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 141 of 193
How Can Trading Companies Strengthen Risk Prevention?
Enhancing risk prevention awareness is a serious challenge for every trading company. Currently, food trading companies mainly face operational risks from upstream manufacturers and risks from downstream supermarket closures causing bad debts. To control upstream cooperation risks, the marketing department should follow key principles: diversify brands, avoid paying upfront for goods without immediate delivery, reasonably control advance payments, and consider after-sales service. To mitigate downstream risks, companies should establish financial early-warning mechanisms, develop operational procedures based on financial analysis, and stay vigilant by collecting information to detect early signs of supermarket problems.
New DistributionYijigou: Building a Harmonious Channel Ecosystem
While B2C e-commerce platforms are engaged in price wars with no clear future, B2B e-commerce seems to exist in a different world. Yijigou, a B2B platform, achieved nearly 40 million yuan in transactions on Double 11 and surpassed 100 million yuan in total transactions within two months, covering over 20 cities. The company aims to become the mobile ordering platform for 10 million retail stores.
尚阳14 Lessons in Business Training: Knowledge, Skills, Breakthrough, and Improvement—Even the Music Between Classes Is Thought Out for You!
In an era where money races against time, soon after a liquor company successfully recruits distributors, they become restless and urge the company to launch products to market as soon as possible. The first problem for liquor merchants is how to train the newly formed marketing team. As the saying goes, 'Before soldiers move, provisions go first.' Marketing training is like provisions, and its effect is more like a few whispered words. Here, we provide training in four major sections—'Knowledge, Skills, Breakthrough, and Improvement'—to achieve the effect of four whispered phrases: 'I love you,' 'You're capable,' 'You're great,' and 'I marry you.' Then developing the market will not be difficult.
New Distribution365 Business School | Mei Mingping, the No.1 Distributor Trainer, Helps You Make Money More Easily!
As a distributor, if you don't understand the four stages of business development, you may become complacent and unwilling to change; if you don't know where the final battlefield of competition is, you may be eliminated by consumers; if you rely solely on manufacturers and avoid advertising, your regional brand awareness will decline; if you only seek quick profits and don't invest in market cultivation, conflicts with manufacturers will intensify. All these stem from a lack of understanding of positioning and promotion. This issue discusses the first of the '18 Ways for Distributors to Make Money Quickly': how to position yourself scientifically.
New DistributionDistributors' Dilemma: How Should I Manage People?
Two distributor cases reveal the pitfalls of relying on relatives without proper management. The article advises distributors to shift from hiring based on kinship to implementing systems and processes, using a case study to illustrate successful reform.
毛小民365 Business School | Mei Mingping, the No.1 Distributor Trainer, Helps You Make Money More Easily!
As a distributor, if you don't understand the four stages of business development, you may become complacent and unwilling to change; if you don't know where the final battlefield of competition is, you may be gradually eliminated by consumers; if you are unwilling to advertise and rely solely on manufacturers, your regional market awareness will decline; if you are unwilling to invest in cultivating the market and only want to make quick money, conflicts between manufacturers and distributors will intensify. In fact, all this is because you don't understand promotional positioning! This issue's topic: The first of the 18 Ways for Distributors to Make Money Quickly: How should distributors position themselves scientifically?
New DistributionTen Sins of Manufacturers Listed by Distributors, Each One Bleeding!
A previous article titled 'Ten Sins of Agents in the Eyes of Salespeople' sparked discussion among manufacturers and distributors. In response, a distributor compiled a list of ten sins committed by manufacturers, which is shared here for reference and discussion.
New DistributionSeven Dimensions for Sales Supervisors to Check Salesmen's Work in the Field
From the perspective of employee visit efficiency, when the company is pushing new product distribution and leaders are anxious, it's possible that employees are slacking off, ending their work early, or even skipping visits altogether. There may also be missed orders, where employees fail to secure all possible orders during their visits. If such issues exist, they should be addressed in morning meetings with rewards and penalties, and the penalty for missed orders should be publicly announced to motivate everyone to push new products and improve personnel management efficiency. From the barcode distribution perspective, new products may not be suitable for all outlets, so it's important to check if employees are following the distribution standards and whether those standards need adjustment.
