may not succeed, but illogical things definitely won't. Recently, I've looked at many industry B2B platforms and found huge opportunities hidden there. A successful B2B e-commerce must be valuable, so I'll analyze it from the value perspective. What is B2B? Everything except C2C is B2B. Now calling all B2B 'B2B' is problematic.
刘春雄Tianfu Cola Makes a Comeback: Does the 'Nostalgia Route' Still Work?
Recently, Tianfu Cola, which had withdrawn from the market for two decades, held a conference in Beijing to announce its comeback and national expansion, sparking renewed talk of 'national brand revival.' However, ideals are full, but reality is harsh. Whether it's chicken soup for the soul or a shot of adrenaline, in the declining carbonated beverage market, Tianfu Cola's revival path looks beautiful but is difficult to execute. Selling nostalgia is no longer effective.
丁士安In the Future, There Will Only Be Service Providers, No Distributors
In the future, manufacturers will focus on products and brand promotion, first-tier distributors will provide market services, and terminals will handle sales. All other roles will become service providers, eliminating traditional distributors.
New DistributionNiulanshan Abolishes Wholesale to Directly Control Terminals Sparks Controversy! Is Abandoning Second-Tier Distributors Becoming a Trend for Major Distilleries?
Famous distilleries have always been closely watched for how they intensively cultivate key markets. Niulanshan, with sales of 4.648 billion yuan last year, has begun implementing a direct terminal control model in its home base of Beijing. This sudden policy to cut out wholesale and directly control terminals has caused dissatisfaction among several veteran major distributors and sparked industry discussion about the survival of second-tier distributors.
New DistributionDistributors – Why Do Manufacturers Revoke Your Agency?
In today's market where channels and terminals are paramount, distributors are strategic partners for manufacturers, and high-quality distributors are a scarce resource. Developing or replacing a distributor incurs extremely high costs. No legitimate manufacturer doesn't want to create a win-win with distributors, and none would casually revoke a distributor's agency. It's just that business is like a battlefield—there are no permanent friends, only permanent interests. Recently, a reporter named Zhang Zhang called me: a distributor in Zhejiang was frustrated because, without any notice, the manufacturer transferred his agency to a new distributor after he had been representing the brand for just over half a year. Not only did he lose his investment, but retailers also treated him as a fraud without agency rights.
New DistributionThe 'Apple' of Infant Formula Expands to 1,000 Counties, Sparking a Battle—How Will You Respond?
When it comes to the best smartphones, Apple comes to mind; who is the 'Apple' in infant formula? Most would think of Wyeth. Like Apple's stellar performance in China's smartphone market, Wyeth plays a leading role in the formula market. In 2015, Wyeth became the top-selling infant formula brand in China, with annual sales exceeding 11 billion RMB, surpassing all domestic and foreign brands. Apple phones are beautiful and user-friendly, typically sold through official websites, flagship stores, and authorized resellers, following a high-end strategy...
消费日曝Wanglaoji Licensed Beverage Channel Chaos: Former General Distributor Nanyang Yibao Pursued for Debt
A group of Wanglaoji Xingqun Xia Sangju beverage distributors from across the country traveled to Dengzhou to demand payment from Nanyang Yibao Biological Technology Co., Ltd. (Nanyang Yibao), which owes them money and goods. Many distributors have been seeking repayment for over six months without resolution, and production of Xia Sangju ceased in September last year, leaving some distributors without goods after signing contracts.
New DistributionThe Bloodbath of Distributor Stockpiling Triggered by Big Brands' 'Transformation'
Distributors in transition need a portfolio of brands. Which brands offer both reputation and profit? Which look good on the surface but are rotten inside, with thin margins, even growing by eroding their own and channel profits? Looking at the worsening data, Lao Gao grows increasingly alarmed. Lao Gao is a distributor for a famous FMCG brand. To outsiders, he seems prosperous: in the provincial capital's center, he owns a multi-thousand-square-meter compound with a four-story office building in front, large warehouses in back, nearly a hundred vehicles, and a team of over 200 people. But in reality...
