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 130 of 193
A Beer Salesman's 12-Month Tactics and Pitches for Pressuring Dealers to Stock Up
A beer salesman uses various tactics and persuasive pitches each month to convince a dealer to stock up on beer, leveraging seasonal events, promotions, and psychological tricks to meet sales targets.
陈波Eleven Classic Promotional Strategies for Terminal Outlets
This article outlines eleven classic promotional strategies for terminal outlets in the FMCG industry, including single-product buy-one-get-one offers, product bundling, physical gifts, cash rebates, box recycling, display rewards, and more. Each strategy is analyzed for its application, advantages, and potential pitfalls, providing practical guidance for manufacturers and distributors.
朱志明What Exactly Makes Distributors' Lives Difficult?
The call for distributors to embrace internet transformation has been ongoing for years without much attention. Most distributors merely laughed at the slogan 'eliminate intermediaries,' as e-commerce mainly impacted the C-end, while the B-end was less affected and the overall economy was still growing. However, since last year, the situation has reversed dramatically with the O2O war, making physical stores hot targets while distributors caught between manufacturers and retailers face increasingly tough times.
寇尚伟Foresight: We're in Danger if We Get Involved with These 17 Types of Distributors [Marketing Management]
Few companies can do without distributors, but few are satisfied with the ones they have. Many companies fail because distributors are inattentive, uncooperative, or break market rules, turning markets into 'half-baked' failures. However, these problems are not solely the distributors' fault; many issues stem from our own choices, such as not being discerning enough when selecting distributors.
李政权Discussing Alibaba's 1688 and JD.com's New Channel (A Must-Read for Distributors)
Whether you like it or not, the internet is taking over China's economy. With the advent of B2B distribution e-commerce, retailers remain irreplaceable, but the fate of distributors is now in question. In 2015, Alibaba established 1688.com, marking the beginning of internet giants' foray into distribution e-commerce. 1688 leveraged cross-border e-commerce and the zero-tariff benefits of free trade to significantly reduce the cost of imported goods, and then utilized its Cainiao network for low-cost delivery...
New DistributionAlcohol B2B Cannot Change the Distribution Channel Landscape of Baijiu
Yijiu Pi, a leading alcohol B2B e-commerce company, recently announced the completion of a B+ round of financing of 200 million yuan. The round was led by Yuansheng Capital and Zhongding Chuangtou, with existing investors Source Code Capital and Lighthouse Capital participating. Lighthouse Capital continued to serve as the exclusive financial advisor. This has attracted widespread attention in the alcohol industry. Famous liquor manufacturers hold market power, and alcohol B2B cannot change the distribution channel landscape of baijiu.
New DistributionRestructuring and Rebirth: How Distributors Break Through Development Bottlenecks
Authorized by Yang Yonghua, Chairman of Guanfeng Consulting Intelligence Group, exclusively published by Wine Industry Home. During market transformation, many distributors lack neither the concept nor awareness of change, but most are unclear on how to change. Starting with the development cycle of distributors, this article analyzes the bottlenecks at each stage—startup, growth, development, maturity, and decline—and proposes strategies for long-term success.
杨永华Distributors: What to Do When Terminal Products Are Unsellable?
Marketing is a complete process, from production to the consumer, passing through a series of channels, with the terminal being the final step. Whether a product is accepted by consumers depends on its performance at the terminal, which can either be a sellout or a dead stock. All parties involved—manufacturers, marketers, and distributors—should have the right mindset, be fully prepared, and know how to solve the problem when products become unsellable. When products sell well, everyone is happy, but the most troublesome and critical issue is what to do when terminal products are unsellable.
New DistributionWine Distributors Invest, Dealers Blockade Doors: What Do You Read from Yijiupi's Rapid Growth Amid Controversy?
Yesterday, two things happened at Yijiupi: first, dealers in Taizhou blocked Yijiupi's warehouse doors; second, it received strategic investment from Meituan. The details are as follows: News 1: Meituan invests in Yijiupi, which still gains joint ventures from nearly 100 wineries and wine merchants amid controversy. News 2: Yijiupi's Taizhou warehouse was blockaded by Niulanshan dealers due to cross-regional sales and price cutting, raising questions about its business model.
赵波Will B2B E-commerce Revolutionize FMCG Distributors? No! The First to Be Eliminated Is the Wholesale Market!
The author recently visited 'Caiba', a B2B platform specializing in supply chains for small and medium-sized restaurants in Jinan, and discussed its business model and logic with its founder, Mr. Yan. Caiba operates with heavy assets in partnership with distributors, owning its warehousing and logistics, and self-sourcing goods (partly as an agent, partly from local distributors), delivering disposable tableware, grain and oil, seasonings, beverages, and alcohol to small and medium-sized restaurants in Jinan. To meet the time demands of these restaurants, orders placed before 11 PM are guaranteed to be delivered by 10 AM the next day. The model has already been launched in over a dozen provinces and prefecture-level cities across China.
赵波A Practical, Down-to-Earth Daily Management Manual for Small Distributor Owners
This article covers 20 practical management topics for small company owners, including retaining key staff, delegation, cost-cutting, recruitment, handling relatives, setting policies, and more. It emphasizes the importance of sound financial systems, clear communication, and aligning employee interests with company goals.
