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 184 of 193
Three Sales Misconceptions That Prevent New Distributors from Getting Started!
When a distributor's business is just starting, common challenges include limited products, few customers, minimal manufacturer investment, weak brand influence, and small scale. These issues form the first bottleneck for growth, but some distributors fall into misconceptions that worsen their situation. This article outlines three common mistakes—relaxing cooperation terms, waiting for manufacturer support, and developing customers alone—and offers practical advice to overcome them.
New DistributionThe Economics Behind Product Display: Purchase Hints
This article explores the science of product display in retail, explaining how strategic placement can influence consumer behavior and boost sales. It covers various display techniques, including the 'beer and diapers' cross-merchandising strategy, and emphasizes the importance of understanding consumer psychology to optimize store layouts.
New DistributionFour Major Misconceptions in Terminal Sales for Distributor Salespeople
This article discusses four major misconceptions that terminal salespeople often have, which lead to business failures, and provides strategies to overcome them. It emphasizes the importance of balancing sales and market development, treating all customers fairly, managing products of all sizes, and combining incentives with proper management.
New DistributionReforming the 'Mercenaries': Refined Commissions and Contracting
This article addresses common problems in distributor sales teams, such as low efficiency and high costs, and proposes solutions ranging from refined commission systems to a full contract system, with preparations and precautions outlined.
New DistributionHow Can Distributors Overcome the Hurdle of Channel Stuffing?
Channel stuffing is a common phenomenon and a double-edged sword. Some distributors leverage it to achieve leapfrog development, while others lose their voice in fierce market competition and are eliminated by manufacturers and the market. Success depends on how manufacturers and distributors work together to achieve a win-win outcome.
New Distribution20 Principles of Persuasion to Enhance Your Influence
Why are some people incredibly persuasive? American venture capitalist Jason Nazar, after studying today's most influential political, social, business, and religious leaders, summarized 20 principles of persuasion. The basic principle is that persuasion is not manipulation; it's about getting others to do what is in their best interest.
New DistributionCultivating Without Refinement: The Death Truth of Deep Distribution
Deep distribution has become synonymous with meticulous cultivation. Many manufacturers, when aspiring to and implementing this 'intensive' model, often fall into the trap of 'refinement without precision': more people but no performance growth, more standards but declining management, intensive cultivation but no fine work, abundant harvest but not necessarily a good yield... What is the real reason? At the enterprise level: the foundation is not solid.
方刚Why Are Employees Not 'Loyal' to Their Companies?
A story about a loyal dog named Tom who finds a job despite lacking skills and education, prompting a discussion on why employees are not loyal to companies. The article argues that loyalty should be directed towards one's profession, abilities, and responsibilities, not just the employer.
New DistributionDistributors, Do You Know How to Develop an Effective Performance Appraisal?
Distributors often struggle with unclear job responsibilities and a lack of performance appraisals, leading to inefficiency and high turnover. This article provides five practical strategies for establishing a robust performance management system, including team-based cooperation, tailored assessment criteria, rewards beyond sales, regular training, and offering equity to key staff.
New DistributionDistributors: Don't Let Profits Slip Away from Your Vehicles!
As the link between manufacturers and terminals, distributors' core value lies in connectivity and service, with logistics distribution being a key cost. This article breaks down the components of logistics costs, offers management strategies, and uses a case study to illustrate how to control expenses and maintain profitability.
New DistributionWei Qing: As a Leader, What Should You Look at in the Market and How? Five Steps for Terminal Inspection!
This article outlines a five-step process for terminal inspection in FMCG distribution, emphasizing preparation, customer service, honesty checks, competitive comparison, and in-store execution review. It guides managers on what to examine and how to address issues systematically.
魏庆The 'FMCG' Mindset of Baijiu
Initially, baijiu and FMCG were distinct, but later, as some FMCG companies entered the baijiu industry, the two became intertwined. Now, due to the industry's 'people's liquor route' and channel下沉, baijiu seems increasingly like a new FMCG. The article discusses whether baijiu is an FMCG and how adopting FMCG thinking can help baijiu companies succeed.
New DistributionThe Transformation Direction of Deep Distribution
A one-size-fits-all approach to deep distribution is doomed to fail. Companies must adapt their distribution strategies to different market types—core, developing, and peripheral—to avoid performance stagnation and maximize growth.
