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 180 of 193
Ten Internal Weaknesses That Doom Salespeople
With about 80 million salespeople in China, standing out requires mastering internal skills. This article outlines ten common internal weaknesses that hinder success, from evading supervisors to lacking self-reflection.
New DistributionSeven Doubts About Distributor Marketing Issues?
Distributors often view their business from a single perspective, leading to misconceptions about shrinking opportunities. However, by breaking free from fixed mindsets and observing the broader environment, distributors can find vast growth potential and overcome their concerns.
朱志明Dealer Terminal Customer Sorting: Resources Behind Customers
This article discusses the importance of sorting out the resources behind dealer terminal customers to improve sales performance, using the white liquor industry as an example. It emphasizes that identifying and addressing real problems, rather than pseudo-problems, is key to effective customer management and market depth.
马兴强Five Essential Skills for a Top Promoter
With over two years in sales, from grassroots promoter to provincial manager, the author shares key strategies for success: thorough preparation, attention to detail, leveraging resources, closing deals decisively, and maintaining customer relationships.
New DistributionEfficient Product Distribution Strategies at the Point of Sale
When 'channel wins, terminal reigns' becomes a classic in marketing, terminal competition has become the focus of enterprise competition. Improving terminal control is an important way to enhance market competitiveness and maintain a lasting competitive advantage. Enterprises and distributors increasingly value terminal market development and construction, aiming to quickly launch products, increase coverage and share, strengthen terminal market control, and enhance competitive advantage through rapid terminal market activation.
丁永征How to Drive Sell-Through at Foodservice Outlets?
Without sell-through, everything else is meaningless; distributing products to outlets merely shifts inventory. Only sustained sell-through is the right path. This article outlines the sequence of sell-through, factors affecting it, methods, and common tactics for driving sell-through at foodservice outlets.
朱志明Market Downturn and Tough Business: How to Manage Staff, Promotions, and Outlets?
In recent years, many major brands in the food and beverage industry have hit bottlenecks, and many distributors feel that business is tough. This article analyzes the underlying economic downturn and provides strategies for distributors to manage their markets, staff, promotions, and outlets effectively.
李临春10 Iron Rules to Make Promotions Effective
Promotions are meant to be a lever, but often fail, leaving companies frustrated. This article outlines ten iron rules for successful promotions, from strategic clarity to simple execution, to help FMCG companies break free from the 'promotion growth pain loop.'
New DistributionDistributors Leverage Major Brands for Growth
This article discusses the strategy of small distributors partnering with major brands to accelerate their growth, using the 'leaning on a big tree' approach. It outlines the benefits, challenges, and practical steps for small distributors to attract and secure partnerships with top-tier brands, illustrated with real-world examples.
朱志明Off-Season Sales: Finding the Right Spot for a 'Marriage'
Off-season marketing is often overlooked by distributors. Strengthening manufacturer-distributor relationships and improving immunity in the off-season market has become a common concern for many companies. The key to a true partnership lies in 'profit'—helping distributors maximize long-term benefits through strategic shifts, reasonable profit systems, new channels, and training.
丁永征What to Say When Visiting the Factory Management
When distributors visit manufacturers, they need to employ certain techniques, such as how to schedule appointments, whom to bring, what to bring, and what topics to discuss. This article provides practical advice based on the author's years of experience in the distribution industry.
New DistributionThe Terminal That No One Can Take Away
A distributor's terminal customer files are often fabricated out of fear that manufacturers will bypass them and serve end customers directly. To secure these assets, distributors must build service dependency and excellence, while manufacturers must uphold commercial ethics and form strategic alliances.
New DistributionThe Truth About Networking
This article discusses the true nature of networking, arguing that it is not about utility or quantity but about self-improvement, selfless help, and time investment. It corrects common misconceptions and emphasizes that genuine relationships are built on mutual growth and sincerity.
New DistributionDealer's Routine and Non-Routine Promotions
Dealers prefer promotions to ensure quick product sell-through, but they must balance input-output ratios. This article categorizes promotions into routine and non-routine types, highlighting their characteristics, applications, and common pitfalls, along with key points for effective execution.
