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 147 of 193
Terminal Distribution: Wrong Tactics, All Efforts in Vain!
The importance of terminal distribution is self-evident, but distribution is not something that companies or distributors can accomplish just because they want to. Factors such as the product, the capability of distribution personnel, and terminal resistance all determine the outcome, but the most critical factor is having the right distribution strategy and tactics. As the saying goes, 'Thinking determines the way out.' With the right strategy, half the battle is won; with the right tactics, distribution will naturally succeed. So, in marketing practice, what strategies can be adopted to effectively reduce distribution resistance? The following 10 basic distribution tactics are core skills that every marketer must master.
New DistributionSugar and Wine Fair Approaching: Three Levels of Distributor Product Selection
As the Sugar and Wine Fair approaches, this article discusses the three levels or tiers of product selection for distributors. The first level starts with the product itself, focusing on quality and efficacy, but distributors must also consider the manufacturer's capabilities and their own strategic fit.
刘雄孝Why Can't Distributors Retain Professional Managers?
A distributor named Mr. Li recently lost three of his five key sales staff in April, leaving him puzzled despite offering competitive pay. This article explores the main reasons distributors fail to retain professional managers and provides practical advice on how to keep them, emphasizing self-improvement, strategic vision, and effective retention strategies.
崔自三How to Be a Successful Imported Food Distributor (Understanding)
Imported snacks and leisure food stores are emerging industries in China, with imports reaching $48.24 billion in 2014, growing 4.2 times in a decade. The U.S. Food Industry Association predicts China will become the world's largest imported food consumer by 2018, with a market size of 480 billion RMB. This article analyzes how distributors can understand and represent imported food from the 4P marketing perspective.
DreamingAnalysis of FMCG Channel Conflict Management
Channel conflict, or 'cross-region selling,' is a serious issue in FMCG distribution that can destroy a manufacturer's price system. Effective management requires establishing a rational price system, setting clear rules, and implementing dynamic oversight of distributors and retailers to prevent price erosion and maintain market stability.
宋锴Distributors' Order Conferences: These Details Cannot Be Overlooked!
Order conferences are a common promotional form in the industry, used by manufacturers to boost sales and recruit more distributors. Distributors also actively imitate this, cooperating with the manufacturers of the brands they represent to develop their own second-tier wholesalers and terminal sales channels. Through order conferences, they quickly deliver products to sales outlets, occupy as much of the outlets' capital and shelf space as possible, and create a strong market offensive and hot-selling scene. Distributors' order conferences can be divided by customer type into those for distribution customers and those for sales outlets, and by venue into on-site and door-to-door conferences. This article focuses on on-site conferences.
New Distribution10 Common Mistakes and 5 Major Misconceptions of Distributors!
Distributors often fall into five major misconceptions, such as micromanaging everything themselves or completely delegating without supervision, leading to operational issues. They also commonly make ten mistakes, including complaining in front of employees, lacking brand awareness, failing to plan, and not learning from errors, which ultimately hinder their business growth.
New DistributionEleven Management Practices for Distributors
This article outlines eleven key management practices for distributors, covering channel construction, customer classification, benefit distribution, vehicle delivery, regional division, ideological alignment, operational methods, prize redemption management, inventory management, material management, and team building, using the operation of low-end liquor as an example.
尹德一Twenty Practical Tips for Sales Guidance
Terminal visualization is important, but what if consumers still don't buy? This article provides twenty practical tips for guiding customers to purchase, covering techniques such as starting small, inspiring needs, making concessions, creating urgency, and leveraging psychological effects.
New DistributionHow Salespeople Should Respond to 20 Common Rejections at Alcohol Retail Outlets
Salespeople visiting distribution channels are often left speechless by store owners' one-line rejections. This article, based on the author's practical experience, provides strategies for handling these rejections, emphasizing listening, analysis, and persuasion. If they have a hundred reasons to refuse, we have a thousand reasons to convince them!
New DistributionSeizing the Peak Season Market to Drive Annual Sales
The fourth quarter is undoubtedly a harvest season for food distributors, and the sales peak is the most anticipated time for trading companies, much like farmers longing for autumn. To maximize profits during this period, companies must strategize to boost sales volume. However, success doesn't come without effort; achieving a bountiful peak season requires meticulous preparation and execution across planning, team motivation, credit management, communication, and more.
New DistributionHow Should Salespeople Help Distributors Manage Profits?
As market competition intensifies, distributors face shrinking territories and rising demands from manufacturers, leading to increased investment but stagnant returns. This article emphasizes the necessity of distributor profit management, distinguishing between legitimate and illegitimate profits, and provides strategies for salespeople to help distributors enhance profits through product portfolio optimization, internal advocacy for manufacturer support, and regular business reviews focusing on volume, cost, and profit analysis.
