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 137 of 193
What Kind of Salesperson Do Supermarket Buyers Like Most?
Manufacturers and suppliers, especially in FMCG, must deal with supermarkets and hypermarkets. Salespeople need to sell themselves before selling products. Buyers prefer salespeople who are highly trustworthy, professional, well-organized, methodical, and able to build personal rapport.
New Distribution“De-intermediation” Targets Second-Tier Distributors: Will B2B E-commerce Really Kill Them Off?
In the past, the phrase “second-tier distributors will die” referred to their gradual elimination with the times—a natural death. Now, B2B e-commerce aims to kill them off, claiming to replace them. Can B2B e-commerce fully replace second-tier distributors?
张宇After Product Distribution, Learn Step by Step How to Achieve Sell-Through!
The most direct and important indicator of a distributor's performance in operating a product is the terminal sell-through after distribution. Since the terminal is the final point where consumers decide to purchase and the ultimate realization of the distributor's profit, solving the terminal sell-through problem is crucial for increasing sales, especially in the competitive baijiu industry.
New DistributionHow to Be a Profitable Distributor?
Becoming a profitable distributor is a dream for many in the industry, but it's challenging in today's competitive and sluggish market. Based on years of research on successful distributors, the author identifies key traits: having a profit-oriented mindset, being adaptable to market changes, fostering win-win partnerships, maintaining a broad vision, and mastering management skills.
崔自三Inside the Making of a 15-Yuan High-Speed Rail Meal (Photos)
During the 2016 Spring Festival travel rush, high-speed rail meals became a hot topic again, with passengers generally complaining about their high prices. Although these meals are meant to be a temporary convenience, a reporter's visit to Beijing Jingtie Train Service Company revealed the complex preparation and production process behind them. The company has a dedicated procurement team that selects every vegetable, bypassing dealers to buy directly from production bases, ensuring pure green vegetables.
New DistributionThe Ultimate Realm of Distributor Operations
Distributors who are respected by peers, have monopoly power in their region, provide good services to downstream customers, offer strategic advice, have strong market expansion capabilities, possess network advantages, come from big company sales backgrounds, are promising large secondary wholesalers, are new-generation, or are cross-industry with strength are all ideal partners. The article details these ten types of distributors and common mistakes in selecting them.
New DistributionNot That I'm Teaching You to Be Bad: Three Types of "Bad Apples" That Bosses Also Crave
Smartly exploiting loopholes: ordinary salespeople explain policies, while excellent salespeople interpret them. A one-word difference leads to vastly different practical results. When bottled water first emerged in Shenzhen and other first-tier cities, Company Y launched a promotional scheme offering free water tickets with newspaper subscriptions to attract customers, with distributors delivering to customers for a 2 yuan per barrel service fee (as noted on the ticket). The scheme was novel, but compared to the retail profit of over ten yuan per barrel, distributors were unmoved by the 2 yuan service fee. Delivering a barrel of water only earned 2 yuan, barely covering the delivery person's labor, so there was little incentive. The scheme hit a red light: distributors refused to deliver, and customer complaints poured in.
王帅斌Eight Reasons Why Salespeople Have No Customers
1. Having too few potential customers. Customers are the ones who place orders with salespeople; the more customers a salesperson has, the more solid the foundation of their business. Top salespeople can continuously sell products because they have a sufficient number of customers. Research shows that salespeople with poor performance have few customers because they often make one or more of the following three mistakes: (1) not knowing where to find potential customers; (2) not identifying who potential customers are; (3) being too lazy to develop potential customers.
New DistributionSales Notes: My Terminal Sales Rep Was Counter-Marketed!
Sales reps should learn to assess whether a store's business has prospects before investing resources, especially for restaurants. Many restaurants close within two months of opening, and blindly investing for metrics like distribution rate will only hurt yourself.
陈波When a Distributor Marries a Manufacturer: How to Manage the Marital Relationship
The relationship between manufacturers and distributors is often likened to a marriage: equal, mutually beneficial, and goal-aligned, with occasional minor conflicts. This article explores how to maintain this relationship by understanding each other's needs, choosing the right partner, and applying the three key principles of mutual giving, understanding, and responsibility.
张宇Why Is Uni-President's Assam Mini Milk Tea Still Lukewarm?
The beverage industry has been struggling this year, and many companies have launched new products to reverse the trend, but with little effect. Uni-President's new Assam Mini Milk Tea has been slowly appearing in the market, but after months, it remains lukewarm due to unclear consumer positioning, high pricing, and weak promotion.
金洋How Can Distributors Win the Battle for New Products?
New products generally carry high risks and costs, and their promotion and sales are more challenging compared to established products. However, distributors often must vigorously promote new products due to manufacturer requirements and the potential for establishing market position and profitability. Many distributors recently acquired agency rights for new products at the Chengdu Sugar and Wine Fair, making promotion their top priority. We liken new product promotion to a battle, divided into three stages: reconnaissance, assault, and defense.
张帆Master the Golden Rules and Data of Terminal Display to Not Lose Sales at the 'Final Kick'!
As the 'final kick' of sales, product terminal display is a highly technical practical operation. The following key points are intended to help improve the professional level of frontline staff and store efficiency.
New DistributionHow Distributors Can Establish a Systematic Accounts Receivable Management System (With a 3,000-Word Case Study)
For distributors, accounts receivable are a vital component of current assets, and establishing a systematic management process is a common concern. Chen Lei (pseudonym), general manager of Wuhan Shengyuan Trading Co., Ltd. in Hubei, shared his company's accounts receivable management system. He stated, "Establishing an accounts receivable management system ensures the company maximizes the use of customer credit to expand the market, which not only facilitates product sales but also minimizes the cost of bad debt losses, shortens the time funds are tied up in receivables, and accelerates capital turnover, thereby safeguarding the company's capital and preventing operational risks."
