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 177 of 193
Three Masterstrokes for In-Store Promotions
In today's highly prosperous commodity market, product operations rely heavily on promotional activities. As a key component of integrated marketing communications, promotions are a powerful tool for rapidly boosting sales, expanding market share, and effectively suppressing competitors. In the short term, promotions aim to drive sales; in the long term, their significance goes beyond the literal meaning, ultimately helping to enhance brand awareness and attention, build a positive corporate image, establish good public relations, and promote long-term development.
刘杰克Zhu Zhiming: Eleven Classic Promotional Strategies for Terminal Outlets
This article outlines eleven classic promotional strategies for terminal outlets in the FMCG industry, including single-product buy-one-get-one offers, product bundling, physical gifts, cash rebates, box recycling, display rewards, visual merchandising support, dedicated promoters, expense support, volume-based rewards, and customer recognition awards. Each strategy is analyzed for its application, benefits, and potential pitfalls.
朱志明Rapid Growth Strategies for Distributors
This article analyzes the internal and external challenges facing FMCG distributors and proposes three key directions for upgrading: management, product, and marketing. It emphasizes the need for standardized management, strategic product selection, and proactive customer relationship building to achieve sustainable growth.
杭天跃The FMCG Rollercoaster: From Birth to Death in Ten Steps
An analysis of the rise and fall of well-known Chinese FMCG brands such as Sofe, Haodi, Xurisheng, Taizinai, Tianqi, Piaoying, Dihua Zhixiu, and Diao Pai reveals a ten-stage pattern from success to collapse. The stages include initial success, expansion, promotion-dependent sales, price erosion, hiring external experts, channel conflicts, and eventual failure, often leading to the demise of traditional Chinese FMCG companies.
彭成京Distributors: The Secret to a 50% Profit Increase
When communicating with distributor friends, they often ask the same question: how can I quickly and effectively increase my distribution profits? Similarly, I often ask them in return: what do you think should be done to quickly increase profits? Their answers are basically the same, seeking breakthroughs from two aspects: one is to expand sales of existing products or add brands and products; the other is to increase the sales proportion of high-margin products...
白景元How to Use Persuasive Selling, a Key Tool for Effective Sales?
In actual sales, salespeople often need to negotiate with different types of customers, successfully recommend their plans or proposals, and persuade customers to provide strong support in many aspects. Therefore, mastering persuasive selling techniques is essential. Research has found that the most effective way is to distill the benefits of the plan or proposal and provide sufficient evidence.
詹居臻A Beer Salesman's 12-Month Tactics and Pitches for Pressuring Dealers to Stock Up
A beer salesman uses various tactics and persuasive pitches throughout the year to convince dealers to stock up on beer, leveraging seasonal events, promotions, and psychological manipulation to meet sales targets.
陈波What Is Holding Back Sell-Through? — Top 10 Factors Affecting Sell-Through in 2014
On September 28, the WeChat platform of Sugar, Tobacco, and Wine Weekly's Food Edition published an article analyzing the top ten factors affecting sell-through in the food industry in 2014. This article is reposted here for sharing, providing a detailed breakdown of the factors that slow down terminal sell-through from the perspective of distributors.
New Distribution16 Business Analysis Tools to Make You Look Professional
This article introduces 16 business analysis tools, including VRIO, 3C, Five Forces, SWOT, 7S, PEST, Balanced Scorecard, ERRC, GE Matrix, Value Chain Analysis, Advantage Matrix, PPM, Ansoff Matrix, Value Portfolio, Investment Portfolio Technology Analysis, and Scenario Planning, to help professionals analyze business operations and strategy.
New DistributionWhen Input Does Not Match Output: A Detailed Discussion on Distributor Transformation!
Since the second half of last year, many distributors have felt market weakness and diminishing returns from promotional activities. This article discusses the transformation directions and strategies for distributors under the new business environment, focusing on regional refinement, terminal market control, and foundational management improvements.
New DistributionExamples of Supermarket Fees and Negotiation Techniques
This article lists various fees charged by supermarkets such as entry fees, end-cap fees, pallet display fees, DM fees, festival fees, anniversary fees, year-end rebates, payment terms, gross margin compensation, and spoilage compensation for fresh products. It provides specific fee examples from major retailers like Trust-Mart, Metro, Walmart, and Ito-Yokado, and offers negotiation tips for suppliers.
