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 135 of 193
67 Ways to Respond to 42 Reasons for Terminal Refusal to Stock
In an increasingly competitive market, controlling the terminal is essential. Many terminal salespeople struggle to visit many stores a day, have low communication efficiency, and lack effective responses to various terminal 'excuses', leading to poor performance. This article compiles and edits terminal sales scripts from marketing experts to improve visit and distribution success rates.
魏庆老师Mengniu's First Annual Revenue Decline in 3 Years: Why Did It Fall Out of the 50 Billion Club?
Mengniu's annual revenue declined for the first time in three years in 2015, dropping below 50 billion yuan, while rival Yili is expected to exceed 60 billion. The decline is attributed to external factors like raw milk price fluctuations and competition, as well as internal issues such as channel reform and underperforming奶粉 business.
New DistributionNew Distribution CEO: Only Two Unicorns in FMCG B2B in the Next Five Years
New Distribution B2B is the first FMCG B2B e-commerce platform in China, adopting a business model of e-commerce platform + logistics distribution + convenience store franchising. It moves traditional wholesale markets online, centralizes all FMCG categories in logistics centers, and cooperates directly with first-tier distributors and manufacturers, solving problems such as lack of delivery services in traditional wholesale markets and incomplete categories, opaque pricing, and slow after-sales service in traditional distribution. It provides value-added services like store location, layout design, product display, opening planning, and operational guidance. The platform has over 50,000 registered users and four logistics bases in Hunan and Guangdong, with over 4,800 franchised convenience stores.
唐光亮Distributors: Why Do Your Top Salespeople Keep Jumping Ship?
Distributor companies are sales-oriented, making sales staff the backbone. High turnover directly impacts performance and can even cause overall decline. This article explores why distributors struggle to retain sales elites, citing inadequate pay, lack of emotional support, and unclear career paths as key reasons.
周风波KA Store Visits: Small Matters, Big Lessons
Store visits are a routine yet critical task for city KA representatives, involving much more than a casual walk through the store. This article outlines the key elements of effective store visits—distribution, placement, display, pricing, inventory, promotion, and merchandising—and provides practical tips for identifying and resolving issues to drive sales performance.
New DistributionIf You Haven't Developed New Markets, Don't Tell Me You've Done Sales
Salespeople who have never developed new markets or new brands are not complete sales representatives. Just as a man who has never stood outside a delivery room or received a child from a midwife doesn't know the source of life, you won't understand the origins of sorrow and joy. Many, from novices to veterans, have suffered losses in new market development. Some wander for months without finding a distributor's door; others make careless mistakes. Salespeople often have no choice in market assignment, and they must quickly assess whether their new territory is a trap or a treasure.
黄润霖FMCG B2B Arrives: Are Salespeople Going to Lose Their Jobs?
In 2016, internet giants like JD.com and Alibaba entered the FMCG B2B sector, threatening traditional distributors. However, platforms like Jiumaotong, which collaborate with second-tier distributors for logistics and leverage technology, are finding success by becoming regional brand operators, suggesting that traditional channels and sales roles will evolve rather than disappear.
New DistributionWhy Can't Distributors Grow? How to Secure 'Funding' from Manufacturers to Expand Your Business?
This article identifies two types of distributors that can never grow: those who micromanage everything and those who delegate everything. It then outlines five strategies for distributors to secure more support from manufacturers, including analyzing manufacturer needs, presenting a compelling market vision, accepting small losses for long-term gains, building self-sustaining operations, and aligning with top-tier manufacturers.
赵正强The 10 Most Time-Wasting Things in Sales!
This article lists the top 10 time-wasting habits for salespeople, including being late, failing to close sales, inadequate preparation, ignorance, unconfirmed visits, poor routing, unnecessary perfectionism, distraction, fatigue from overwork, and lack of ambition. It emphasizes the importance of preparation, focus, and maintaining a healthy work-life balance to improve sales efficiency.
New DistributionWhat Should a Manufacturer's Sales Rep Look for in a Distributor's Warehouse?
When a manufacturer's sales representative visits a distributor, they must inspect the warehouse, not just for stockouts but for a range of critical factors. This article outlines key areas including inventory counts, stock ratio management, storage methods, financial anomalies, promotional materials, and the 1.5x safety stock rule, emphasizing that proper inventory management builds credibility and improves ordering.
魏庆老师As Weather Warms, How to Arrange Beverage and Food Displays? Remember These 9 Characters!
This article provides nine key principles for product display in retail stores, emphasizing quantity, concentration, ease, completeness, cleanliness, association, timeliness, brightness, and color coordination to enhance store image and boost sales.
New DistributionDo Distributors Really Need Vehicle Sales Software? How to Implement It Without Failing?
A distributor friend recently asked me whether he should adopt sales management software now that his annual sales exceed 10 million yuan and team management is becoming challenging. I asked him several questions: Where did your salespeople go today? How many stores did they visit? How many kilometers did your vehicles cover? What is the sales proportion of each product? What is the sales share of high-margin products? What is the profit contribution rate of each SKU? Who are your top 50 stores by profit contribution? What is your current product distribution rate?
赵波Distributors and Employees: Fate, Emotion, and Money
As March 2016 arrives, the Chinese market is recovering after the Spring Festival, with gift sales winding down. Distributors are gearing up for new product selection at the 94th Sugar and Wine Fair, and the key to success lies in talent management. This article offers practical advice on selecting, training, utilizing, and retaining employees, emphasizing a balance of fate, emotion, and financial incentives.