张宇Supermarket B2B Platforms Are Hot: How Are They Eating Distributors' Lunch?
At JD.com's annual meeting, Liu Qiangdong revealed that in 2016 JD.com would launch a 'New Channel Division' to partner with community stores and supply them directly, bypassing distributors and wholesalers. Similarly, Alibaba's B2B division announced a 'City Partner' plan to provide retail outlets with sourcing, delivery, and financial services, also aiming to capture distributors' market share. Meanwhile, supermarket B2B platforms like Zhanghetian, Huiminwang, 500mi, Yubianli, Aibianli, and Youwuxian have all secured funding, signaling a wave of internet disruption in the distribution sector.
弓东力Three Tricks to Handle 'Troublesome' Distributors
Many sales managers often complain that distributors are difficult to manage and tricky, and despite offering many policies, they are still hesitant when it comes to making payments at the end of the month. Distributors bombard sales managers with complaints upon meeting, making them both fearful and resentful. However, managing distributors can be easy if you find the right approach. Based on years of experience in distributor management, here are three tricks for troubled sales managers. First: Help distributors make money.
孙星遇18 Ways for Distributors to Transform Under the Squeeze of B2B E-commerce
Distributors can improve management, shift to a service-oriented model, and build their brand to strengthen their core operations. Additionally, they can explore new tactics such as opening online stores, leveraging social media, launching physical stores, organizing group buying, using vending machines, partnering with B2B platforms, co-investing with manufacturers, or even pivoting to logistics, finance, after-sales services, or entirely new industries.
董阳Understanding Distributors Through the 'Six Types' of Supermarket Merchandising by Salespeople
As living standards rise and the consumer market grows rapidly, competition in the FMCG industry has become intense, and market operations have entered an era of precision. The standard for market excellence has shifted from sales volume alone to terminal performance, including distribution rate, image promotion, pricing system, and terminal display. Especially terminal display, as almost all FMCG manufacturers now recognize that supermarket and terminal store shelves are where products intimately interact with consumers, leading to a vigorous 'enclosure movement.'
刘连喜Analysis and Comparison of Different Types of Distributors
This article categorizes distributors based on their cooperation with manufacturers and their own business models. It contrasts Type A and Type B distributors in terms of partnership, communication, and integrity, and then contrasts Type C and Type D distributors regarding management style, philosophy, and learning orientation, emphasizing the importance of being a Type A and Type D distributor for success.
赵永杰How Should Distributors Design Their Compensation System?
Many distributors operate and manage their businesses in a rough and disorderly manner, especially in terms of compensation, which lacks forward-looking planning and systems, significantly hindering their rapid development. To stay ahead of competitors and gain more growth space, distributors must design a reasonable compensation system based on their company size and development stage, making it a perpetual motion machine for high-speed enterprise growth. Current problems in distributor compensation systems include: 1. No standardized system. Since many distributor companies employ family members, they see no need to establish a compensation system, let alone a written policy.
崔自三How to Leverage Company-Invested Funds to Make Outlets Both Productive and Attractive?
Marketing has three transformations: terminal media, sales communication, and PR implementation. These are the three basic principles for FMCG marketers to operate retail stores and create point-of-sale visual merchandising. With increasingly fierce market competition, achieving these requires good customer relationships and sufficient market funds, but almost all salespeople feel funds are insufficient no matter how they save. Jinmailang's chairman, Fan Xianguo, once joked: "If I give away 2 jin of beef with every pack of braised beef noodles, what do we need marketers for?" Indeed, a marketer's value lies in maximizing sales with minimal market resources. This article focuses on how to effectively use market display funds to enhance terminal visual merchandising, addressing common problems and offering solutions such as empowering frontline salespeople, motivating store owners, and third-party verification.
张宇Why Is It Difficult for Distributors in the FMCG Industry to Add Vehicles?
In the FMCG industry, companies commonly require distributors to add vehicles to improve delivery and visit frequency, which is generally correct. However, distributors often oppose this due to management capability issues, not just cost. While 'Han Xin'-level distributors can grow profits through better sales, 'Liu Bang'-level distributors struggle with current vehicle and personnel management, making it hard to add more.
孟鲲鹏Facts, Data, and Attitude: The Three Core Elements to Persuade Distributors
Manufacturers and distributors have always been both partners and adversaries. In this dynamic, salespeople often struggle to persuade distributors to wholeheartedly promote their products. This article outlines three practical methods—using facts, data, and the right attitude—to effectively convince distributors and foster cooperation.
New Distribution20 Thoughts on Channels
Yunlian Channel Thoughts No. 1: Conceptual Understanding. A channel, as the name implies, is a pipeline or connection. What does it connect? One end is the manufacturer or brand owner (sometimes they are different entities, such as in OEM and ODM arrangements), and the other end is the consumer. In the connecting pipeline between these two points, there are countless stories, forms, models, and personalities, which we will gradually consider. The first issue encountered is what is being connected. Generally speaking, the entire process and all links of physical products flowing from the manufacturer to the final consumer are called channels, hence the emergence of various classifications and terms such as agents, wholesalers, secondary wholesalers, deep distribution distributors, terminal retailers, KA retailers, traditional grocery stores, special channels, closed channels, youth channels, entertainment channels, township channels, and so on, which we will analyze slowly in the future.
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