New DistributionKey Points, Examples, and Analysis of 26 Promotional Strategies
This article outlines 26 promotional strategies, each with its key focus, examples, and analysis, covering methods such as discounts, gifts, cash rebates, coupons, loyalty programs, joint promotions, free trials, sweepstakes, and more, providing insights into their application and potential drawbacks.
New DistributionChannel Control: The Foundation of a Distributor's Future Survival and Growth!
Mastering terminals is key to market dominance. Mr. Wu, a beverage distributor in Guangxi, has maintained his position as regional agent for Brand A for over a decade by cultivating key accounts, enhancing channel relationships, and developing special channels. However, increasing pressure from manufacturers to deepen market penetration and his own neglect of small and medium clients threaten his leadership. To improve channel control, distributors should plan channels rationally, implement fine management, and optimize logistics and distribution.
New DistributionBeware: The Dealer Inventory Transfer Trap
Recently, topics about dealers have become hot in the marketing and sales circles. Experts are diagnosing and offering advice for local Chinese dealers. Are Chinese dealers really being marginalized as many experts claim? We believe the answer is no. In fact, local Chinese dealers can escape their current predicament by correcting one aspect of their work.
New DistributionDistributors: Without Distribution, What Do You Have Left?
China's product distribution landscape is undergoing dramatic changes, with consumers accessing products and services through increasingly diverse channels. Distributors face both challenges and opportunities, as traditional roles are threatened by manufacturers' moves to flatten channels and by information transparency, forcing them to reinvent themselves or risk marginalization.
New DistributionWhen Negotiating, Concede to the Right
Negotiation is ubiquitous in management, sales, and marketing. This article discusses the paradox of concession in negotiation, arguing that one should never make unilateral concessions on key interests but instead trade concessions on secondary points to achieve mutual benefit, illustrated with both failed and successful examples.
程烈The "Three-Four-Five-Six" Rules of Terminal Sell-Through
Sales volume equals terminal count multiplied by turnover rate multiplied by product variety. The more terminals covered, the faster individual product turnover, and the richer the product mix, the easier terminal sell-through becomes. However, it's easier said than done. Currently, difficult sell-through is a headache for companies and distributors. Without sales, there's no profit. Achieving sell-through requires meticulous market cultivation—making people active and terminals vibrant; otherwise, you're just running a warehouse.
方刚Sales Management Practice: The 1.5x Principle and Inventory Turnover
Sales personnel must master inventory management knowledge and skills, which include the 1.5x principle and inventory turnover. The 1.5x principle is a safety stock guideline based on previous sales, while inventory turnover ensures fresh products are displayed and sold.
詹居臻A Comparative Analysis of Dealer Management Approaches: Chinese vs. Foreign Enterprises
This article compares the dealer management strategies of foreign and domestic Chinese enterprises, using two case studies to illustrate differences in cooperation positioning, assessment focus, and management methods. It highlights the legalistic, process-oriented approach of foreign firms versus the relationship-based, results-driven tactics of Chinese companies, offering insights into the strengths and weaknesses of each.
New DistributionManaging Cross-Regional Sales (Channel Conflict) — Confronting the Issue Head-On
This article examines the phenomenon of cross-regional selling (channel conflict) in China's FMCG distribution channels, detailing its forms, types, root causes, and control strategies. It emphasizes that while some forms of cross-regional selling can be benign or even beneficial in early market development, malignant forms can severely damage distribution networks and brand trust, requiring proactive management through product, pricing, promotion, distribution, and enforcement strategies.
New DistributionWhen Manufacturer Promotions Cut into Margins, How Can Distributors Stay Profitable?
As the dairy peak season intensifies price wars, a strong manufacturer cuts prices by 20% at key accounts and offers 10-for-1 deals, requiring the distributor to bear 30% of promotion costs. The distributor calculates a monthly loss of over 100,000 yuan, prompting strategies to shift promotional resources and secure profitability.
New Distribution