赵正强5 Product Management Reports Distributors Should Review Weekly
Many distributors, especially traditional FMCG distributors, rarely use data management tools in their daily operations, leaving them unaware of which products are profitable, which are not, which are losing money, and which have no market potential. This article introduces several data management tools to help distributors professionalize their operations.
曾文忠 陈行军What Gives a Sales Manager the Right to Be Obeyed? 15 Lessons from a 10-Year Veteran!
Managing salespeople effectively has no fixed rules, but there are basic principles. A good sales manager must know the business, understand the market, build relationships, set clear goals, and lead by example. The key is to adapt to changing circumstances and treat management as a service, not just control.
New DistributionHow to Effectively Control and Avoid Market Returns
Returns occur in any product, due to quality or market reasons. Market-related returns include: poor sales efforts leading to slow distribution and expired stock; secondary wholesalers mishandling inventory; and retail outlets with expired products due to inadequate maintenance. To control and avoid these, enforce first-expiry-first-out, quickly distribute new products, clear near-expiry stock via promotions, and ensure thorough daily checks by sales staff.
段杨3 Key Approaches and 6 Criteria for Selecting Distributors
For distributors, the external market is where the manufacturer's direct sales policy cannot reach, making it the easiest place to retain exclusive distribution rights. When developing external markets, distributors and sub-distributors become closely linked. Since most distributors lack the resources to bypass sub-distributors for channel refinement and external market development, all sales plans and strategies rely on sub-distributors for execution. Thus, the success or failure of selecting sub-distributors often determines the success or failure of market development. Key approaches include viewing sub-distributors as employees, adopting a global perspective, and taking a long-term view.
New DistributionDistributors: Surviving 2016 Is Success!
In 2016, the state advocated 'mass entrepreneurship and innovation' and introduced favorable policies to boost entrepreneurship, leading to strong growth across industries and the emergence of asset-light business models like internet and micro-commerce. This article focuses on how new FMCG distributors can navigate their early stages under these favorable macro policies, covering sources of distributors, initial operational strategies, and key principles for survival and growth.
赵正强Over 1,000 Business Owners Here Want to Invite You to Come and See for Yourself
We are a group of traditional FMCG business owners in Sichuan. Compared to other industries, FMCG is neither too good nor too bad, but making money has become much harder than before, with high costs and stagnant sales. We are building an industrial accelerator to attract talent and partners to help us upgrade, expand nationwide, and transform digitally.
New DistributionThe Transformation Battle Has Begun: How Should Distributors Embrace the Internet?
The information revolution is rapidly spreading from the C-end to the B-end, and traditional distribution channels are being restructured. Distributors are facing increasing pressure, making transformation urgent. This article analyzes the challenges distributors face and outlines six models for their digital transformation.
寇尚伟The Hurdle 'Niulanshan' Cannot Cross: Counterfeit Alcohol
The Haicheng District Food and Drug Administration in Beihai, Guangxi recently seized a batch of counterfeit Niulanshan liquor, reportedly shipped from Beijing. Although the exact source of the counterfeit liquor has not been confirmed, reports of counterfeit Niulanshan have frequently appeared in the media. After a multi-day investigation, Beijing Business Today reporters found through sampling and testing that 40% of the 42-degree 500ml Niulanshan Chenxiang Baijiu (commonly known as 'Bai Niu Er') sold in small restaurants in Beijing is counterfeit. These counterfeit products mostly originate from major wholesale markets in Beijing. An undercover visit to Beijing Jinxiu Dadi Wholesale Market revealed that selling counterfeit Niulanshan in bulk is an open secret, with the main buyers being small and medium-sized restaurants across the city.
刘一博 朱欣悦From Yili Low-Temp to Mengniu Ambient, This Distributor Controls 'Near-Expiry' Products to Keep Shelves Fresh!
For dairy distributors, pressure is evident: sensitive quality issues, frequent returns, and persistently high inventory levels are common. How should distributors address these challenges? Wu Lijun, a Mengniu distributor in Shangyu, Zhejiang, believes that whether dealing with low-temp or ambient milk, controlling near-expiry products is paramount. Only then can product quality be assured, distributors profit, and the market progress smoothly. Since entering the industry in 2003...
New DistributionDistributors: If You Plan to Transform in the Next Two Years, Don't Miss This...
The author has long wanted to write about the ultimate fate of FMCG distributors in China but hesitated due to the topic's weight. Sympathizing with distributors' hard work and slim profits, the article announces a free salon at the Chengdu Spring Sugar & Wine Fair on March 22, where experts and internet platform leaders will discuss transformation strategies for distributors.
赵波Distributor Product Selection: "First-Tier Brands Have Thin Margins, Second-Tier Brands Have Weak Terminal Presence, Third-Tier Brands Die Fast!" How to Choose Products to Make Easy Money?
How can distributors optimize their product mix to maximize profits with ease? This article analyzes the characteristics of first-, second-, and third-tier brands, calculates the returns of investing in each, and recommends an optimal combination model: 40% first-tier, 40% second-tier, and 20% third-tier in sales weight, with 1-2 first-tier, 4-6 second-tier, and 5-8 third-tier brands.
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