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 136 of 193
In the New Competitive Environment, Which Model Should Distributors Adopt to Keep Pace with the Trends of the Times?
Click the image above to register for free for the March 22 Chengdu 'Distributors + Internet Transformation Battle' exchange salon. Currently, most distributors in China with sales reaching tens of millions have years of business experience and capital accumulation, but their sales have stopped growing in the past two years. This article discusses how distributors can reform and develop without significantly impacting their existing business model.
赵波Business Personnel's Communication Skills: Tailoring Your Approach to Different Personality Types
This article provides communication strategies for business personnel when dealing with nine different personality types, from perfectionists to peacemakers, emphasizing the importance of adapting one's approach to build rapport and achieve successful interactions.
高春利Five Ways to Motivate Distributors
In modern marketing, networks are increasingly relied upon by merchants, especially consumer goods businesses. A key factor in whether a network operates smoothly is whether the distributors, who serve as the link between the manufacturer and the market, align with the manufacturer in philosophy and interests. This article outlines five methods for motivating distributors: time rewards, functional rewards, fuzzy rewards, cultural rewards, and the methods of delivering rewards.
余力Community 001's Comeback with Mengniu Backing Not Viewed Favorably
O2O company Community 001, which faced funding issues and employee protests last year, is reportedly being taken over by Mengniu Group. Industry insiders are skeptical, suggesting it may become a distribution channel rather than an O2O platform.
邵蓝洁Preparing for the Peak Season: Is Your Beverage Strategy Keeping Up?
The traditional peak sales season for beverages runs from April to October, with explosive demand growth particularly from June to August. To gain a competitive edge in this battle, distributors must be well-prepared. As the saying goes, 'Build the market in the off-season, sell in the peak season.' Besides manpower and resources, it's crucial to grasp the rhythm of preparation and choose the right entry point to win the peak season market.
冯媛Distributors' High Internal Friction: For Every 10 Yuan of Profit, 9 Yuan Is Wasted by Themselves...
Due to my work, I have come into contact with a large number of food distributors, many of whom have become my WeChat friends. Yesterday, I noticed I had 5,037 friends, including over 3,600 distributors from across the country. Scrolling through my Moments, I found that in just half a year, many manufacturer salespeople had left the food industry, and 85% of distributors were still in food but with declining business, while 15% were thriving and expanding. The article analyzes why business is poor, attributing it not to lack of demand but to distributors' own issues, such as lack of professionalism, complacency, and failure to understand the market and customers. It concludes that the future requires distributors to become professional, understand marketing, management, and finance, and adapt to changes, as 95% of distributors will fail due to their own mistakes.
New DistributionBlood, Tears, and the Price of Not Mastering the Retail Game: Dealers Who Don't Learn Deserve No Sympathy
A TV reporter in Northeast China called to ask about a dispute where dozens of suppliers sat outside a foreign-owned hypermarket, protesting unpaid debts and clashing with security. I said the suppliers are pitiful, but the pitiful often have their hateful aspects—because they entered into cooperation with the store without understanding it, and they refuse to learn.
黄静Ten Major Management Problems in Distributor Teams: See Which Ones Hit Your Pain Points!
Personnel management is an unavoidable topic for distributors. In an unfavorable industry climate, the more complete internal management is, the higher the ability to resist risks; otherwise, success remains elusive. This article lists ten common management problems distributors face, with examples and applicable principles.
钟娜Why Are You Still a Sales Rep After Two Years? It's Not Laziness in Your Legs, but Laziness in Your Mind!
In the same company, why do some salespeople become supervisors or managers after two years, while others remain veteran sales reps after ten years? The only difference is the willingness to learn and the ability to summarize. Positive people continuously summarize, learn, think, and quickly improve their professional skills from their work practice. Negative people just muddle through their days, and after many years, they still have no skills, watching their former subordinates become leaders. How to improve learning and summarizing abilities? The simplest and most direct way is to keep a work diary...
New Distribution2016 Chengdu Spring Sugar & Wine Fair Guide: Dealers, Save This Now!
With about 20 days to go before the 94th National Sugar and Wine Fair, this WeChat account will periodically share tips and strategies for attending the spring fair. Known as the 'barometer' of China's food industry, the fair is a must-attend event for food professionals.
New DistributionDeep Dive into JD's New Channel: How Should Manufacturers Respond to This Sweeping New Model?
JD's New Channel initiative is poised to fundamentally reshape China's FMCG distribution landscape. This article analyzes its business model, advantages, disadvantages, and the strategic responses manufacturers and distributors should consider.
赵波A person's earnings: 12.5% from knowledge, 87.5% from relationships.
In your 'life bankbook,' besides money and professional knowledge, how many connections do you have? How strong is your 'network competitiveness'? A Stanford Research Center report concluded that a person's earnings come 12.5% from knowledge and 87.5% from relationships. This data may shock you. In Taiwan's securities investment circle, Yang Yaoyu is a case of maximizing network competitiveness. Having left the workplace a year ago, he serves as a financial advisor to friends and as a director of five electronics companies. It is estimated his net worth is nearly NT$100 million.
