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.
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4623 articles · Page 129 of 193
Everyone Knows Bulk Products Are Profitable, But Do You Know How to Operate Them?
In recent years, with the economic rise of inland China and the continuous advancement of urbanization, the retail industry in mainland China has been provided with fertile soil and undergone earth-shaking changes. As a result, traditional and modern channels have flourished side by side. Especially the rapid development of modern channels has not only changed Chinese consumers' habits but also provided broader space and stage for the development of bulk food. Bulk food, due to its selectable and self-service characteristics, can satisfy the fun of participation in shopping and meet the demands of personalized consumption era. Therefore, it has increasingly become a new favorite among consumers and has created a number of comprehensive and distinctive brands.
朱丹蓬、饶壮Preparatory Work for Distributors After Building Their Own Platform
This article discusses the preparatory work distributors need to do around their self-built platforms, using theory and real cases. Case 1: Hexing Huike, the leading regional e-commerce brand in Inner Mongolia, with over 100 upstream partners and about 1,000 active outlets in Baotou. Case 2: Tiantianmai, the first e-commerce platform focusing on Nanjing, with 5,000 offline outlets and monthly turnover exceeding 20 million yuan. The article then details three key aspects: organizational, warehousing and distribution, and technical support.
季化培Company Not Authorized, Distributor Opens Taobao Store Privately: How to Manage?
Distributors open online stores for various reasons, but with the shift in e-commerce traffic stages, unauthorized online selling disrupts the market. This article outlines methods to catch and manage such activities, and proposes a five-step approach to integrate these online sellers into the official system.
黄润霖The Quietly Aging Post-70s Generation—This Article Is Dedicated to All Post-70s Distributors
This article is dedicated to our dear distributor friends born between 1970 and 1979. As we look back, we still imagine being 18, but we are almost 40. We used to be full of energy, running the market door-to-door without feeling tired, but now with cars and careers, we have lost that passion. We used to work tirelessly for a single deal or customer, but now a phone call or text message suffices, yet we have lost our youthful recklessness. As our businesses grow, we feel more tired and find it hard to regain a sense of achievement and satisfaction.
New Distribution10 Wrong Mindsets in Distributor Market Operations
Distributors are the builders of a company's market channels and terminals, and strategic partners in product sales. A professional distributor team is crucial for a company's rapid development, while a poor one can hinder it. This article lists ten common mistakes distributors make in their operations, as identified by marketing expert Guo Han Yao, and emphasizes the importance of training and communication to build a successful distributor network.
New DistributionWonder Sun and Distributors at Odds: What 'Unspeakable Content' Happened Between You?
As the milk powder price war intensifies, Wonder Sun alone has raised prices across the board. Although the company denies this, distributors insist they are increasingly struggling. What exactly happened between Wonder Sun and its distributors?
New DistributionDistributors Venturing into B2B Platforms Must 'Shop Around'!
This year marks a breakthrough for internet transformation in the FMCG industry, with Alibaba and JD.com entering traditional supply and distribution, and numerous B2B platforms emerging, all claiming to overturn the existing landscape. Chinese FMCG distributors face pressure from both ends, earn razor-thin profits, yet are criticized for inefficiency, prompting a mix of attempts to bypass, integrate, disrupt, or optimize them, leaving many distributors confused and anxious about being marginalized.
赵波10 Standard Actions for Distributors to Evaluate Manufacturers
Distributors choosing products is not a new topic, with many experts providing advice. This article focuses on how distributors can assess a manufacturer's strength and credibility through 10 specific details, such as the gatehouse, restrooms, and employee welfare, to make informed decisions.
吕庭华、王琪奇When the Struggling Distributor Meets the Helpless Manufacturer: How to Play the Drama of a Harmonious Partnership?
In the manufacturer-distributor relationship, the manufacturer often assumes a more important role, yet many companies believe they understand their distributors and set rules arbitrarily, leading to issues like bullying, betrayal, or arrogance. This article explores the real needs and fears of distributors, and provides strategies for building a strong, mutually beneficial partnership.
张枫20 Business Reports Distributors Should Review Monthly, with Download
Distributors with sales between 10 million and 30 million yuan are at a critical juncture. As business scales, management becomes complex, and traditional methods fail. This article provides 20 essential business reports to help distributors track performance, manage receivables, and make informed decisions.
New DistributionNew Product Distribution: How Many of These Fine Points Can You Master?
Distribution is the first step for a new product to enter the market circulation, and this step is crucial. The road to new product distribution requires careful planning and attention to detail. Before launching a new product, it is essential to understand the characteristics of distribution, the standards for distribution, and to correctly formulate distribution strategies. The following will detail the intricacies of new product distribution.
New DistributionBecause of the Robbery Mentality, Some B2B E-commerce Platforms Are Defeated Before They Even Start
B2B e-commerce only emerged in 2015, yet by 2016 some platforms had already failed. The more aggressive they were, the faster they failed, and bad news keeps coming. From their actions, their failure is unsurprising. If the logic is wrong, defeat is inevitable. The root cause is the robbery mentality. There are two main forms of robbery: cross-regional channel stuffing with low-price promotions, and coercing distributors or allying with some to rob others. Such actions either provoke resistance from local distributors or lead to rapid collapse due to excessive spending. B2B platforms should change their approach before it's too late.
刘春雄Distributors Doing B2B: Build Their Own Platform or Join a Franchise?
This article analyzes the pros and cons of distributors building their own B2B platforms versus joining existing ones, and advises them to accurately assess their own capabilities and market conditions before deciding. It also announces an online salon on the topic.
赵波Up at 4 AM, Working Over 100 Hours a Week: How Hard Do the Big Shots Work?