New Distribution12 Months of White Liquor: How to Promote in Peak and Off-Peak Seasons? Grasp the Promotion Rhythm and Stop Acting Blindly Each Month
1. Transition from peak to off-peak season (March-May): After the Spring Festival, white liquor moves from peak to off-peak season. Many companies still manage the market by seizing opportunities before and during the off-peak. From March, more companies start market actions, with promotions and new products aimed at stocking, boosting sales, enhancing brand influence, and expanding market share. Promotions include adjusting bestseller strategies, distributor screening, terminal building, consumer pulls, product sorting, and recruiting distributors. 2. Off-peak season (June-August): Focus on market building, with channel promotions, consumer promotions, and hard/soft terminal construction. 3. Peak season (September-February): Key is rapid terminal grabbing, channel innovation, market cultivation, consumer promotions, and product combinations.
New DistributionJDB's Success: It's Deep Distribution, Not Positioning!
Deep distribution has many classic and successful cases. Amidst the jungle of competing theories, practice is the sole criterion for testing truth. Li Dayi learned Teacher Bao's deep distribution theory 13-14 years ago and applied it in the market, which greatly enhanced his skills. He argues that JDB's true core competitiveness lies in its deep distribution capability, the strongest among all domestic FMCG companies.
New DistributionWhy Do Most Distributors' Platform Transformations End in Failure?
The prevalence of JD.com and Taobao has made the concept of platforms trendy, even to the point of being overhyped. I've met several distributors with sales in the tens of millions who talk about platforms and trends constantly, but when asked about their plans, they only offer vague notions of becoming bigger and stronger. When we are still a pig, we shouldn't pretend to be a tiger; the bigger the pig, the more dangerous it is, and distributors should especially heed this warning! What is a platform? Generally speaking, a platform builds channels between merchants and users, merchants and merchants, and users and users, with positive incentives where more transactions on one side stimulate growth on the other. However, many distributors fail because they cannot achieve the second trait of a platform: costs that do not increase with transaction volume.
黄润霖When Salespeople Are Idle, Markets Unmanaged, and Maintenance Neglected, They Resort to Pressuring Stock, Chasing Payments, and Maliciously Overdrawing the Market—How Should Such Business Be Managed?
Many bosses only care about sales results, not the process, which can lead to idle salespeople, market mismanagement, and harmful practices like forced stocking and price dumping. Modern marketing emphasizes process management, and this article outlines six key measures—recruitment, goal setting, work planning, reporting tools, performance appraisal, and audit monitoring—to effectively manage salespeople and ensure sustainable performance.
柏龑31 Trends in Traditional Channels Over the Next Decade: The Future Won't Need So Many Distributors, Second-Tier Dealers, Outlets, or Even Sales Representatives
The article outlines 31 trends in traditional distribution channels over the next decade, predicting a significant reduction in the number of distributors, second-tier dealers, and retail outlets, as well as sales representatives, due to the rise of e-commerce, mobile technology, and data-driven operations. It covers changes in distributor, second-tier dealer, and terminal channel trends, as well as transformations in physical stores.
李政权Year-End Review: How Distributors Can 'Carry Forward the Past and Open Up the Future'
Year-end is a critical period for distributors to carry forward the past and open up the future. They must not only follow the pace of manufacturers in ordering and stocking products and arranging Spring Festival promotion schedules, but also summarize and review their own business performance over the past year, and look ahead to new plans and goals for the coming year. So what should distributors be busy with? Reviewing goal achievement: The achievement of sales targets is the most basic requirement for distributors to survive and develop. At the very least, we need to check the actual completion of the following goals...
崔自三Three Core Elements for Manufacturers to Train Distributors
Distributors generally suffer from low quality, lack of marketing theory knowledge, and outdated concepts and sales methods, which greatly restricts the rapid growth of their performance. Therefore, it is crucial to teach customers survival skills and the ability to gain profits from the market to achieve a win-win strategy for both the enterprise and customers. To effectively cooperate with enterprises in distribution activities and market operations, comprehensively improve distributor quality, and achieve common development, three core elements are essential: helping distributors establish advanced business concepts, providing necessary assistance in management and guidance, and strengthening learning and communication among distributors.
