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
4620 articles · Page 36 of 193
Starting Small: Concrete Actions in Digital Transformation
The essence of digitalization is still a tool, while the essence of sales is business, which relies on good product selection, pricing, distribution, and promotion. Digitalization is not the core of business but a tool to enhance it. The current hype around digitalization is overblown; without it, not everything is wrong. In your business, if the main product selection is wrong, digitalization won't make it sell well. Digital transformation, whether for channels or management, primarily solves management issues, not the core 4P of business. The real benefits come from improving efficiency in daily operations, not from grand projects. Start with three online processes: business process, inventory, and data analysis.
渠成君Unequal Profit Distribution Among Manufacturers and Distributors Turns 'Channels' into 'Obstacles'
No distribution model can be replicated; the best model must be created by the enterprise itself. 2023 is bound to be an unusual year, marking a new starting point in the post-pandemic era, with many brand owners gearing up to redefine their positions in the FMCG industry.
高级研究员 海游Why Products Don't Sell: A Packaging Perspective
Packaging is a crucial medium for communicating with consumers, and design must provide a reason to buy. This article outlines eight key points for creating effective packaging that drives sales, including distinctiveness, usability, memorability, avoiding information overload, and conveying value.
赵波Distributors: Guard Against Fire, Theft, and Supermarkets—Should They Still Do Business with Big-Box Retailers?
Business must look forward and adapt to market changes. Distributors are increasingly abandoning big-box supermarket channels due to rising costs, extended payment terms, and the risk of store closures, which have turned once-profitable partnerships into loss-making ventures.
周群2023, How Distributors Can 'Look Up at the Road and Pull the Cart'
The Spring Festival of 2023 is expected to be the most prosperous in the past three years, presenting a rare opportunity for distributors. This article shares insights from Li Wei, head of Mengniu Modern Dairy's Henan-Shanxi region, on how distributors can navigate the changing market, channel shifts, and seize the festive season.
李伟Exploring Markets, Seizing Products, Expanding Channels... Here Are the Key Words for Distributors' Strong Growth in 2023!
With the end of the pandemic, economic recovery is inevitable but takes time. This article provides eight key words for distributors to focus on in 2023, including product structure, profit models, channel structure, team structure, manufacturer-distributor cooperation, online-offline integration, continuous learning, and rebuilding confidence.
高级研究员 海游Annual Review | Six Common Problems in Distributor Operations
Regularly reviewing business results is key to ensuring effective alignment and implementation of goals, organization, mechanisms, and strategies. This article outlines six common problems distributors face, such as profit loss after price increases, rising costs with falling sales, high handling costs for aged inventory, shrinking profits despite scale growth, finding new growth sources, and determining optimal daily store visits.
高级研究员 海游Ten Key Issues FMCG Distributors Need to Diagnose in Annual Planning | Highlights Review
Finding the root cause is the key to the right remedy. As 2022 has passed, distributors have navigated a challenging year amid uncertainty. Some achieved growth against the trend, while others struggled with declining sales and profits, along with rising costs. How can distributors diagnose their own issues and achieve their goals in the new year? In the New Distribution live series, mentor Li Feng analyzed these questions in detail.
李锋Proposal for the Launch of the China FMCG Digital Distribution Alliance
Distributors transitioning to B2B need to unite and join the alliance to engage in dialogue, exchange, growth, and development together.
New DistributionSales of 12.1 Million, Penalized 1.77 Million: Distributors Must Avoid This Mistake!
The future of the industry belongs to distributors who are willing to comply and continuously strive for compliant operations. This needs to be viewed separately. For modern channels like KA and CVS, invoicing is standard due to customer compliance requirements. However, for circulation, wholesale, and various e-commerce channels, customers often do not require invoices, leading some distributors to underreport income to reduce tax burden.
蔡艳富 任文青Bridging the Last Mile for Food Distributors: Small Food Businesses Have Great Potential!
With minimal cost and maximum efficiency, every product should reach its intended destination. Today, food distributors face immense challenges, including funding constraints and lack of brand awareness. WeBank's WeBank Enterprise+ offers financial and non-financial services to help small food businesses overcome these hurdles and thrive.
陈文石As Lockdowns Lift Nationwide, How Should FMCG Distributors Adjust Spring Festival Business and Plan for the Future?
As lockdowns lift, competition remains; distributors should proactively seize market share and plan for the future. This article is from the first session of Li Feng's live series, authorized for publication.
李锋Marketing Strategy Not Landing? It's a Timing Issue!
