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 132 of 193
What Should Leaders Look at When Visiting the Market? How? Five Steps for Terminal Inspection Process!
Before entering a store for inspection, prepare by reviewing management priorities and relevant inspection items. Check the route manual for the store owner's name, the sales rep's visit times, purchase history, and gift records. This step involves not only familiarizing with basic store information but also thinking about key products and issues to inspect. For example, if the route manual shows altered visit times, plan to verify them upon entry. If purchase records show product A hasn't been reordered for five consecutive weeks, consider checking its display and dates, watch for damaged goods, and ask the sales assistant about difficulties and reasons for slow sales.
魏庆老师Marketing Channel Transformation: From Terminal Supremacy to Traffic Supremacy
Overall, whether for baijiu or beer, the current performance situation is not optimistic; baijiu is only rebounding from a low point. To rescue performance, they need to inject strong vitality into marketing channels. The previous channel promotion strategies relying on terminal interception and store breakthroughs are no longer sustainable. In the new normal, a key point in 2015 is that most liquor companies are consciously embracing 'Internet+' and have made many explorations. Data shows that mobile consumption nationwide has risen from 35% in 2014 to 65% in 2015.
华勇 代秀辉Summer Peak Season: Complete Implementation Plan for Beverage Terminal Promotional Gift Packs
The beverage consumption peak season typically begins at the end of April, making in-store consumer promotion crucial for sales performance. To boost distribution sales, major companies usually launch corresponding gift pack promotions during this period. This article presents a brand's implementation plan for terminal promotions from April to June, covering policy details, operational procedures, precautions, costs, and verification, as well as additional guidelines for June sales activities.
张山Small Problems Reflect the Infinite Wisdom of FMCG Operations
A series of humorous anecdotes illustrate key business lessons for FMCG distributors, such as understanding customer needs, effective communication, choosing the right partners, persistence, focusing on key points, creating pleasant purchasing experiences, being specific in management, addressing core interests, and maintaining a sense of crisis. The article also promotes a B2B platform study tour for distributors.
New DistributionIs the Opportunity for Distribution E-commerce Here? Insights from Yantai Yishang Logistics
A recent visit to Yantai Yishang in Yantai excited me. Unlike previous e-commerce that conquered commerce with internet, Yishang is a commercial player using the internet to solve previously unsolvable problems, reshaping China's fragmented commercial system without burning cash or gimmicks, offering real value. Since Taobao's rise, distributors have felt threatened by disintermediation, but with nearly 30 trillion yuan in retail, e-commerce only accounts for 10%, leaving traditional channels dominant. After visiting Yantai Wanshanggou, I believe the time for distribution e-commerce has come.
刘春雄How Can Manufacturers Make Distributors Indispensable?
Distributors are the first ticket for manufacturers to enter the market. It is no exaggeration to say that the quality of your distributors determines the quality of your market! Given the importance of distributors, how can companies retain them in the actual marketing process? This article shares the following ten tips: First, make distributors feel that following you is profitable. Chasing profits is the nature of businessmen, and distributors are no exception. Whether your product can make money for distributors is the fundamental way to retain them! Telling distributors the "profit story" and prompting them to move from heart to action is always the most important part of distributor management.
New DistributionThe Most Practical Way for Salespeople to Succeed: 'Bold, Meticulous, Thick-Skinned'
At a high school graduation party, we asked our Chinese teacher how he won over his beautiful wife. He replied without hesitation: 'I'll tell you a secret in seven words: bold, meticulous, thick-skinned.' These seven words are not only a winning formula in romance but also the golden rule for successful salespeople.
New DistributionHow Distributors Can Operate Products with Naked Pricing
Naked pricing operations can help distributors avoid losses from manufacturer expense verification and give them more control over costs and gross margins. Additionally, if a product fails, distributors using naked pricing avoid heavy losses compared to those operating with expense-inclusive policies.
邓学君Why Is Alibaba's 1688 Retail Connect Model Not Selling Well?
With the launch of Alibaba's 1688 Retail Connect and JD's New Route, the traditional retail industry is in a state of panic. However, the author argues that these B2B models will be 'praised but not popular' due to issues in their business model, product selection, and profit distribution, and suggests that a new model like Beiquan's 'Internet + convenience store' may represent the future.
chenmaliSmall Distributors Rely on Intuition, Medium-Sized on Professionalism, Large on Management
The elimination and mortality rates among distributors are extremely high. How many distributors from 10 years ago have survived to this day? The wealth accumulated often follows the pattern of 'where did the money come from, and where did it go?' A cycle repeats every five years. In this cyclical process, do you see a strange fate or a clear path of business management?
New DistributionHow Can Manufacturers Make Distributors Indispensable?
Distributors are the first ticket for manufacturers to enter the market. It is no exaggeration to say that the quality of your distributors determines the quality of your market! Given the importance of distributors, how can companies retain them in the actual marketing process? This article shares the following ten tips: 1. Make distributors feel that following you is profitable; 2. Provide distributors with the 'magic bullet' to make money; 3. Let distributors make money 'steadily'; 4. Make distributors feel your 'devotion'; 5. Make distributors 'admire' your professional expertise; 6. Make distributors 'respect' your refined management; 7. Make distributors 'moved' by your sense of responsibility; 8. Make distributors 'respect' your staff's ethical standards; 9. Let your service 'warm' distributors; 10. Let distributors embrace your corporate culture.