方刚How Major Distributors Can Avoid Being Betrayed by Manufacturers and Slaughtered Like Meritorious Officials
Major distributors are like a piece of meat on the manufacturer's chopping block, used when hungry and cut when full. This article presents three case studies of distributors who successfully countered manufacturers' attempts to sideline them, and offers strategic advice on how to avoid being 'killed' by manufacturers.
New Distribution23 Types of Consumer Promotions for Alcoholic Beverages
This article outlines 23 consumer promotion methods for alcoholic beverages, including free tasting, coupon distribution, newspaper media promotions, price discounts, buy-one-get-one offers, in-box prizes, points redemption, corkage fees, lucky draws, chain promotions, contests, sponsorships, full-time promoters, hidden promotions, insider networks, joint promotions, thematic promotions, roadshows, event marketing, experiential promotions, embedded promotions, government relations, and membership marketing.
New DistributionNot Doing Procurement, You Don't Know How Stupid Salespeople Are
A procurement director shares his insights on why salespeople often fail, emphasizing that selling is not about pushing products but about buying together with customers. He outlines common mistakes salespeople make, such as believing procurement excuses, mistaking objections for needs, and failing to shape customer requirements.
New DistributionTwenty-Two Laws to Keep You Ahead of Your Competitors
This article outlines twenty-two marketing laws, such as the Law of Leadership, the Law of Category, and the Law of Perception, emphasizing that being first in the consumer's mind is more important than being first in the market. It provides examples from companies like Heineken, IBM, and Coca-Cola to illustrate these principles.
New DistributionDistributors, Do You Know How to Take on New Products?
Distributors selecting new products must consider not only the product's selling points but also how it fits with their existing portfolio, determining which products generate profit and which serve as strategic tools. Based on gross profit margins, FMCG products can be categorized into three tiers, each with distinct characteristics and roles in an optimal product mix.
New DistributionHow to Maximize Secondary Distribution Channel Resources
In the food industry, baijiu (white liquor) is a category that tends to rely on exclusive distribution. Manufacturers use policy leverage to keep distributors in line, avoiding the complexities of market operations seen in other FMCG sectors. However, this approach often leads to problems such as poor distribution during product launches, reduced distributor motivation, and difficulties in controlling exclusive secondary distributors. To address these issues, companies should implement full-process marketing for secondary distributors to achieve synergy between terminal and distribution channels.
New DistributionPoor Execution Means Everything Equals Zero!
This article emphasizes that poor execution and focusing on objective difficulties are not acceptable; instead, prioritizing execution and attention to detail are the best measures for marketing innovation. It summarizes ten key principles, each highlighting a common pitfall where one element without another leads to zero results, such as having work without effort, ability without performance, plans without action, and so on.
New DistributionSuch Employees Will Surely Become Executives
This article outlines the key qualities and behaviors that distinguish employees destined for executive roles, including loyalty, dedication, initiative, responsibility, efficiency, results orientation, communication, cooperation, continuous improvement, humility, frugality, and gratitude.
New DistributionWhat Should Distributors Do When Facing Cross-Region Selling?
Cross-region selling is a common and often legitimate business practice, but it can harm small distributors. This article analyzes the causes and provides practical solutions, including uniting with other distributors, leveraging quality inspections, and preventive measures.
New DistributionAfter Product Distribution, How to Achieve Sell-Through Step by Step
Terminal sell-through after product distribution is the most direct and important indicator of a distributor's performance. Since the terminal is the final point where consumers decide to purchase and where distributors ultimately realize profits, effective terminal management can guide consumption, enhance brand image, and increase product flow, securing better market space and resources for distributors. With intensifying competition in the baijiu industry, terminal sell-through has become the core lifeline of sales in a distributor's market, making it a top priority to solve terminal sell-through issues.
New DistributionHow Distributors Should Manage Warehouse Inventory
Distributor owners often face the sad reality of working hard without profits, not receiving payments, and having their earnings tied up in warehouse inventory. Effective inventory control requires understanding both the quantitative increase in inventory and the qualitative composition of existing stock, focusing on the underlying causes such as demand, safety stock, strategic stock, turnover stock, and redundancy.
New Distribution