How to do the right things at the right time is worth every marketer's consideration. After discussing the five major operational strategies for FMCG companies—product, channel, organization, consumer, and expense—this article explores the time advancement strategy to implement these five strategies, emphasizing the importance of reviewing past issues, closing loops within each period, and maintaining a long-term perspective.
高级研究员 海游The Historical Mission of Distributors Has Changed!
Serve your customers well and secure channel resources; if you have sales volume, brands will naturally cooperate with you. Over the past few years, New Distribution has repeatedly said that 90% of distributors will be eliminated in the future, and that distributors need to transform and change. But how exactly? Recently, we visited a group of distributors. Their market environments, product categories, and operational models differ, but after talking with them, I clearly felt they share a huge commonality. This commonality is unrelated to personal traits or management styles; it is only related to one question: the future of the distribution business.
任文青AndyCommon Tax Risks and Responses for Distributors under the Fourth Phase of Golden Tax (I)
Falsely issuing invoices is not just about 'buying and selling invoices'; one may inadvertently get involved. This article explains what constitutes falsely issued invoices, common scenarios for distributors, legal liabilities, and response measures.
蔡艳富 任文青Policy Tailwinds: What New Trends Will the Upcoming New Year Goods Market See?
With the optimization of epidemic prevention policies, the upcoming New Year goods market is expected to see a strong recovery. Distributors must seize the opportunity to maintain their market share and pursue growth, especially in the gifting sector where health-conscious products like nut gift boxes are performing well.
AmyHow Will the Epidemic Trend Affect Distributors' Spring Festival Gift Box Stocking?
Opportunities are reserved for those who are prepared; active and scientific preparation will always yield rewards. Many practitioners and distributors are pessimistic about this year's Spring Festival gift market, but my view is that opportunities favor the prepared, and proactive, scientific preparation will pay off. Reviewing last year's Spring Festival gift market, some distributors sold out and profited handsomely, while others suffered from insufficient stock or excessive inventory. The difference between profit and loss lies in a positive mindset and scientific stocking.
高级研究员 海游More Employees Testing Positive: How Can Distributors Navigate the Current Difficult Period?
Distributors face operational disruptions as frontline staff fall ill, requiring urgent measures: ensure operations, plan foodservice, integrate e-commerce, and manage the Spring Festival smoothly.
高级研究员 海游Surviving the Critical 100 Days!
No matter how long and dark the night, the sun will always rise as usual! Simple blind pessimism or optimism is wrong. During pandemic controls, believing all difficulties were caused by controls and there was no hope without lifting them was wrong. After lifting, believing all difficulties were over and everything would return to normal was also wrong. Half a month after lifting, with soaring infections and consumers avoiding offline consumption, thinking all efforts were in vain is still wrong. Any simple and blind pessimism or optimism will prove to be a big mistake.
陈思廷Preparing for the New Year: City Managers Must Master the 'Front, Middle, and Back' of the Business!
Every December, city managers are busy making next year's city plans, often working overtime before deadlines, but in the end, apart from a different PPT format, the final strategy plan is just a tweaked version of last year's document. Based on years of frontline observation, the author finds that city managers who consistently manage their business well and achieve sustained growth share a common trait: they truly understand the front, middle, and back offices of their distributors' operations.
渠成君One Week After the Pandemic: Has FMCG Business Recovered? Latest Survey from Eight Regions on December 8
If we cannot eliminate it, we must learn to coexist. It is time to return to new growth! As 2022 draws to a close, the nation has finally embraced long-awaited 'freedom.' Following the release of the 'New Ten Measures' optimizing COVID-19 prevention policies, New Distribution connected with eight FMCG companies across the country to see how they are adjusting and planning for the upcoming Spring Festival.
田静Channel Strategy Without Execution: How Can There Be Channel Competitiveness?
Channel competitiveness is a core asset for FMCG companies. This article discusses ten key considerations in channel strategy, including channel definition, SKU matching, channel prioritization, coverage requirements, execution standards, territory planning, visit planning, outlet rating, market mapping, and channel performance forecasting.
高级研究员 海游Distributors' Self-Transformation: No Longer Just 'Porters' for Brands
Distributors who turn crises into opportunities often win through systematic thinking and holistic innovation. In 2022, a year of market volatility and pandemic-driven changes, distributors faced numerous transformation challenges, with many feeling like mere 'porters' for brands, burdened by high costs, low profits, and risks. To thrive, they must upgrade their management systems in eight key areas.
程英奇Diagnostic Loop: How Manufacturers Establish a Market Problem-Solving System
Market research reveals a common issue: a lack of standardized process from problem identification to resolution. This article outlines a four-step methodology—objective description, process review, execution analysis, and system empowerment—to build a comprehensive problem-solving system.
高级研究员 海游