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 179 of 193
Seven Habits of Extremely Inefficient People
Based on a recent study by Oxford University involving 1,050 college students, this article lists seven habits to avoid for better efficiency, such as absence, procrastination, and overthinking. Unlike typical advice on beneficial habits, these detrimental habits can easily become part of daily life and hinder success.
New DistributionThe Art of Hiring for Distributors: Success or Failure Depends on Talent Selection
Distributors often struggle with talent acquisition, finding themselves with second-tier staff compared to manufacturers. This article advises distributors to hire based on suitability rather than prestige, emphasizing trust over salary, and warns against unrealistic expectations and short-term thinking.
赵志刚Seven Paths for Distributor Transformation (Part 2)
This article discusses the sixth and seventh paths for distributor transformation: branding and diversification. It emphasizes the importance of core competitiveness, leveraging strong brands, achieving scale, owning downstream channels, and building proprietary brands, while also exploring the opportunities and risks of diversification.
朱志明Is Your Sales Performance Good? First Check If Your Terminal Execution Is Precise!
This article discusses key considerations for terminal display in FMCG distribution, including attracting consumer attention, enhancing brand image, intercepting target consumers, and maximizing sales through strategic placement and maintenance. It also provides principles for display and strategies to secure optimal display positions.
New DistributionSix Objectives of Trade Promotion and How to Approach Them
Promotion is a key competitive tool, so it must be planned strategically, starting with clear objectives. This article discusses six common objectives for trade promotions—achieving distribution targets, increasing sales, launching new products, clearing inventory, managing seasonality, and responding to competition—and outlines corresponding channel policies and approaches.
芮新国Terminal Distribution: Not Just Placing Products, but Winning Hearts
Distribution has always been valued by companies and merchants. Effective terminal display within an appropriate scope makes products visible to consumers, which is a prerequisite for sales. If sales is compared to a flight, the period before the aircraft enters the runway is the 'preparation phase' of product development, while the aircraft's takeoff run corresponds to the distribution and sales stage (distribution). This stage already generates some sales, but whether the product can achieve large-scale sales remains unknown. Therefore, this stage is merely a link between preparation and sales.
宁立新What Can Save the Manufacturer's Sales Representative?
The manufacturer's sales representative is the link between the manufacturer and the distributor, and a key part of the profitability of all three parties. However, in reality, distributors often find it hard to appreciate them. This article discusses common complaints from distributors and offers advice for improvement.
李德猛The Shelf: The Final Battle to Defeat Competitors and Win at the Point of Sale
Winning at the point of sale is a consensus. From R&D to production to distribution, manufacturers exert great effort, ultimately succeeding or failing at the retail shelf. The display, promotion, and sales performance of products on the shelf determine brand survival. This article discusses how to improve shelf efficiency and avoid resource waste.
New DistributionBreaking Through the Last Line of Defense in Sales: Closing the Deal
Sales personnel typically design sales scripts with two requirements: effectiveness and conciseness. Based on years of experience, addressing the seven most critical questions customers have can accelerate the closing process. These seven questions are: Why should I listen to you? What is this? What's in it for me? Why should I trust you? Is it worth it? Why should I buy from you? Why should I buy now?
New DistributionSeven Keys to Distributor Transformation (Part 2)
This article discusses two more transformation paths for FMCG distributors: verticalization and servitization. Verticalization involves extending upstream to brand ownership or downstream to retail, as exemplified by Huaze Group's creation of the Jinliufu brand and Huazhi Wine Shop. Servitization means moving beyond traditional distribution to offer supply chain services, as illustrated by Shangyuan's evolution from distributor to brand operator to channel operator to supply chain service provider.
朱志明6 Key Points for Distributing Agency Products
This article discusses how distributors can find and successfully manage product agency opportunities. It outlines six key principles: choosing products that match your capabilities, having a long-term vision, committing to consistent effort, specializing in your channel network, focusing on product categories, and carefully assessing risks.
唐江华The Deep Causes of Manufacturer-Dealer Conflicts and Solutions
Conflicts between manufacturers and dealers are an inevitable result of industrial development and channel transformation. To avoid conflicts and achieve healthy development, it is essential to integrate and adjust the value of both parties. This article analyzes the types, deep causes, and solutions for manufacturer-dealer conflicts.
