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 143 of 193
How Distributors Can Operate the Market and Make Steady Profits
Market stability and sustained growth are more important than anything else. As agents for manufacturers in regional markets, distributors need sales, market share, and profits, but they need them to be stable. They do not need fleeting market booms; they need stable, continuously growing markets. The evolution from new product development to a stable market typically goes through three stages.
New DistributionSupporting Distributors: Give Them What They Need
Manufacturers don't sell products to distributors; they sell through them, making them allies in the same trench. Since distributors are weaker than manufacturers, supporting them is essential for mutual growth. This support can accelerate product sales, expand market share, and enhance distributor profitability, building a strong alliance. Distributors typically request advertising, promotions, entry fees, rebates, and more. How should manufacturers support them? Not by simply meeting every demand, but by tailoring support to the distributor's specific needs based on their growth stage and type.
韩亮The Four Types of Salespeople Bosses Like Most
After writing articles about salespeople favored by distributors and buyers, the author received requests for more such pieces. This article identifies four types of salespeople that bosses appreciate most: those who take responsibility, those who dare to suggest, those who are willing to dedicate themselves, and those who are adept at flattering the boss. The author emphasizes that while all four are valuable, the last type is often the most favored by bosses.
梁胜威How Jinmailang Uses the "Four-in-One" Strategy to Enable a Large Number of Distributors to Achieve Profits Exceeding One Million?
The Chinese instant noodle market, with annual sales exceeding 30 billion yuan, is a major FMCG category, yet it has shown typical signs of sluggish growth in recent years. Even distributors in key sales regions have been demoralized at annual meetings, complaining about difficult business conditions. Jinmailang's chairman, Fan Xianguo, anticipated this market scenario six or seven years ago, believing that the traditional management methods in the instant noodle industry have revealed obvious drawbacks after 30 years of development, leading to industry bottlenecks and eroding distributor profitability.
魔力互通How to Choose Products That Sell Well and Make Money?
Distributors often wonder why products that sell well don't make money, and profitable ones don't sell. This article analyzes why some products are unprofitable, what types of products lose money, and provides 11 criteria for selecting products that can drive both sales and profit growth.
刘助Vibrant Displays and Demonstrations: Making Small Outlets 'Run'
Many small brands wonder whether to invest in retail outlets given limited resources, while large brands with many outlets often find few are profitable. The key is to focus on profitable outlets regardless of size, and for small outlets, use concentrated colors, vivid displays, and live demonstrations to convey unique value and drive sales.
李玉国Troubled by Returns? 12 Tips to Reduce Product Returns!
Returns are a headache for many distributors. With limited product margins, if returns cannot be reduced and controlled, all the hard work may be in vain. It's normal to have returns when there are shipments, but how to effectively reduce and control them? Here are 12 tips based on personal experience.
周文佳Facing a Brand-New Brand and a Brand-New Region: How Can Distributors Achieve Rapid Distribution?
Speed is crucial in distribution, but many distributors rush into it without a clear plan, leading to incomplete coverage and subsequent sales issues. This article outlines eight strategies for rapid distribution, including prioritizing easy wins, broad seeding with focused cultivation, flanking from the periphery, leveraging strengths, combining old and new products, partnering with strong local distributors, persistent follow-up, and team-based distribution.
New DistributionLearn to Shift from 'Waiting for Orders' to 'Chasing Orders'
The author recently heard complaints from a famous ham company during a national training tour: some distributors rely on brand pull and remain passive, simply waiting for downstream orders. This article analyzes why this 'waiting for orders' phenomenon exists, its drawbacks, and how distributors can transform into proactive 'order chasers' to gain market initiative and competitive advantage.
崔自三Display Guidelines for RT-Mart Supermarkets
The display of terminal products directly affects product sales and image presentation. Daoyuan Xiaobian summarizes the nine-character policy, ten-point display standards for stores, and eighteen display rules for primary, intermediate, and advanced levels, systematically elaborating the standards and details of terminal display, which are also the most basic requirements for display. Although there are many display rules, they are not 'restrictions' but rather 'guidance' accumulated from science and practical experience. 'The subtlety of application lies in the mind,' so they can be flexibly applied according to specific situations and should not be dogmatic.
New Distribution8 Proven Methods for Managing Secondary Distributors
Secondary distributors in the sales field exist in two forms: one is storefront operations in traditional wholesale markets (mainly wholesale), and the other is wholesale-retail combined operations on city streets. For liquor manufacturers, developing and managing secondary distributors becomes a strategic choice for entering different markets. This article outlines eight methods to control secondary distributors.
New DistributionTonight at 8 PM: Teacher Pan Wenfu's Live Micro-Course "Reengineering the Distributor Customer Management System" – See You There!
Teacher Pan Wenfu will launch the industry's first live training micro-course on distributor internal operations management on November 10 via WeChat public platforms, with this platform being one of the first to broadcast. Distributors who wish to improve their business management but lack time for on-site training should not miss this learning opportunity. The micro-course will be held on November 10 at 20:00, lasting about one hour.
JOJO8.5 Billion, Li Yongjun and the Legendary 'Xizhilang'
A giant in the industry that started with 400,000 yuan, a low-key and silent entrepreneur, who built the world's largest jelly kingdom in 22 years of entrepreneurship. Currently, it has established over 40 branches and offices nationwide, with more than 1,000 distributors and tens of thousands of sub-distributors, and its sales scale reached 8.5 billion yuan in 2014. The legendary Xizhilang, upon entering the market, cleverly targeted the children's market. It first built the brand, then marketed, shifting from selling products to selling the brand. However, Xizhilang is somewhat mysterious, with almost no reports about it in newspapers, media, or websites.