New Distribution8 Tips for Posting Promotional Posters at Retail Outlets (Easy but Not Simple)
To compete with rival products at the retail level, FMCG companies frequently run consumer promotions, making posters a crucial tool for conveying promotional information on the ground. During peak promotional periods, poster space at various retail outlets becomes as crowded as a train station during Spring Festival travel rush. Many companies and distributors complain that despite distributing nearly 2,000 posters in a small county, they are barely visible at retail, while competitors' posters remain prominently displayed. Moreover, mom-and-pop store owners are reluctant to post them on their storefronts.
New DistributionDistributors Transitioning to the Internet: "Seeing Once" Beats "Hearing a Hundred Times"
2015 is widely recognized as the first year of B2B in China. If the internet once seemed distant to traditional businesses, especially distributors, since last year, particularly the second half, B2B e-commerce players have been approaching them, and discussions online and in newspapers are full of buzzwords and talk of disruption. If distributors were to sum up their biggest feeling about these terms, it would be "anxiety"—the anxiety of facing the internet without a method, unable to get in, and constantly being marginalized, a feeling of deep helplessness and being left behind.
赵波Eleven Incurable Diseases of Chinese Enterprises!
This article outlines eleven common brand management failures in Chinese companies, using examples like Wuliangye's brand overextension and the short-lived success of products like Shangwutong, to illustrate issues such as lack of brand planning, short-termism, and weak brand support.
朱玉童Lift, Cut, Stick, Move, Arrange, Stuff: Standard Actions for Beverage Display in Mom-and-Pop Stores
Every March and April, major beverage manufacturers launch their annual water war, and the daily basics for every frontline sales rep are to push inventory into stores, stock shelves, and fill coolers. But there's real skill in how to do this. The author summarizes six standard actions for terminal operations: lift, cut, stick, move, arrange, and stuff. These six words help sales reps know what to do and how to do it at the store level. Lift: as the name suggests, it means pulling our products out of the small store's warehouse, but where to lift them to? That's where the skill lies.
赵波18 Tips for Getting Along with Secondary Distributors
This article, written by Pan Wenfu from Senpan Consulting, discusses how distributors can effectively manage their secondary distributors. It covers understanding secondary distributors, shifting from rigid management to cooperative partnerships, and gradually implementing control measures to secure market dominance.
潘文富Distributors Must Follow These 4 Iron Rules to Avoid Transformation Traps!
Based on interviews with distributors at the Chengdu Sugar and Wine Fair, this article addresses their confusion about B2B e-commerce channel restructuring and provides a methodology for safe and stable internet transformation, emphasizing four key principles: staying true to one's core business, cost awareness, user-centric thinking, and sharing mindset.
寇尚伟7 Signals from Manufacturers That Spell Trouble for Distributors
Distributors should be alert to seven warning signs from manufacturers, including the resignation of the marketing director, changes in regional managers, frequent policy changes, delayed expense reimbursements, excessive new product launches, unstable product quality, and increased pressure to stock up. Each signal indicates potential problems that could negatively impact the distributor's business.
New DistributionFrom the Current Problems of Alibaba 1688 Retail Link Project: What Pain Points Should Internet + Distributors Solve?
The article argues that Alibaba's 1688 Retail Link project is currently failing due to a mismatch between the platform model and the realities of FMCG distribution. It suggests that internet-based distributors should focus on three value points: reducing channel costs, improving store sales and profits, and monetizing store traffic online.
张陈勇How to Achieve Dynamic In-Store Displays?
China is a super manufacturing and copying powerhouse; once a product sells well, numerous imitations appear overnight. Therefore, it is crucial for manufacturers to capture consumers' attention through effective in-store display merchandising, as improved displays can boost sales by over 20%.
New Distribution2016 FMCG Channel Transformation Year: Transform or Die!
China's current logistics and distribution system is backward, chaotic, and lacks integration. No modern, professionally managed large-scale logistics distribution enterprise has yet emerged in the Chinese market. It is inevitable that the post-WTO landscape will bring about new changes. But will we change through internal awakening, or only after suffering heavy blows and paying a painful price? Let's wait and see. In the channel network, wholesalers at all levels have low quality, poor management, and backward business awareness. Many distributors were originally operators in wholesale markets, made heroes by the times, but the heyday of wholesale markets is over. Many wholesalers fail to transform their functions, change from sedentary merchants to itinerant ones, lack corporate management awareness, focus only on immediate gains, have no brand awareness, do not build networks, do not maintain terminals, and lack scientific inventory management, data management, and customer information management, let alone regional strategic planning.
New DistributionNew-Style Pyramid Schemes: More Powerful Than You Can Imagine! Do You Still Believe in Free Lunches?!
This article exposes new-style pyramid schemes, which are more powerful than you can imagine, and asks whether you still believe in free lunches. It reveals common types of pyramid schemes, including financial, tourism, e-commerce, national project, counterfeit direct selling, fake charity, and elderly care schemes, and provides guidance on how to identify them and distinguish them from legitimate direct selling.
New DistributionTaking the Pulse of Distributors: Is Your Company Engaging in Pseudo-Corporate Management?
During training sessions with distributors, I often observe two interesting phenomena: some distributors register a company but don't know how to proceed with corporate management; others implement corporate management but only superficially, with a shell but no substance. This article explores why distributors struggle to implement true standardized corporate management.
崔自三In the B2B Era, How Should Distributors Upgrade Their Core Value?
As a model of B2B, HuiCong is a pioneer, but its current development is awkward; Alibaba's 1688 has not succeeded but is not dead, having cooked half-cooked rice; JD.com's new "New Channel Business Unit" this year is inevitably seen as a speculative move to try elsewhere when at a disadvantage in the B2C market. Any innovation, including business model and channel model innovation, must bring value to society, otherwise it will die halfway. This value includes value addition, cost reduction, and good consumer experience. B2B as a channel innovation cannot violate this fundamental principle.
黄润霖