This article highlights the extreme work ethics of several business magnates, including Elon Musk, Wang Jianlin, Li Ka-shing, Robin Li, and Bill Gates, who are known for their long hours and early rising. It also lists the morning routines of various CEOs, emphasizing that success often comes from relentless hard work and discipline.
正和岛Eight Prohibitions for Regional Managers in Conduct
Tomorrow at 8 PM, this platform will host an online salon sharing session in a WeChat group titled: "What Preparatory Work Should Distributors Do Around Building Their Own Platform?" Interested friends can long-press the QR code at the end of the article to register for free and participate in learning. When adding, please reply with the keyword: Learning. First conduct, then work. Conduct is an art; work is a science. As the cornerstone and image ambassador of the company, how should regional managers grasp the art of conduct to win the mutual trust of distributors and the company, and carry out business efficiently and effectively?
New DistributionHow Distributors Can Manage Post-80s and Post-90s Employees: 4 Shifts to Improve Performance Management Efficiency!
Born in the E-era, the post-80s and post-90s have become a vital force in the workplace, but their behavior often troubles companies: they may not show up after recruitment, leave soon after joining, underperform after staying, resist authority when capable, and refuse to work when obedient. They are seen as lacking tact, discipline, and obedience; having ideas but no execution, enthusiasm but no patience; high IQ but low EQ and weak interpersonal skills; reluctant to take responsibility but eager to collect salaries, with more complaints than positive energy. These sharp criticisms seem to put them on trial. Indeed, their unique upbringing has shaped their distinct personalities, but every generation has its own rebelliousness and strengths, just expressed differently. The new generation marks a shift from 'serious work' to 'happy work', challenging traditional management methods. So, how should distributors design performance appraisals for post-80s and post-90s employees? The following four shifts may provide useful insights.
师顺宽Eighteen Strategies for Terminal Distribution: One Is Sure to Work for You
This article, written by Zhao Haiyong, a senior project manager at Shengchu Consulting, outlines eighteen practical strategies for terminal distribution in the white spirits industry, ranging from first-order bonuses and multi-tier rebates to travel incentives and honor awards. Each strategy includes a brief commentary on its applicability and effectiveness, providing a comprehensive guide for distributors to enhance market penetration.
酒业第一新媒体Rapid Summer Beverage Market Positioning: How Master Kong and Jinmailang Do Their Displays
As the peak sales season approaches, beverage companies are boosting terminal sell-through by securing freezer space and optimizing case-cut and shelf displays. This article examines how frontline marketers for Master Kong Youyue Water, Jinmailang Liangbai Kai, and Xiaoyang Lactate achieve rapid summer market positioning.
New DistributionDistributors, Let's Calculate the Costs of Mobile Sales
Almost every food distributor starts with mobile sales in the early days of their business. In a sense, mobile sales is the simplest and most practical sales model, where salespeople visit customers with a vehicle stocked with goods, sell and collect payment on the spot, and handle tasks such as posting promotional materials, product display, and customer complaints, making management relatively easy for distributors. However, with rising costs of labor, fuel, and vehicle wear, as well as increasingly fierce competition among homogeneous products, higher demands are placed on distributors' terminal operations. Many distributors complain that mobile sales costs are too high and efficiency is low, leading to thin profits or even losses, but the root cause is often overly loose management in the mobile sales process, or that the current business situation is no longer suitable for the mobile sales model. So, how should distributors adjust and improve their sales model to maximize profitability?
New DistributionWhy Should Distributors Sell Your Products?
Salespeople often approach distributors with arguments centered on the manufacturer's perspective, such as product uniqueness, company strength, or a young boss. However, distributors see these as irrelevant. What distributors truly care about is whether the product will sell well, whether it offers high profits, and whether the manufacturer provides a stable marketing system and a reason to commit.
New DistributionWhat Should Distributors Do in June, July, and August?
After May, manufacturers and distributors have typically completed their first round of inventory push, with the general mindset that big sales will come at Mid-Autumn Festival. Experienced merchants know that the key time to ensure sales exceed expectations for Mid-Autumn and Spring Festival is June, July, and August. This article analyzes what work should be done in these three months from two dimensions: time nodes and market cultivation.
盛初咨询杨大玉Traditional Distributor's Monologue: E-commerce, You Haven't Knocked Us Out, You've Confused Us—Why Are You Not Making Money and Dragging Us Down Too?
For a long time, B2B solved information problems, then transaction problems, then delivery problems, and finally credit problems. This is a process from light to heavy, from online to offline, from information to data, and from data to credit. B2B is indeed difficult; Alibaba started with B2B but was truly made by B2C, and now it's returning to B2B. Some say online ordering isn't B2B, but I think if there's a prelude, online ordering counts as B2B.
李海平How to Implement Fine Channel Management in the Beverage Industry?
In marketing practice, we often encounter questions such as how to determine the optimal number of sales staff, how to allocate promotional resources, how to accurately forecast sales, how to quickly obtain market information, how to effectively check the work of sales personnel, and how to understand the flow of products in the sales channel. By implementing a fine channel management strategy, we have achieved certain results, which we now discuss with peers.
New DistributionWhat Posture Should Distributors Adopt Towards the Internet?
The wolf is coming! This time it's real. In the information age, all business elements will be reconstructed, and products, channels, communication, and operations will all be transformed by the Internet. The essence of 'Internet+' is to improve efficiency and reduce costs. In this process, all redundant links will be eliminated, and distributor transformation is urgent. The Internet is both a shock and an opportunity for traditional distributors. Once they spread their wings with the Internet, they will fly higher and farther. Based on market cases, the author summarizes seven models for distributor Internet transformation...
寇尚伟