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 188 of 193
Products Placed but Not Moving? Here's How to Make Distribution Effective!
For many distributors, product distribution can be done quickly, but market activation after distribution is slow. Once products don't sell, it leaves a bad impression on retail stores, affecting long-term relationships and making it difficult to distribute new products in the future. The most direct and important indicator of a distributor's performance is terminal sell-through after distribution.
New DistributionThe Business Essence of Distribution: Channel Division and Terminal Victory
Distributors often face difficulties in finding products, sometimes resorting to non-commercial means, because they lack unique core competencies in cooperation. The business essence of distribution lies in channel division and terminal victory, where good channel relationships and category leadership are key to gaining bargaining power and success.
New DistributionBuying Products? No, Consumers Want to Buy a Better Version of Themselves
How do you sell your product to users? By touting its features? No, you should emphasize the benefits it brings to consumers, making them better. This article explains the difference between product features and benefits, using examples like Apple's iPod and other brands.
New DistributionCustomer Purchase Is Premised on Trust; Only by Winning Trust Can a Deal Be Closed
Salespeople can only facilitate customer purchases by winning their trust. Trust largely stems from people's reverence: reverence for destiny, for superiors, and for the words of sages. In today's business world, the most trusted sources of commercial information are authorities/experts and friends/close acquaintances; the former generates trust through reverence, the latter through closeness. Both are key factors that must be skillfully used in sales work.
New Distribution23 Tactics for Consumer Promotions That Hit the Mark
This article outlines 23 consumer promotion tactics for FMCG distributors, ranging from free samples and coupon distribution to price discounts, buy-one-get-one offers, in-pack prizes, loyalty points, and more. Each tactic is explained with practical tips and examples, emphasizing the importance of execution details and consumer engagement.
New DistributionDistribution: The Fundamental Skill for FMCG Professionals
Distribution is the fundamental skill in the FMCG industry. To achieve low-cost and effective distribution, distributors must prepare thoroughly, standardize the process, and pay attention to details.
New Distribution15 Skills That Will Make You Excel in the Workplace
This article outlines 15 key skills and personal qualities that distinguish successful professionals in both domestic and foreign companies, including reverse thinking, empathy, summarization, concise writing, information gathering, solution formulation, goal adjustment, self-consolation, written communication, cultural adaptability, resilience to change, loyalty, seeking training, embracing extra tasks, and professionalism.
New DistributionThe Consumer Psychology of KA Stores
This article reveals the psychological tactics used by supermarkets and hypermarkets to influence consumer behavior, such as product placement, pricing strategies, and sensory marketing, and offers tips for shoppers to make smarter purchases.
New DistributionWho Should Pay for Market Promotion Costs?
The most common dispute between manufacturers and distributors is who should bear market costs. Manufacturers argue they've already invested in product development and brand building, while distributors believe they shouldn't fund long-term market cultivation. The solution is to divide costs into network-building costs (borne by distributors) and sales-promotion costs (borne by manufacturers), clarifying responsibilities and fostering cooperation.
New DistributionSales Manager's Perspective: What Makes a Successful Distributor
In the African savannah, lions and antelopes race for survival, illustrating the principle of survival of the fittest that applies equally to business. Distributors face immense pressure and must stay ahead of competitors to thrive. This article, based on years of experience with distributors, explores key strategies for success, including partnering with excellent manufacturers, embracing brand concepts, focusing on quality, forward-thinking, and mastering distribution channels.
New DistributionManaging Expiry Dates: A Required Course for Dairy Distributors – Insights from a Mengniu Distributor
For dairy distributors, pressure is evident: sensitive quality issues, frequent returns and exchanges, and persistently high inventory levels seem to be the norm. How should distributors address these challenges? Wu Lijun, a Mengniu distributor in Shangyu, Zhejiang, believes that whether dealing with low-temperature or ambient milk, controlling expiry dates is paramount. Only by doing so can product quality be ensured, distributors remain profitable, and the market progress steadily.
New DistributionTraditional Management That Small and Medium Distributors Must Break Through!
In the FMCG industry, numerous small and medium enterprises struggle with unclear strategies and over-reliance on learning from industry giants, leading to failures in market development and expansion. To break the deadlock, companies must combine management models with software processes, rather than depending solely on people.
New DistributionAct Like a Manager Before You Become One
Instead of waiting for a promotion to demonstrate leadership, master the 'Four Dos and Two Don'ts' to take charge of your career. By thinking, communicating, and acting like a leader now, you can become the best candidate for future opportunities.