张立强Business Is Tough This Year: Consider These Issues Before Taking on New Products
The market environment is more challenging than a few years ago, with declining per-product profits, prompting distributors to constantly introduce new products, yet their survival rate is decreasing. Many distributors fall into a cycle of 'find, lose, find again,' wasting resources. To improve new product survival rates, this article analyzes common issues to consider before introducing new products, such as selecting products based on basic profit models, ensuring sufficient resources, planning exit strategies, and evaluating manufacturers' sample markets.
New DistributionSales Peak Season: The 742 Secret of Kouzijiao's Terminal Promotion Stockpiling
During the sales peak season, terminal stockpiling is key to boosting sales. This article shares the '742' technique for effective stockpiling, illustrated with a real case from Kouzijiao's 2009 Spring Festival promotion.
远景咨询 赵俊德Winter Is Coming: Three Models for Traditional Distributors to Survive the Downturn
This article discusses the challenges faced by traditional distributors in the FMCG industry, who are squeezed by manufacturers' refined operations, retail closures, and e-commerce competition. It proposes three survival models: transforming into service providers, optimizing product portfolios, and implementing fine-tuned terminal management.
New DistributionPersonnel Management: The Core Issue Restricting Distributor Development
After a client meeting, distributors complained about increasing difficulty in business, shrinking profits, and challenges in personnel management and recruitment. The core issue is personnel management, which has become the primary bottleneck for distributor growth. This article identifies common problems and proposes solutions.
李刚国Ten Common Misconceptions to Avoid in Mid-Autumn Festival Promotions
In recent years, promotional methods and approaches have evolved significantly, including buy-one-get-one offers, roadshows, bundles, coupons, lucky draws, points, and special prices. However, the effectiveness of these promotions is questionable, with many companies failing to achieve their goals due to issues like promotion without sales, price erosion, and cross-regional dumping. This article summarizes ten common misconceptions in corporate promotions.
胡以国How Can Distributors Solve Their Capital Dilemma?
Distributors often feel a shortage of funds regardless of their size or capital. Managing funds effectively to meet market demands without waste is a key challenge, especially during peak seasons. Solutions include innovative financing methods and better management of channel and terminal fund occupation.
黄岑Five Things Distributors Must Do to Prepare for the Mid-Autumn Festival
As the Mid-Autumn Festival approaches, distributors and manufacturers enter a busy preparation period, with sales during this time often accounting for one-third of annual revenue for baijiu distributors. To seize this opportunity, distributors must master five key actions: conducting a promotional activity, organizing an ordering conference, carrying out a street-by-street distribution push, making effective visits to core consumers, and implementing a team assessment and incentive scheme.
戚俊文Eight Distribution Behaviors That Quickly Kill New Products!
In the process of introducing a product to a regional market, the effectiveness of the initial distribution and whether it meets expectations are often key factors determining the product's success or failure. Therefore, studying how to execute distribution efficiently and understanding the techniques and key points are essential. This article shares the criteria for evaluating distribution success or failure, highlighting eight common mistakes that lead to failure and six ideal outcomes.
New DistributionManufacturers Must Read || How to Ensure Distributor Profits in a Mature Market?
In a mature market, how can manufacturers ensure channel profits and keep products selling well over the long term? This is a challenge many companies face after their products go through the lifecycle of introduction, growth, maturity, and decline. To maintain distributor profitability, manufacturers should implement strict channel pricing discipline, continuously launch new products, flatten distribution channels, develop untapped sales areas, boost per-store sales, and optimize product mix.
New DistributionPractical Guide to Customer Relationship Management for Route Sales Representatives (Including Download of 228-Page Complete PPT Training Tutorial for Grassroots Sales Staff)
This article addresses the common problem of 'cultivating but not refining' in route sales visits, where sales reps go through the motions without achieving effective results. It proposes a systematic solution centered on customer relationship management (客情管理), including terminal classification, key person identification, effective visit standards, and improved dealer cooperation, to enhance execution and market competitiveness.
方刚Same Distributors, Why Such Different Profits? 7 Product Mix Strategies to Find the Answer!
Why do distributors with the same sales volume have such different staffing and profit levels? Why do some distributors work frantically in the first half of the year and make big money, but in the second half their vehicles and staff sit idle and they lose money daily? Why do second-tier wholesalers and retailers make good money selling your products, yet your channel control remains weak? The answer lies in your product mix. A distributor's product mix refers to the strategy of rationally combining brands from different companies to minimize resource waste, reduce operating costs, increase channel control, and boost profits.
New Distribution10 Effective Promotional Methods for Alcohol Beverages in Food and Beverage Outlets
This article outlines ten effective promotional strategies for alcoholic beverages in dining establishments, including dedicated promoters, covert promotions targeting various staff, leveraging opinion leaders, and joint promotions. It emphasizes the importance of tailoring approaches to different types of venues and personnel to boost sales and brand awareness.
朱志明