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 166 of 193
The Superstructure of Standardized Dealer Operations
Dealers are a crucial link in the commercial value chain. In the current market competition, their long-term development depends not only on industry, product, and policy factors but also on whether they can operate in a standardized manner. This article explores the 'superstructure' of standardized dealer operations, focusing on two key aspects: strategy and planning.
侯军伟Making Good Use of the 'Other People's Child'
The article discusses the concept of the 'other people's child' as a metaphor for using exemplary models or benchmarks in business, particularly in FMCG distribution. It emphasizes the power of demonstration and fact-based persuasion to win over clients and drive market success.
单弘Discussing the Predicament and Way Out for Traditional Enterprises in the Internet Era - The Predicament
In 2014, the traditional FMCG industry faced unprecedented pressure from the Internet. Many enterprises are only at the stage of 'from nothing to something' in their attempts to go online, and few dare to undergo radical self-transformation. The deep reasons for this superficial innovation are rarely discussed, but can be summarized in four points: uncertainty about the future, resistance from internal vested interests, lack of professional talent, and organizational structures unsuitable for new models.
赵波How to Improve the Effectiveness of Distributor Team's Market Coverage?
This article discusses how to improve the effectiveness of new product distribution through distributor teams. It emphasizes the importance of motivating the distributor's sales team, setting clear standards and incentives, and actively participating in the field to ensure successful market coverage.
刘雷Analytical Summary Models Essential for Terminal Promotions
Terminal promotions have become the norm, with companies employing various tactics at the retail level. After a promotion ends, it is crucial to analyze whether it achieved its intended effects, the return on investment, and any shortcomings in execution. This article outlines key analytical points, including whether promotional objectives were met, whether basic requirements such as sales targets, display standards, store coverage, input-output ratio, and promoter quality were fulfilled, and the importance of examining details.
刘杰KA Store Practical Operation Training Manual (Part 1)
Since international hypermarkets entered China in the mid-1990s, the KA channel has become one of the main sales channels in the FMCG industry, accounting for 25-50% of market share. However, many companies, both well-known and ordinary, face numerous problems in store operations, often feeling that 'doing stores is suicide, not doing stores is waiting to die.' This manual explains the basic concepts, classifications, and professional terminology of KA stores to help newcomers become proficient.
周广军2015 Township Market Tough? Change Path, Discover Gold Everywhere...
During the industry adjustment period, distributors are the first to feel the impact. In Baoding, Hebei, Shicheng Liquor, known for its low-key and stable style, bucked the trend by actively expanding into township markets through a strategy of 'building momentum in the middle, intensively cultivating townships,' achieving growth against the tide.
王赫Regional Marketing Plans Help Distributors Achieve Their Targets
A regional marketing plan is an essential tool to help distributors complete their regional sales tasks. This article clarifies the difference between goals, tasks, and plans, and outlines five specific action plans that sales personnel and distributors should jointly develop to ensure effective use of marketing resources and achieve sales targets.
任立军Old Trees Sprout New Branches: 9 Secrets to Long-Lasting Best-Selling Products!
Philip Kotler, the pioneer of marketing, introduced the product life cycle concept, but said little about how products can stay evergreen and sell well for decades. Why has Coca-Cola sold well for a century with one formula, breaking the product life cycle curse? Why did JDB (Wanglaoji) turn from slow-moving to best-selling with the slogan 'Afraid of getting heaty? Drink Wanglaoji'? This article reveals the secrets to keeping old products selling well.
周广军Distributors' Perspective: How to Become a Brand Buyout Operator for Well-Known Brands?
Many distributors, after expanding their distribution business, consider creating their own brands, believing their channels guarantee success. However, brand buyout is a comprehensive operation that not every distributor is equipped for. This article outlines four key adjustments needed to transition from a product agent to a brand buyout operator, using analogies from Chinese culture to illustrate the challenges.
谭长春Ten 'Sins' Behind Unsuccessful New Products
For FMCG companies, developing new products is increasingly important due to diverse consumer demands. However, many new products fail to achieve expected success, primarily due to ten key mistakes, such as misalignment with consumer needs, insufficient analysis of target consumers, and lack of brand awareness.
刘杰Distributors Discuss: Four Remedies for Unreasonable Exclusive Dealing Policies
When manufacturers impose exclusive dealing policies that conflict with market realities and future development, distributors directly affected must actively respond to protect their rights and survival space while achieving sustainable growth. This article outlines four methods, humorously dubbed the 'Four Yellow Remedies': 'Leech', 'Spring', 'Ox Gall', and 'Double Act'.
