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 139 of 193
How Distributor Bosses Should Handle Annual Budgeting and Control in 2016
At the end of the year, it's time for summaries, reviews, and planning, with expense budgeting in full swing. Besides performance, expenses are a crucial part of daily management. Many distributors complain that store expenses are insufficient, but do they know the actual returns? This article discusses how to determine store expenses, create effective budgets, and control expense loopholes.
黄静Ten Common Misconceptions in Terminal Cognition and Operations for Marketers
This article shares insights from Mr. Pan Wenfu during a WeChat group discussion in the '365 Business School'. It outlines ten common mistakes in terminal cognition and operations, including overemphasizing sales over market development, neglecting small clients, mismanaging product mix, and confusing channel terminals with marketing terminals. The article also provides a case study showing that a 1% cost reduction and 1% sales increase can boost profits by 19%.
师顺宽How Can Distributors with 1000-1500万 Sales Break Through Growth Bottlenecks? Attached: 38,000-Word Distributor Internal Management Process Template for Download
Recent research in county markets with populations of 600,000-900,000 in Henan, Hubei, and Guangxi reveals that distributors with annual sales of 10-15 million are hitting growth bottlenecks, with sales declining in 2014-2015. Common issues include small teams of relatives, poor internal management, reliance on a few brands, and lack of professional marketing and management skills. The article suggests phased reforms: first, establish financial and inventory systems; second, improve terminal market performance and team evaluation; third, adjust product structure and implement budgeting. It emphasizes that growth beyond 15 million requires management efficiency, not just selling.
赵波90% of Companies Have the Wrong Inventory Management Logic
This article discusses common mistakes in inventory management logic, including focusing only on absolute inventory rather than relative inventory, focusing only on total inventory rather than effective inventory, and focusing only on the present rather than future predictions. The core purpose of inventory management is not to avoid stockouts but to maximize future sales by continuously supporting product availability.
黄成明Zhu Danpeng: How Can Distributors Avoid Becoming 'Shocked Merchants' When Selecting New Products?
As market economy reforms deepen and competition intensifies, industry segmentation has become inevitable, and innovation across sectors is a defining trend. But is 'new' necessarily 'good'? Ultimately, consumers decide. Looking at the development of China's FMCG industry, the biannual sugar and wine fairs are a microcosm: thousands of new products debut each session, some winning consumer favor, others being rejected or slowly accepted. Thus, distributors—the frontline support for manufacturers—experience mixed fortunes. Why? How can they avoid becoming 'shocked merchants'? The author offers 13 principles based on years of experience.
朱丹蓬Countdown to Spring Festival: 9 Factors and 1 Rule to Help Distributors Decide How Much to Stock
For holiday stocking, many distributors have had frustrating experiences: due to poor planning and insufficient stock, they run out of products at the peak of sales, missing out on profits; conversely, some overestimate market conditions and stock excessively, leading to overstock and forced clearance after the holiday. Thus, holiday stocking requires a balance. This article analyzes nine factors affecting holiday sales and introduces the 1.5x safety stock rule to help distributors determine optimal stock levels.
崔自三Distributors Should Know How to Assess a Product's 'Sellability'
When initially selecting products, distributors naturally consider the product's inherent characteristics, commonly known as 'sellability'. Sellability refers to all factors that determine a consumer's purchase decision. At retail, consumers consider one or several sellability factors, such as taste, portion size, and price. Compared to consumers, distributors must assess sellability more comprehensively, not only evaluating the product's attributes but also understanding the target consumers' age, preferences, spending power, and purchasing channels.
New Distribution13 Killer Tactics to Obliterate Low-Price Competitors!
Facing the impact of low-price products, most salespeople first feel fear and then demand policy support. Here, I share my 15 years of practical strategies, tactics, and maneuvers for hunting down low-price competitors, divided into three parts. These methods are truly 'essential for home travel and deadly for rivals,' and mastering even one can make you an industry expert, boosting performance or earning you fame.
周广军Best Original Articles of 2015
In the second half of 2015, this platform published a total of 38 original articles, including several with over 100,000 reads. The quality and content of the articles have gained widespread support and recognition from readers, as reflected in readership and sharing numbers. In 2016, we will increase our original content efforts to provide more professional, higher-quality, and more in-depth articles. We also welcome readers to leave comments at the bottom to offer guidance and help us improve. Featured original articles from 2015: How FMCG distributors can introduce sales management software to improve their management level...
赵波How Should Food Distributors Survive in 2016?
Due to slowing economic growth, severe product homogenization, oversupply, and intense competition in the food industry, coupled with the hype around internet marketing concepts, food distributors face unprecedented challenges in 2016. This article provides practical advice on how to thrive by selecting products based on local consumer demand, building terminal profit models, improving team management efficiency, and adapting strategies according to company size.
师顺宽How Can Distributors Effectively Launch New Products and Make a Splash?
In a narrow sense, new product sales are essentially the process of unblocking the distribution chain, and how to effectively unblock this chain is the key to a successful new product launch. This article provides distributors with strategies for effectively launching new products by focusing on three key points: distributors' willingness to promote, retailers' willingness to sell, and consumers' willingness to buy.
New DistributionHow to Solve Distributors' Problem of Soon-to-Expire Products?
