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 133 of 193
Salespeople: See, Listen, Play – 'Three Skills to Win'
Salespeople are often told to master 'three skills': seeing, listening, and playing. While these are common catchphrases, not every salesperson knows how to apply them effectively. Drawing on years of practical experience, the author focuses on the second skill – listening – and provides detailed guidance on whom to listen to, what to listen for, and how to listen, to help sales professionals gather valuable information and ultimately win.
New DistributionThe Era of Distributors Is Not Over, but the Distributor Mindset Must Change
When we talk with distributor friends in the market, many report that business is getting harder, with increasing pressure from sales, capital, warehousing, personnel, terminals, channel costs, and even the internet, leaving some feeling breathless. A common question is whether the era of distributors is coming to an end. In fact, while the entire Chinese economy is undergoing transformation and upgrading, it has not yet reached the point where the distributor era ends; the channel model operated by intermediaries may still have room for further development and will not easily come to an end. However, for traditional distributors, if they fail to change their mindset, it is highly likely that their own companies will reach the end, so distributor friends must have a sense of urgency and prepare for transformation and upgrading.
New DistributionDealers: Transformation Matters More Than Growth
In an era of civilizational change, transformation and change are paramount. The article argues that traditional 'big and strong' enterprises are dying because they fail to adapt to the new information civilization, and that dealers must prioritize transformation over growth, exploring new tracks and embracing cross-industry innovation.
刘春雄Instant Noodles at 30 Yuan and Toothpaste at 65 Yuan: Can 'Luxury' FMCG Products Win Over Consumers?
Instant noodles selling for 30 yuan and toothpaste for 65 yuan are examples of FMCG brands venturing into the high-end market. While some consumers are willing to pay for premium packaging and perceived quality, others question the value, and experts warn that high prices must be justified by genuine product quality and consumer demand.
孙杰 樊一婧Practical Sharing | To Do Well in Distribution Channels, Rely on These Three Moves
The article, written by Xiao Yunfeng of Yuanjing Consulting, discusses how to effectively manage distribution channels in the baijiu industry during the current adjustment period. It emphasizes the importance of building a strong team, streamlining product offerings, and systematically classifying retail outlets for targeted operations.
肖云峰A Comprehensive Look at FMCG Sales Visit Procedures at Coca-Cola, P&G, Unilever, and More: Key to Efficient Terminal Visits and How SMEs Can Apply and Adapt
International FMCG giants like Coca-Cola, Pepsi, P&G, Unilever, and Colgate require their salespeople to conduct standard terminal visits, yet most salespeople merely go through the motions. This article outlines the systematic visit procedures of these multinationals, highlights the key to efficient terminal visits, and offers practical advice for SMEs on how to apply and adapt these methods.
New DistributionWhy Isn't Your Market Growing? Find Out with These 7 Questions
Successful experiences are similar, but failures have various reasons. For distributors, why do sales not grow in their region despite the same products and promotions? This article reveals seven key reasons for stagnant regional sales and offers solutions.
New DistributionBe True to Yourself, Play Your Role, and Strive to Be a First-Class Distributor!
This article explores the direction, plans, and methods of FMCG operations, analyzes development trends, and discusses how distributors can seize favorable opportunities to break through in the current market economy. It categorizes distributors into different types based on their stage of development, offering advice on self-positioning, avoiding being influenced by employees or retailers, product selection, and building a robust distribution system.
文玉食品赵正强Dealer Product Management: Master These Tables and Everything Will Be Clear
Many dealers, especially traditional FMCG dealers, rarely use data management tools in their daily operations, leaving them unaware of which products are profitable, which are losing money, and which have no market potential. Even dealers with large scale, good profits, professional teams, and monthly inventory and asset checks may still lack professional management. Based on over a decade of experience in the FMCG industry, the author shares several data management tools to help dealers.
曾文忠 陈行军Mastering the Methods for Effective Retail Visits
In actual sales work, we often observe numerous problems in salespeople's retail visits that prevent the visits from achieving their intended effect. These issues mainly include: 1. Visits without purpose; 2. Visits without regularity; 3. Inadequate preparation for visits; 4. Lack of methods in retail visits; 5. Too long intervals between visits; 6. Lack of etiquette in retail visits; 7. Visits that fail to solve problems. Therefore, for marketing personnel to make their retail visits highly effective, they must avoid the above problems...
伯建新Distributors, Don't Be Naive: Do You Really Think You Can Make Money from B2B Platform Transaction Fees?
Many distributors initially plan to build B2B platforms with the idea of profiting from transaction fees, but the author argues this is naive and unlikely to yield significant profits. The article explains why relying on transaction flow for revenue is flawed, and suggests that the real value of B2B lies in centralized procurement and distribution to reduce costs and increase sales.
赵波Terminal Visits: Three Steps to Quickly Build Trust with Small Stores!
To build trust with small store owners, salespeople should first make themselves memorable by dressing neatly, avoiding long pitches, and helping out in the store. Then, they should learn about the customer's personnel, products, and customer flow to understand their needs. Finally, they must earn trust through sincerity, professionalism, considering the customer's interests, knowing when to refuse unreasonable requests, keeping promises, and showing loyalty.
New DistributionPractical Guide: What Standards Should a First-Class Terminal Display Meet? Can You Recite the 9-Character Product Display Principle?