神厨老九AliResearch: 9 Perspectives on Internet+ Traditional Industries
The connotation of 'Internet+' is the transformation and upgrading of traditional industries using the Internet. But why transform? What is the direction? How exactly? The core question is: for the same traditional industry transformation, what is the difference with and without the Internet? The following are some perspectives proposed by AliResearch.
New DistributionWhat Conditions Must Manufacturers Meet for Dealers to Cooperate with Confidence?
Dealers generally report that market competition has intensified and terminal costs keep rising. Most manufacturers transfer marketing work to dealers, some even just ship goods to dealers' warehouses and then ignore them. Manufacturers focus on product R&D, emphasizing products over marketing. A dealer said that dealers not only care about profits but also need manufacturers' marketing support. If manufacturers do these things well, dealers will cooperate with confidence. First: help dealers with market strategic planning. Most dealers, due to limited education and lack of professional sales training, rarely engage in strategic planning for their brands, focusing only on short-term gains. This is fatal for brands. Therefore, manufacturers should conduct detailed market research and jointly formulate market development strategies with dealers.
New DistributionSmall Wine Practical Case: Team Management + Price System + Distribution Operations + Model Store Creation~
At the autumn sugar and wine fair, small wine products continue to shine. The trend of product upgrades is significant, and promotional methods are becoming more diverse. However, market operations pose a greater challenge, and many new distributors feel overwhelmed. Here, the author summarizes the steps of market operations through practical cases in the small wine market. 1. Conditions for successful regional market operation of small wine: 1. Packaging, quality, and taste are prerequisites for success. 2. A reasonable price system. 3. A strong execution team...
杨叶护How to Drive Sales in the Off-Season
In interactions with distributors, the most frequently reported issue is that products are not moving or are moving slowly. Understanding the market is more important than finding new products, and finding the right breakthrough points, matching distribution, and terminal recommendations are key to driving sales.
朱志明Reforming the 'Mercenaries': Refined Commissions and Contracting
This article is excerpted from Mr. Fang Gang's newly published book: 'Regional Manager's Playbook'. It discusses the problems of lazy salespeople under the commission system and proposes solutions from commission reform to contracting, with preparations and precautions.
方刚Economic Downturn, Tough Business: How Can Regional Distributors Save Themselves?
Teacher Pan Wenfu will launch the industry's first live training course on distributor internal operations management on the WeChat public platform on November 15. This platform is one of the first to broadcast the course. Distributors who want to improve their business management but cannot spare time for on-site training should not miss this opportunity. We have prepared several topics for this course, and distributors can vote according to their needs. We will select the most voted topic for the live broadcast.
潘文富Five Strategies for Distributors to Build a Marketing Iron Army
The first strategy is to improve systems: small companies rely on the boss, medium companies on management, and large companies on culture. As distributors grow, they must gradually improve their management systems. The second is strict assessment: assessment is key to ensuring the effectiveness of systems, covering goals, content, and results. The third is systematic training: training should become a habit and an investment, with strict evaluation. The fourth is effective incentives: material and spiritual incentives should be based on ability, responsibility, contribution, and work attitude, with sufficient differentiation. The fifth is building a strong corporate culture: culture manages comprehensively, guiding employees from a culture of compliance to a culture of mission, fostering team spirit and entrepreneurship.
New DistributionTo Sell Well, You Can't Do Without This Kind of Terminal Display and Promotion!
The fierce competition in the beverage industry has extended the battle to the last meter of shelf display. To increase sales, attract attention, and boost purchase volume, beverage companies are employing various tactics to secure the best terminal displays. This article explores various display and promotion methods through visits to representative channels.
New Distribution14 Business Analysis Reports Distributors with Sales Over 10 Million Must Review at Month-End (with Table Download)
This article contains 14 tables in total. Friends who need these tables can reply "tables" in the official account to get them. Sales reaching 10 to 30 million is the watershed between the "entry stage" and "formation stage" for distributors. After sales exceed 10 million, distributors easily encounter a situation: as business scale expands, personnel increases, links multiply, and markets deepen, original management experience no longer works, leading to confusion, low efficiency, and difficulty controlling many matters, suddenly feeling powerless. This passive situation is mainly due to the widening of management span without corresponding management tools, causing information failure and frequent problems in the distributor's decision-making system.
马兴强12-Month Annual Marketing Key Points of a Once-Successful Brewery
This is a distillation of the annual marketing process of a brewery that once had four branch plants and an annual output of over 500,000 tons. For many years, it followed this pattern, with only slight variations in details and emphasis each year, and the overall framework lasted for seven or eight years. It is called 'once successful' for two reasons: first, although these practices were not elegant, were criticized, and were rough and arbitrary, they supported the brewery in becoming a strong regional brand with cross-province plants and operations, meaning they were effective at the time; second, the brewery has long since exited the market, having been acquired at a premium by a first-tier brewery.
刘平These 10 Types of Salespeople Are Easily Eliminated Anywhere They Go!
Salespeople who consistently fail to meet targets, are complained about by distributors, talk without acting, defy superiors, act self-righteously, complain frequently, envy others' success, self-promote, falsify during business trips, or lead dissolute personal lives are prone to being eliminated. Companies value problem-solvers and team players over those who underperform or disrupt harmony.
New Distribution