New DistributionThree Options for Distributors to 'Go Electric'
With the rapid development of e-commerce platforms such as Suning, JD.com, and Yixun, food distributors face a choice: stick to traditional models or join the e-commerce wave. This article explores three approaches: becoming a backend supplier to e-commerce platforms, building their own online sales platforms, or adopting a localized O2O model.
New DistributionA Collection of Practical Tips for Terminal Promotions
Promotions in the food industry have become the only way for companies to compete, often limited to gifts and price cuts. This article shares practical tips and strategies, such as high pricing with high promotions, frequently changing promotional items, using terminal interception instead of direct price cuts, and strategic moves to distract competitors.
郝亚辉Regional Manager Market Practical Operation Guide
This article provides a practical guide for regional market managers in the FMCG industry, framing marketing as warfare and emphasizing the importance of both offensive and defensive strategies. It outlines the responsibilities of a regional manager, strategies for market development and defense, and the qualities of an invincible team.
方刚Eight Awkward Patterns That Trouble the Growth of Small Trading Companies?
This article outlines eight common challenges faced by small FMCG trading companies, including passive marketing models, arbitrary management, unstable compensation, inefficient hiring, habitual operations, fixed mindsets, difficult capital turnover, and inadequate incentive mechanisms. It illustrates each issue with examples and suggests that successful companies share similar traits while failures have unique causes.
New DistributionCommunity Commerce (Part 2)
The internet provides the shortest and most convenient path for individuals and brands to connect with consumers. By cultivating communities, new brands can find opportunities in a competitive market. This article explores the power of community commerce, its role in the future of business, and how to leverage it.
New DistributionPractical Tips for Terminal Promotions in Foodservice
This article provides practical tips for terminal promotions in the foodservice channel, covering various promotion methods such as dedicated promoters, undercover promotions, opinion leader engagement, and joint promotions, along with guidance on arranging promoters based on their strengths.
New DistributionWhite Way Loves Meetings, Black Way Excels at Execution
A humorous comparison between corporate culture and organized crime, highlighting how immediate rewards and execution-focused management can be more effective than planning and delayed gratification. The article includes practical examples of instant incentive systems for sales teams.
詹长霖Curing the Chronic Problem of Unauthorized Price Cuts by Secondary Distributors
Some secondary distributors, in order to meet sales targets and leverage distributor policies to boost other products, repeatedly cut prices, sometimes even below the factory price, causing headaches for many beverage distributors. This article analyzes the two major harms of such price cuts, the three unreasonable factors behind them, and proposes solutions to control the source and strengthen management.
远景咨询 朱涛For Distributors, Marketing Yourself Matters More Than Marketing Your Products!
Some distributors in Northeast China refuse interviews and fear others learning from their success, which reflects a narrow-minded attitude and a closed mindset. In reality, marketing yourself is more important than marketing your products. The bigger your heart, the bigger your stage.
崔自三Community Commerce in the Internet Era (Part 1)
The industrial logic behind manufacturing history is standardization, scale, and assembly lines. But with the rise of social networks, the traditional industrial era is fading. Future economic and social organizations will no longer be rigid matrix structures but networked, individualistic forms supported by internet communities. This shift is revolutionary. In the era of scale economy, bigger is more economical and fewer varieties are better; but in the future, the opposite may hold: those who can satisfy the long tail of demand will be more profitable. Internet economy is a long-tail and scope economy, so communities and fans self-limit their scale, which is the future of business consciousness.
刘海政Internet Thinking: Traditional Companies May Never Understand It
Internet thinking is influencing every industry, with media unanimously discussing cases like Xiaomi, Diaoye Niurou, and Jiangxiaobai, analyzing what internet thinking is and how traditional enterprises can go digital. The question is, how can traditional companies connect with the internet?
方雨Mass-Market Liquor Sales Should Pay More Attention to Distribution Rate
Almost all baijiu companies are now entering the mass-market segment. For mass-market liquor priced below 60 yuan, similar to FMCG products, the most critical factor is distribution: it must be wide in scope and large in area, because these consumer groups are relatively dispersed and highly mobile, and displays and promotions can stimulate their purchase desire and interest. Without distribution, there is no sales.
白酒专栏Rethinking Terminal Operations
Terminal resources are scarce and valuable, making them difficult to control. This article discusses strategies for managing terminals effectively, including building relationships with terminal managers, avoiding excessive cost-cutting, establishing a regional terminal database, and understanding the ultimate goal of reaching consumers directly.
唐江华