This article discusses the key considerations for terminal displays, including attracting consumer attention, enhancing brand image, intercepting target consumers, and rational comparison with similar products. It also covers the selection of display locations, display principles, and strategies to secure better display positions, concluding with the nine-character display principle: quantity, concentration, ease, completeness, cleanliness, connection, timeliness, brightness, and color.
New DistributionEight Strategies for Expanding Your Market: Distributors, Take Note!
In the highly competitive FMCG industry, distributors must carefully analyze their resources and adopt tailored market development strategies. This article outlines eight proven strategies—from the 'Snowball' and 'Mushroom Picking' approaches to 'Rural Surrounding Cities' and 'String of Pearls'—to help distributors effectively expand their markets and build a robust distribution network.
师顺宽A Quick Guide to Distinguishing the Dizzying Array of B2B E-commerce Platforms: Which One Suits Distributors?
Last night, our official account invited multiple platform owners and guests with deep insights into FMCG and B2B to discuss and answer distributors' questions about doing B2B. If you're interested, read this article and the guests' viewpoints; it will give you a good answer. If you still have questions, add our editor's WeChat at the end to join the group for deeper understanding.
赵波Always Talking About Transformation, Do Distributors Really Know How to Do It?
Why should traditional distributors transform? Because of e-commerce? Because the wolf is coming? Wrong! Wrong! Wrong! Because the times have changed, users have changed, business models have changed, and manufacturing models have changed! 1. The change in business models—from division of labor to distribution. Have you ever thought about why you could make money before? Because of channels? Because you encountered good products? Because of high management level? ... In the author's view, these are only the necessary conditions for traditional distributors to make money, but in essence, it is the value brought by the business model. Starting from Adam Smith's 'On the Division of Labor'...
New DistributionHow Should You Present a Promotional Plan So That Distributors Will Listen?
Distributors are often lukewarm to promotional plans because they fear spending money without results. The key is to use numbers and details to structure the plan in four steps: derive sub-targets from the overall goal, break down each number, outline action plans, and include accountability measures. This approach builds trust and shows distributors a clear path to profitability, making them more willing to invest.
黄润霖Do You Know How to Distribute? 3 Strategies and 10 Tips for Mastering Terminal Distribution Details!
Terminal sales begin with distribution. Whether you're a seasoned FMCG veteran or a newcomer, everyone talks about 'terminal success' and 'channel success,' but overlook that 'without a solid foundation, everything shakes.' Distribution is the most basic market groundwork. Do you know how to distribute? Have you encountered difficulties? Do you know how to solve them? Strategy 1: Preparation before distribution.
New Distribution8 Standard Steps for Sales Reps Working with Distributors: Right Methods Lead to Faster Distribution and Better Sales!
Working with distributors on delivery routes is a fundamental task for frontline sales reps, serving as a key channel for customer service and relationship building. It not only helps understand the market and find solutions but also strengthens bonds with clients, boosting their enthusiasm and cooperation. However, many reps end up as mere loaders, missing opportunities to improve performance. This article breaks down eight standard actions—communication, verification, discovery, opening boxes, grabbing prime positions, organizing shelves, positioning near competitors, and closing orders—to help reps add value and drive sales.
姚占伟Distributors Must Read: How to Conquer Township Markets
This article provides a practical manual for distributor teams to expand into township markets, based on the principles of 'Three Principles, Four Supervisions, Five Dos, and Eight Key Points.' It outlines a systematic approach to building teams, setting standards, creating model stores, and ensuring execution, drawing on real-world examples to help distributors tap into the vast potential of rural markets.
郭子涵Should Distributors Take on This Year's Hottest Product: Black Water?
Every year, one or two beverage products become hot in China's market; last year it was coconut juice, the year before that lactic acid bacteria drinks, and this year, fermented juice and black water are the topics. This article discusses the origins of black water, its marketing hype, and advises distributors to be cautious about carrying domestic knockoff versions.
赵波A Letter from a Manufacturer's Manager to Distributors: Please Read—"Essential Business Reading"
We've been dealing with each other for some time now. As the regional manager of the manufacturer and your friend, I've been in sales for 8 years. During our interactions, I've noticed some issues and formed some opinions. I've categorized distributors into three types and identified nine common problems. Let me share these with you, hoping they help and that our future cooperation will reach new heights. 1. Unclear self-awareness. Type analysis: A. Startup type: within 2 years in this industry. Advantages: young, energetic, and driven; have some customer relationships; mostly start after delivering goods for a while; can endure hardship. Disadvantages: insufficient funds, lack of good products, weak patience, confidence easily affected by unfavorable market conditions, and lack of experience in managing channels, warehouses, vehicles, etc.
武陵醉道After the Boom and Bust, What's Next for Pre-mixed Cocktails?
After explosive growth, pre-mixed cocktails saw a sharp decline in 2015, but for the category as a whole, this may be an opportunity to break down and rebuild. The market appears to have hit a bottleneck.
钱睿荪What Benefits Can B2B E-commerce Bring to Distributors?
Most distributors currently have limited understanding of B2B e-commerce and lack reliable information channels, leading to misconceptions about platforms. The author plans to organize a salon to address these doubts, with over 30 B2B platform CEOs/COOs already in the WeChat community. Distributors interested in B2B can join to learn and ask questions.
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