段文智Don't Panic! The Internet Hasn't Changed the Business Essence of the Alcohol Industry
The alcohol industry's B2B sector is one of the few blue-ocean opportunities in the industrial internet. Projects from different fields—alcohol merchants, consulting, capital, and IT—are competing fiercely, making the space seem crowded. But the real drama of the alcohol internet is just beginning, as the industry's pain points have not yet been accurately understood or effectively solved. At a recent 'Yewen' event in Xixi, Hangzhou, Zheng Guangxian, founder of Jiuqu Technology, shared his views. The full text follows.
郑广先Is There a Better Way for FMCG Distributors to Transform with the Internet?
FMCG distributors seeking internet transformation often start with B2B platforms, uniting local peers for centralized warehousing and distribution to improve efficiency and cut costs, then gradually move transactions online, digitize data, and finally achieve supply chain finance. The goals are to reduce costs, improve efficiency, digitize transactions, and monetize cash flow. While this path is viable, it requires heavy upfront investment, a long cycle, and adjustments to the distributor's own operating model, plus multiple external factors make the transformation difficult.
赵波Cross-regional selling is fiercer than a tiger: small distributors without a strong hand can't survive in the business!
Cross-regional selling is a common problem with no perfect solution, but it is actually a normal business behavior. The so-called solution to cross-regional selling is essentially about protecting the interests of distributors or manufacturers in a particular market. There are three basic characteristics of cross-regional selling: who initiates it, what is the purpose, and what factors constrain it. Small distributors are more vulnerable to cross-regional selling, but there are harmonious ways to deal with it, such as analyzing the situation, uniting with other distributors, and using legal and market-based tactics.
New DistributionDistributors Being Smeared: What They Need Isn't a Defense, but to Avoid the 'Traps'
Distributors are squeezed by brand owners, retailers, and platform companies, with rising costs and longer payment cycles. The key to breaking through is to recognize and retain their core value functions, avoiding the traps set by brand owners and retailers that strip away their essential roles.
苗庆显Profit Pursuit: From External to Internal, Cutting Costs Means Increasing Net Profit!
In a tough market with stagnant sales, rising costs, and squeezed profits, distributors face a bleak future due to manufacturers' channel flattening and e-commerce impact. Since 2015, many have switched careers or retired early, but in the internet era, there are no big cakes left; switching is risky, so transformation within the industry is better. The key is to control warehouse, logistics, and personnel costs through new awareness and tools.
张文学Don't Just Make a One-off Deal! Master These Six Tips and Say Goodbye to Worrying About Repeat Orders!
In the off-season for the liquor market, repeat orders mean that consumers recognize the product and have initially established brand loyalty; for companies, it means that second-tier distributors and retail outlets accept the company and its products with confidence. For new markets and new products, this is not simply a matter of a second purchase, but more about brand distribution and sell-through. Therefore, achieving repeat orders requires companies and distributors to focus on these six points! Step 1: Deploy staff to stay on-site and lead by example. Case: A certain baijiu company launched a new type of baijiu, which was a strategic product for the year...
New DistributionBeyond Price Differences: What Else Can Distributors Earn?
Product price differences are the initial profit model for traditional distributors and a fundamental stage in their development. As market conditions change, distributor margins shrink, prompting a search for new profit models. Beyond price differences, what else can distributors earn from? One avenue is earning from manufacturers by helping them save costs, such as contracting market development tasks or recruiting sub-distributors.
潘文富Why Won't Your Distributors Listen?
Manufacturer sales reps often find it difficult to guide distributors in market operations and resource usage. This article analyzes the two main reasons—distributors' desire for market control and their perception of unequal status—and suggests alternative approaches such as sharing negative case studies and helping train distributor staff.
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