徐汉强Why New Product Launches Fail: 30% Tied to Outlet Assessment, Admit It?
Many new products fail because companies set only sales targets without outlet assessment metrics, pushing marketers to create numerous ineffective outlets that kill the product. To sustain growth, channel focus is essential: screen outlets and target 'quality fish'.
New DistributionVideo + Courseware: 18 Weapons to Make Your Products Move Efficiently
Product sell-through is a major concern for companies and distributors. This article addresses three common market scenarios: products that don't sell at all, sell slowly, or spike and then decline. It outlines 18 key factors, from product design and pricing to channel strategy and promotional activities, to help you master the art of product sell-through.
朱志明How Can Distributors Effectively Support New Products?
When companies launch new products with great effort, they often find that despite distributors' willingness to promote them, sales remain sluggish. The problem often lies in misidentifying target customer groups, improper distribution strategies, and inadequate market promotion capabilities.
毛小民Internal Training Guidelines for Terminal Display of a Yili Milk Distributor: Practical and Effective
Standardized display is crucial for influencing consumer purchase decisions, enhancing brand loyalty, attracting impulse buyers, and increasing sales. This training manual outlines the purpose, principles, and specific requirements for effective product placement in retail outlets, including shelf positioning, date management, and special displays.
徐汉强2 Marketing Support Platforms + 8 Steps of Terminal Visits: Build a First-Class Team with Ordinary People!
There aren't that many talents in this world; use models to let ordinary people accomplish extraordinary things. In a China-US CEO dialogue about what to focus on during rapid corporate growth, American entrepreneurs unanimously wrote "team" on their boards, highlighting the value of teams. However, for many domestic companies, building a marketing team, especially a sales team, remains a headache due to the scarcity of excellent salespeople and marketing talent. This article suggests starting from two aspects: building marketing support platforms and breaking down sales actions to simplify complex tasks, using standardized models like the "Eight Steps of Terminal Visits" to train ordinary people into a top-tier marketing force.
刘文新The 'Ten Sins' of Distributors in the Eyes of Sales Staff
The following 'Ten Sins' were summarized by a manufacturer's salesperson with years of experience in communicating with distributors. It must be noted that this article is not intended to offend or insult distributors, but rather to summarize the thorny and difficult issues that arise during cooperation between companies and distributors, so as to avoid them appropriately in future cooperation and make the 'marriage' between both parties more pleasant and effective. Of course, the occurrence of these problems is not solely due to distributors; it is also related to the quality and service level of many mixed manufacturers themselves. The editor may later publish a 'Ten Sins of Manufacturers' for self-examination.
New DistributionSix Major Objectives and Operational Approaches of Channel Promotion
Since promotion is an important means for enterprises to participate in competition and achieve set goals, it is necessary to plan promotion from a strategic height. The primary task of promotion planning is to clarify the purpose of promotion, as different purposes require different promotion policies. Only by formulating corresponding promotion policies and plans based on clear promotion purposes can set goals be successfully achieved. Looking at the various promotional activities around us, how many are truly strategic, purposeful, planned, and creative? The promotion targets can be end consumers or channel members.
芮新国How to Do Display in Hypermarkets? (Data Analysis)
On average, 70% of purchase decisions are made in-store, and the lower the age group, the higher the probability of impulse buying. Consumers spend 11.4% more in-store than they planned, meaning that on average, 11.4% is impulse spending. Therefore, display is crucial for product sales, especially for new products, as it increases the chance of being noticed. So, what makes an effective display? How can displays be made effective? ...
OwenChenThree Strategies for Distributors to Win the Year-End Battle
As the year draws to a close, baijiu distributors are gearing up to hit their sales targets, but this year's traditional peak season is unusual, with a chilly industry atmosphere and weak market demand. To win the year-end battle, distributors need to adjust in three key areas: inventory, channels, and team. Ensuring ample stock, diversifying sales channels, and strengthening incentive mechanisms are crucial.
New Distribution