New DistributionWhat Do You Read into the Strategic Cooperation between Mondelez Snacks and JD New Channel?
Today, JD's official account announced a strategic cooperation between Mondelez and JD New Channel. This article first presents the official report, then analyzes the implications for distributors, concluding that JD New Channel is capable of handling national sales for top brands and that distributors may gradually become marginalized as B2B platforms strengthen.
赵波Case Analysis | "Eight Steps" to Make New Products Sell Well, Distributors Must Do This! (Recommended for Collection)
How can distributors ensure the success of new products in regional markets? Every distributor with years of experience has their own unique insights and lessons. Due to differences in regional market characteristics, category and channel operations, and varying manufacturer-dealer strategies, each new product success is somewhat unique and hard to replicate, but there are commonalities. Here, we don't rush to answer the question but analyze the general approach of excellent distributors through a specific case...
张宇How to Ensure a Smooth Market Transition When Cutting Distributors?
Chinese distributors are a diverse group that rose from grassroots beginnings. When cutting distributors, it's crucial to use caution, avoid unnecessary terminations, and follow a gradual, methodical approach to prevent conflicts and ensure market stability.
黄润霖Friend, How Much Longer Do You Plan to Stay on This Sinking Ship of Traditional Marketing?
Recently, I've received calls from several former colleagues I hadn't spoken to in a long time. After the pleasantries, they all said work has become incredibly difficult. One former colleague, M, summed it up well: the market environment has changed rapidly, and almost every industry has become a stock market, yet our bosses still think in terms of growth, ignoring product upgrades and focusing on channel stuffing and promotions. Those of us caught between bosses and distributors have exhausted our means, yet we still can't achieve rapid market growth, and even see slight declines. Fines, pay cuts, demotions, and even dismissals have become commonplace.
赵波How Distributors Can Embrace Internet Plus
Internet thinking is increasingly mentioned, but many people are unclear about what it truly means, especially in the context of Internet Plus for distributors or channels. The essence of Internet Plus channels involves three aspects: eliminating intermediate links to save costs, sharing traditional distributor resources to improve efficiency, and leveraging high-efficiency, low-cost operations to drive organizational changes upstream and downstream.
王焕之Six Stubborn Mindsets When Manufacturers Launch New Products
Not all manufacturer bosses are clear-headed, nor can they all empathize with distributors. The way a manufacturer launches a new product directly reveals whether it truly understands distributors or is just bluffing them. This article dissects the common promotional tactics used at new product launches and explains why they often fail to convince experienced distributors.
潘文富Not That I'm Teaching You to Be Bad – Alternative Principles for Sales Managers
Sales managers should follow seven unconventional principles: choose the right company, choose the right boss, squeeze every last resource from the boss, manage your boss more than your subordinates, treat every department head as important, be skeptical of dealer claims, and be ruthless in achieving targets.
俞雷7 Tips for Successful Client Visits
Client visits are the most basic and routine work in marketing: market research, new product promotion, sales promotion, and customer relationship maintenance all require client visits. Many sales representatives agree that if a client visit is successful, other related sales tasks will naturally follow. However, many visited clients (mostly purchasing staff and store managers) may ignore sales representatives due to a sense of superiority or being accustomed to frequent visits, leading to many stories of rejection. In fact, with the right approach and methods, client visits are not as difficult as imagined—success is simple.
徐应云What Do Distributors Really Lack in Market Promotion? A Customer Management Plan!
Many distributor owners complain that their staff cannot keep up with their ideas, resulting in poor execution. The root cause is not the staff's capability but the lack of standardized management and customer management plans. This article provides a practical customer management plan for distributors, including customer classification, visit procedures, and customer relationship levels.
马兴强A Heartfelt Note on Market Distribution from a C'estbon Salesperson
Every salesperson spends a long time talking with store owners to discover their needs through conversation. 'Sometimes they care less about whether our sales targets are met and more about what we can help them with; they truly treat me as a friend.' Enduring hardship and heat is the only way to achieve sales. In May, Wuxi's weather is mostly sunny and scorching, and the three days of distribution were no exception. Every day, we followed the sales representatives under the scorching sun, weaving through the streets and alleys of Wuxi, visiting various target stores. The first day...
邹佳金Following Trends Never Pays: The Essential Gold-Panning Skills for Food Distributors
Business is getting tougher! This is a common sentiment among food distributors. From a professional perspective, operational methods and product selection are the two core elements of successful food distribution. Many distributors have good ideas and methods through continuous learning, but their performance remains mediocre, often due to mistakes in product selection. This article focuses on how food distributors can sift through the dazzling array of options to find gold.
New DistributionDistributors Desperately Await 'Hard-Earned Money'; Budweiser APAC: Deposit Has Nothing to Do with the Company
Mr. Zhang, a beer distributor for 20 years, has faced a series of setbacks: an eye injury, job loss, and an urgent need for money. He is struggling to recover a 30,000 yuan deposit he paid to a primary wholesaler, which has not been returned despite his repeated requests.
New DistributionDealer Research: How to Get the Truth from Dealers?
Finding a dealer is like finding a partner: on first meeting, both sides show their best side. To get the real picture, salespeople must learn to read between the lines, verify claims with on-site checks, and ask indirect questions to uncover the truth about sales volume, network quality, and financial health.
黄润霖