谭长春Huang Tieying: Eight Questions I Use to Select a General Manager
The foundation of enterprise development lies in people; selecting and using the right people is key. This article presents eight questions to help you identify a capable general manager, covering interview questions and selection criteria.
黄铁鹰In the Next Five Years, What Will Distributors Rely on to Make a Profit?
Since 2013, the author has visited nearly 30 regional markets and interacted with over 300 distributors of various types. Through these exchanges, it's evident that many are pondering how to profit and stay ahead in the next five years. The key is transitioning from a survival mindset to one focused on long-term sustainability, which requires different strategies and perspectives.
酒说100 Skills to Instantly Recharge Your 2015, Yes!
A friendly reminder: click the link above to follow 'FMCG Distributor Professional Consulting' for more marketing and distributor management insights. While not a secret manual from a martial arts valley, these 100 practical tips serve as a guide for navigating modern life. Here's to upgrading yourself in the new year!
娄晓晶Distributors Discuss: What to Do When Manufacturers Directly Control Second-Tier Distributors?
Manufacturers directly controlling second-tier distributors is a major concern for many first-tier distributors, who feel abandoned after having worked with manufacturers to build the market. This trend seems inevitable for future channel strategies, but first-tier distributors can respond by adopting strategies such as contracting, upgrading to branch offices, specializing, or focusing on key accounts.
谭长春Zhu Zhiming: Twenty-Three Consumer Promotion Tactics
This article outlines 23 consumer promotion tactics for FMCG, especially baijiu, including free tasting, coupon distribution, newspaper promotions, price discounts, buy-give activities, in-box prizes, points redemption, corkage fees, lucky draws, chain promotions, contests, sponsorships, dedicated promoters, hidden promotions, insider organization, joint promotions, thematic promotions, roadshows, event marketing, experiential promotions, embedded promotions, government PR, and membership marketing. Each tactic is described with its application, advantages, disadvantages, and implementation tips.
朱志明The Essence of the "4Ps"
A reminder: click the blue text above to follow "FMCG Distributor Professional Consulting" for more insights on marketing and distributor management. When mentioning the "4Ps," many may think it's outdated, but philosopher Hegel said that the terms we use most often are those we understand least. This article re-examines the true essence of the 4Ps.
刘杰What Skills Do Frontline Sales Personnel (Including Frontline Supervisors) Need?
A reminder: click the blue text above to follow "FMCG Distributor Professional Consulting" for more insights on marketing and distributor internal management. Someone told me to just give salespeople a set of "rules" and let them do it themselves, why bother so much? I couldn't explain it to him, nor did I want to. In fact, they are right, but their thinking stems from the management mindset of large enterprises with formalized and mature markets. For many small and medium-sized enterprises, this approach of immediately implementing institutional reform and process optimization is clearly unworkable. After a period of operation, it turned out that my judgment was basically correct.
蒋军20 Key Rules for Effective Distributor Management
This article outlines 20 essential rules for managing distributors, covering sales growth analysis, expense ratios, payment collection, product assortment, inventory management, and more. It emphasizes the importance of regular visits, relationship building, and information sharing to ensure distributor cooperation and business success.
王荣耀Distributors Discuss: More Products, Less Profit—What to Do?
Old Chen, a distributor, is increasingly frustrated as manufacturers push more new products on him, yet his overall profits decline. He suspects the issue lies with the products themselves, not his operations, and seeks solutions to manage his product portfolio more effectively.
谭长春Ten Laws Worth Your Close Attention
This article introduces ten important laws and effects in business management and marketing, including the 80/20 rule, the Davido Law, Murphy's Law, the Veblen Effect, and others, each with explanations and practical implications for business operations.
New DistributionEight Steps to Rapid Breakthrough in Regional Markets
This article outlines eight steps for FMCG distributors to achieve rapid breakthroughs in regional markets, starting with background analysis of consumers, competitors, and product strength, followed by goal setting, key issue analysis, brand strategy, and specific strategies for product, pricing, channels, and sales promotion, culminating in budget allocation and execution timelines.
刘拓Distributors' Insights: How Can Distributors Effectively Utilize Manufacturer Resources?
Distributors are adept at securing resources from manufacturers but often fail to maximize their use, turning them into idle assets or personal income. To truly benefit, distributors must understand their own weaknesses, align resource use with market competition, consumer and channel needs, and invest in building their core competitiveness, while recognizing that resources are time-sensitive and not just financial.
New Distribution