New Distribution"Vivid Merchandising" Determines Terminal Viability
Marketing battles always involve visual competition. JDB's terminal vivid merchandising played an unexpected role during its brand transition, helping it stand out on shelves and engage consumers.
董金鹏Five Observations, Eight Questions, Four Checks, and Ten Key Points for Retail Visits: Essential for Terminal Store Inspections!
This article provides a comprehensive guide for FMCG distributor sales representatives conducting retail store visits, outlining five key observations (display, sales staff, promotions, product range, and opportunities), eight questions to ask (sales, products, promotions, store policies, consumer feedback, barcodes, relationships, and training), four checks to perform (sales data, inventory, promotional materials, and sales reports), and ten essential elements for point-of-sale success (product, price, location, POP, key tools, main push, inventory, store staff, periodic promotions, and competitor information).
New DistributionZhu Zhiming: Seven Paths for Distributor Transformation (Part 1)
This article outlines seven transformation paths for alcohol distributors in China, emphasizing the need to adapt to industry trends. It provides detailed case studies on specialization, integration, and parallel development, highlighting successful models like Qiaoxi Commerce and Luobai Tobacco & Wine.
朱志明Six Weapons for FMCG Sell-Through
Many companies face the puzzle of a new product that successfully recruits distributors and gets stocked, but then stalls at the terminal. This article presents six terminal promotion tactics—free samples, market activation, personnel promotion, sweepstakes, price discounts, and premiums—as effective weapons to drive sell-through and secure market share.
张文雄10 Things to Eliminate for a Highly Efficient Life
Time waits for no one, so eliminate habits like indecisiveness, procrastination, and quitting halfway to boost your efficiency. This article lists 10 such habits to avoid.
New DistributionThe Crazy Genes Behind Evergrande Grain and Oil's Success!
Last year, Evergrande Spring Water made a grand debut at the AFC Champions League and achieved a miracle of 5.7 billion yuan in sales within 30 days. Despite industry experts' skepticism, it has now established a foothold in the market. This year, Evergrande entered the grain and oil industry with a similar aggressive strategy, achieving a staggering 11.9 billion yuan in distributor recruitment. The author argues that Evergrande Grain and Oil is bound to succeed due to its strong capital, platforms, model, and endorsements.
邹凌远The Distributor's Inner Strength: The 'Six Meridians Divine Sword'
This article draws on the concept of the 'Six Meridians Divine Sword' from Jin Yong's martial arts novels to propose that distributors must cultivate six core competencies: market network, marketing team, marketing model, management system, loyal customers, and quality products. It emphasizes the importance of learning brand philosophy, creating and nurturing markets, finding market gaps, exploiting differences, and targeting the market leader to build a competitive edge.
赵志刚The Four Core Tactics of Terminal Interception Marketing
This article discusses the four core tactics of terminal interception marketing in the FMCG industry, using the classic case of Rejoice and Slek shampoo to illustrate the concept. It emphasizes the importance of word-of-mouth, image, benefits, and impulse stimulation in intercepting consumers at the point of sale, particularly for white liquor brands.
宋玉锋Six Key Factors Distributors Must Pay Attention to for Business Development
Success can sometimes be achieved through a single breakthrough, while failure can result from neglecting small details. Although no enterprise or distributor can cover every aspect in operations, we must grasp the key factors to adapt and thrive. This article outlines six critical elements for a distributor's survival and growth.
黄会超Eight Causes of Employees Being 'Busy but Inefficient'
Many small and medium-sized growing enterprises often experience a strange phenomenon: almost everyone in the company is busy, but overall efficiency is low! It's hard to find the cause and know how to improve. This article tells you where to start looking for the causes.
New DistributionHow Strict Supervision of Distributor Teams Gradually Yields Results
Distributor teams, often composed of members with varying qualities, require supervision systems to ensure orderly development and prevent laxity. Effective supervision involves ideological guidance, fair systems, market spot checks, work logs, and customer feedback to drive performance and team discipline.
刘雷The 'Awareness' That New-Type Distributors Should Have
FMCG distributors have largely moved beyond the era of 'sit-down merchants,' now using vehicle sales or pre-sales for market cultivation and proactive marketing. However, many old-school distributors still lag in mindset, hindering brand execution and market results, while new-type distributors should lead with proactive thinking and efficient execution.
New Distribution