This article analyzes the causes of soon-to-expire products at distributors and retail outlets, and provides countermeasures. It emphasizes prevention, proper inventory management, and avoiding illegal date modification.
New Distribution365 Business School Micro-Course | Zhu Zhiming, China's No.1 Practical Wine Marketing Expert: Ten Thoughts on Confusions about Boosting Product Sales
Why is your product slow-moving, difficult to sell, or performing poorly? Why is your market not breaking through, or growing slowly after a breakthrough, or declining rapidly after a rapid breakthrough? Why do your salespeople go through the motions despite systematic systems and strict management? Join Mr. Zhu Zhiming as he shares 'Ten Thoughts: Confusions about Boosting Product Sales'.
New DistributionThe Era of Consumer Refinement Replaces Channel Refinement Has Arrived
Views like 'terminal is king' and 'channel is king' have been popular in the business world for over a decade. The author, who once advocated such ideas, now argues that channel push is giving way to consumer marketing penetration, ushering in a new era where consumer refinement replaces channel refinement.
李政权Three Modernization Transformations Facing Traditional Distributors
Brand transformation is a key marker of modernization for traditional distributors. In the past, distributors merely helped brand companies sell products and brands, but future modern distributors must learn brand management to cultivate and build brands.
New DistributionHow to Successfully Host an Order Conference at Year-End?
Order conferences are a common promotional tactic in the industry, used by manufacturers to boost sales and recruit distributors. Distributors also actively imitate this by collaborating with brand manufacturers to expand their second-tier wholesalers and retail channels. These events help quickly distribute products to sales points, occupy capital and shelf space, and create a strong market push. Distributor order conferences can be categorized by client type (distribution clients vs. sales outlets) and by venue (on-site vs. door-to-door). This article focuses on on-site order conferences, which, if poorly executed, can become mere social gatherings with low orders or poorly attended events. Success requires attention to details.
New DistributionWhy Do Distributors Often Fail with New Products and Earn Less?
In the previous post 'How Should Distributors Conduct Their Business in 2016 Amid Economic Downturn?', we discussed the issue of distributors selecting new products. Building on that, we now explore this topic from a different angle. A common phenomenon is that distributors often fail with new products and earn less from them; many articles also mention the difficulty of 'moving new products'. The reasons are complex, and we won't analyze them one by one. In fact, not only distributors but also larger brand companies face certain risks when launching new products.
张德昭Ten Essential Skills for Sales Managers to Master Channel Inventory Pressure
An interesting phenomenon is observed: most second- and third-tier products heavily emphasize and rely on channels, yet channel management remains at the simple level of inventory pressure and payment collection. After years of experience, most salespeople have not fully integrated these two skills, and there is a clear deficiency in how to effectively implement inventory pressure. Based on years of marketing experience, I summarize my practical experience into ten key techniques for inventory pressure.
高春利Supermarkets Have Changed, What Should Distributors Do?
As supermarket enterprises enter a crisis, distributors are facing enormous operational risks. Suppliers have deeply felt the shift in the supply chain due to the rise of chain retail, moving from difficult business and declining profits to high risks. Some distributors even lament, 'Doing business with supermarkets is suicide, but not doing it is waiting to die.' Faced with high costs and increasing risks from supermarkets, how can distributors make structural adjustments to survive this crisis? The supermarket industry itself is irreversibly entering a critical phase of survival of the fittest...
New DistributionFive Observations, Eight Questions, Four Checks, and Ten Key Elements of Sales Points: The Basics of Terminal Store Inspection!
This article outlines the fundamental skills for terminal store inspection in FMCG, including five observations (display, sales staff, promotions, products, and opportunities), eight questions (sales, products, promotions, store, consumers, barcodes, customer relations, and training), four checks (sales data, inventory, promotional materials, and sales staff reports), and ten key elements of sales points (product, price, location, POP, key tools, main push, inventory, store staff, periodic promotions, and competitor information).
New DistributionHow to Handle Terminal Display? Remember These 9 Words!
From the principle of simplified management, display is actually a meticulous task that requires care. If executed according to basic requirements, it can effectively enhance store image and boost sales. The nine key words are: quantity, concentration, ease, completeness, cleanliness, association, timeliness, brightness, and color.
New DistributionPractical Preparation Guide for In-Store Promotions
This article provides a practical guide to planning and executing retail promotions, covering key principles, types, processes, budgeting, and preparation checklists, with a focus on detail-oriented execution.
艾建军How Can Prefecture- and County-Level (Frozen Food) Distributors Survive After the Dividend Disappears?
Compared with ten years ago, or even earlier, prefecture- and county-level distributors were thriving and making good money. A decade later, the situation has completely reversed, especially in the past year or two, as their living space has been increasingly squeezed. The main reasons are: 1. Information has become more accessible. Previously, prices were secret, and making dozens to a hundred yuan per box was common, earning money from information asymmetry. Now, with WeChat and social media, any product and price can be found, making information and prices transparent.
刘助Standard Solutions to 24 Common Refusal Reasons in Terminal Distribution
During FMCG terminal distribution, especially when launching new products, salespeople often encounter customer objections they cannot answer, hindering communication and deals. This article provides standard responses to common customer resistance points, distinguishing between genuine and false objections.
刘利民