New DistributionTen Comprehensive Profit Models for Distributors
The article outlines ten profit models for distributors, including contracting sales to employees for zero-cost efficiency, forming alliances with other distributors, leveraging manufacturers' expansion, focusing on niche markets, expanding into new regions, relationship marketing, vertical integration, corporatization, branding, and industrialization. Each model is illustrated with examples and practical advice.
New Distribution7 Simple Terminal Visit Tips Summarized by Sales Elites: Classic, Practical, and Better Than a Hundred Trainings!
This article shares seven practical tips for terminal visits, including stating your purpose directly, standing out to gain attention, reading the customer's mood, identifying the right contact, highlighting benefits, breaking through resistance, and maintaining a positive attitude. These tips are based on real-world sales experience and are designed to improve visit effectiveness and build better customer relationships.
New Distribution6 Models for Marketing Executives to Stay Close to the Market
The art of war says, 'A skilled commander seeks victory from the situation, not from blaming his men.' Marketing executives, as commanders, should create favorable conditions for their teams rather than just pushing them hard. This article outlines six practical models for marketing executives to stay connected with the frontline, including regular market visits, dealer communication, employee feedback platforms, breaking down departmental silos, monthly themed work, and focusing on terminal sell-through.
吴忠文Evaluating Distributor Staff Performance: The Key Lies in Salary and Performance Assessment
Regardless of the period, region, market conditions, or products, salespeople are the foundation of sales work. Therefore, motivating sales staff while ensuring the implementation of strategic intentions from senior leadership is a critical issue for manufacturers and distributors. Among various solutions, adjusting the salary structure of sales personnel is the most direct and effective method. This article provides a detailed explanation of how to build a salary system for sales staff, hoping to assist leaders in the liquor industry and distributor partners.
New Distribution13 Key Points Account Managers Must Focus on in Distributor Management
Distributors play a dominant role in local markets by delivering products to retail outlets. The following are 13 key details that account managers must pay attention to in their daily management of distributors, including sales growth analysis, payment collection, policy compliance, inventory management, and more.
New DistributionBoost Sales in Peak Season: Up, Up, Up!
To significantly increase peak-season sales, companies must not only work hard in the off-season but also excel in the peak season. This article outlines a three-stage approach: 'Fill the Channels' (ensuring maximum distribution), 'Add Fuel to the Fire' (shifting from trade promotions to brand building), and 'Add Flowers to the Brocade' (focusing on consumer promotions and terminal execution).
New DistributionThe Story of a 'Foolish' Salesman Earning 20,000 Yuan a Month
A client of mine entrusted a salesman with important tasks, and he took on the toughest challenges, handling slow-moving and recalled goods. The client said, 'This salesman isn't cunning, but I'm willing to pay him 20,000 yuan a month. He's been promoted from basic sales to professional manager. What I value is his diligence, persistence, and character.' Here's how he cracked the hardest nuts.
魏庆The Internet "Wolf" Has Come, Where Are the Dealers' "Guns"?
After the Lantern Festival, the New Year has passed, but the mood remains unsettled. Before the holiday, while everyone was considering how to do business in 2016, Alibaba and JD.com announced their entry into the FMCG sector, adding fuel to the fire. The industry is now discussing countermeasures, with efficiency improvement and transformation being common concerns for millions of dealers. As a software developer in the FMCG field, we offer our perspectives from another angle.
张贤鑫What Distinguishes One Distributor from Another?
This article analyzes the differences between failing and successful distributors. Failing distributors are characterized by passivity, lack of after-sales capability, waiting for opportunities, complaining, procrastination, talking without action, price sensitivity, and confused thinking. Successful distributors, on the other hand, build sales teams, set clear goals, focus on store image, understand profit sources, persist in partnerships, and work diligently without fanfare.
New DistributionIs Wahaha Being Abandoned by Consumers?
Wahaha, once known for being close to the market, seems increasingly unable to reach consumers' hearts. Facing the heavy topic of recession and downturn as the keywords for the food and beverage industry in 2015, even this FMCG giant with 30 years of experience cannot stay aloof. The strategy of surrounding cities from rural areas is clearly no longer sufficient for Wahaha's next development pace. On the 27th, at its new product launch and Beijing partner appreciation meeting held at the Beijing National Convention Center, Wahaha again emphasized strengthening its focus on first- and second-tier city markets, showing a shift in its sales strategy.
金晓岩Distributor's Internet+ Transformation: If You Can't Lead the Future, Use Others' Business Technology to Change Your Own
Only a few enterprises and individuals can lead the future of business; the vast majority can only be led. Even so, how can we seize the future of business from being led? This article presents a case from the book "From Trends to Action: New Business Ecology + Enterprise Transformation and Change in the Next Decade": a third-tier market distributor uses business technology to carry out transformation in the mobile Internet era.
李政权How to Design a Business Organizational Structure Based on Different Development Stages and Operating Conditions of Distributors?
Every distributor goes through a process of growth from small to large and from weak to strong. As brands increase, channels expand, and teams grow, the business organizational structure must be adjusted timely to reduce operating costs and maximize sales and profit contribution. Distributors typically establish their business organizational structure based on market division methods, which include four common types: by region, by product, by channel, and by a combination of these three.
王焕之