New DistributionHow Should Distributor Bosses Give Bonuses to Employees?
This article outlines four principles and three combinations for distributor bosses to effectively distribute bonuses to employees, emphasizing timely, public, cash-based, and well-communicated rewards, as well as balancing open and private incentives, fixed and flexible amounts, and short-term and long-term motivation.
New DistributionFierce Market Competition: Have You Made Your Competitors Uncomfortable?
Competitors are an important external factor that salespeople should pay attention to, but most don't truly understand what their competitors are. In different regions, competitors can vary, and they aren't limited to rival products—for example, in many areas, Jianlibao's competitors are counterfeit products, not Coca-Cola, Pepsi, Wahaha, or Wanglaoji. At Jianlibao, I never considered the two colas as our competitors because our products are fundamentally different, and our quality is better. We often misunderstand how to counter competitors: instead of passively reacting, we should take the initiative. For instance, when competing with Sprite, we used price advantages and strategic promotions to pressure them at both wholesale and retail levels, achieving great success. Blindly following competitors' promotions is ineffective; we should adjust our strategy by targeting different channel levels. Sometimes we need to avoid competitors' strengths, sometimes strike hard, but the best is to lead them. Always following puts us in a passive position, and passivity leads to defeat.
New DistributionDistributor Development and Management
As the company's transformation deepens, future channel operations will be built around dealers establishing a distribution management platform. In this context, distributors become a key part of the channel, and their development and management will significantly impact the company's business performance. This article outlines the classification, selection criteria, development steps, cooperation terms, and daily management of distributors.
New DistributionThe Economics Behind Product Display: Purchase Hints
This article explores the science of product display in retail, explaining how strategic placement can boost sales by leveraging consumer psychology, such as the 'beer and diapers' phenomenon and color-based displays.
文/乐琰Channel Control Determines Distributor Strength!
A beverage distributor in Guangxi maintains market dominance through strong terminal control, including cultivating key accounts, enhancing channel relationships, and developing special channels. However, increasing sales targets and market pressures reveal weaknesses in process management, neglect of small and medium clients, and improper resource allocation, prompting a discussion on how distributors can improve channel control through channel planning, refined management, and logistics.
New DistributionHow Well Distributor Employees Perform Depends on How Salary and Performance Are Assessed
This article discusses how to build an effective salary system for sales staff in the FMCG distribution industry, covering the components of salary, the objectives it aims to achieve, and the methods to link them. It emphasizes the importance of aligning salary incentives with company goals and market conditions to motivate salespeople and ensure strategic implementation.
New DistributionThe Revolution in Distributor Business Models: An Inescapable Historical Choice!
As domestic market competition becomes increasingly international, channel networks are moving downstream, forcing distributors to adapt or be marginalized. This article explores three transformation paths for distributors—new-style agency, product distribution, and contracted services—and argues that this revolution in distributor business models is an inescapable historical choice.
New DistributionFour Philosophical Stories to Reveal the Essence of Success
A wise young man, eager to succeed, repeatedly fails and seeks advice from a sage. Through four stories about persistence, goals, opportunity, and belief, the sage teaches that there are many paths to success, and one must adapt and persevere.
New DistributionDon't Be Fooled! 7 Things Distributors Must Never Say When Negotiating with Manufacturers
This article warns distributors against saying seven specific phrases during negotiations with manufacturers, as they can undermine their position. It advises focusing on concrete solutions, demonstrating capability, and building trust to achieve successful long-term partnerships.
New DistributionTen Major Challenges for Distributors in Business Management
Traditional distributors in China are essentially just circulation channels, mainly serving warehousing and delivery functions. This article outlines ten major challenges distributors face in their daily operations, including choosing between product specialization and channel specialization, managing growth through profit or volume, transitioning from family-run management, establishing effective performance evaluation, handling unreasonable inventory pressure from manufacturers, building distribution channels, negotiating with supermarkets, securing manufacturer support, controlling accounts receivable, and maximizing profit through product mix analysis.
New DistributionThe Path to Single-Product Distribution in the FMCG Industry
Amid the ongoing adjustment in the baijiu industry, distributors are exploring new strategies to survive the downturn. While some regional strongholds continue to focus on strategic single products, others are diversifying their portfolios. However, this article argues that single-product distributors should not blindly follow the trend of multi-product expansion; instead, they should assess their own capabilities and focus on building a star product to achieve sustainable growth.
New Distribution