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 44 of 193
Neither Dead nor Thriving: Who Can Change the Fate of China's 1 Million FMCG Secondary Distributors?
Secondary distributors (二批) are a unique group in the FMCG industry, often targeted by manufacturers for channel flattening, yet they remain resilient due to their low cost and proximity to small retailers. This article explores their challenges and a new platform model, '佟掌柜', which aims to empower them with digital tools and expand their service radius, potentially transforming their fate.
陈思廷Regional Manager: Making 2022 Business Plans Is Not 'Copying Homework'
As December arrives, major FMCG brands have begun planning for the coming year. This article discusses how regional managers should review and plan their business. Many regional managers mistakenly treat business planning as a routine task or fail to create individual plans for each dealer. The article outlines common pitfalls and provides a detailed framework for conducting thorough business reviews and making effective plans.
王军Baixiang's Offensive: The Best Time for Distributors to Join
Baixiang has truly changed, becoming more fashionable and younger, as many distributors perceive from its recent product and brand innovations. The Dalajiao brand, a pioneer in Baixiang's youth-oriented strategy, has excelled in the market, with its hot chicken noodles leading domestic sales and expanding into other spicy snacks. After validating its brand and products online, Baixiang is now preparing to attack offline channels, presenting a significant opportunity for distributors.
秦淮Several Ways to Classify New Channels
Two years ago, New Distribution classified the market channels from two dimensions: technology and market, into four quadrants. Today, the importance of different scenarios has changed, and the trend of convergence is obvious. This article reclassifies and analyzes the current retail market from the perspectives of consumer behavior and network topology.
赵波Is KA Just a Hypermarket?
The decline in offline foot traffic is an indisputable fact, but it doesn't mean offline channels are no longer important. Compared to embracing new retail formats, it's more critical to hold the baseline of offline channels through meticulous management and professional practices. To this end, New Distribution, in collaboration with Mr. Cao Yang, former General Manager of Coca-Cola China's Key Account Management Group, launches the "Key Account (KA) Management Practice" series, aiming to provide frontline channel managers with a complete methodology for managing offline key accounts in a turbulent market. This is the first installment, focusing on cognition.
曹扬The Era of Goat Milk Formula Breakthrough: How Can Distributors Achieve Synergistic Growth in B&C?
Recently, the State Administration for Market Regulation issued new regulations for infant goat milk formula, stipulating that products using bovine whey powder (commonly known as 'mixed goat' or 'half goat' milk powder) can no longer be labeled as 'goat milk powder'. This has prompted many 'half goat' companies to consider transitioning to 'full goat' or exploring other niche categories. The new regulations accelerate the standardization and upgrade of the goat milk powder market, benefiting brands focused on pure goat milk protein formulas.
AmyFMCG Companies' Deep Distribution Model Urgently Needs Upgrading
The Chinese market is characterized by multiple tiers, diverse retail channels, and a lack of integrated logistics, with millions of mom-and-pop stores being a key distribution channel. The deep distribution model, while effective in the past, now faces challenges from declining foot traffic and the rise of omnichannel retail, necessitating upgrades in management, value chain, and consumer marketing.
赵波How to Implement BC Integration?
BC integration is essentially bC integration, where 'b' refers to small retailers. It is the soul of channel digitalization, involving technical binding, single-store communities as the smallest operational unit, mutual leverage between b and C, and a shift in channel logic. The key is to reassess the value of the retail end and implement bC integration through technical tools like BC dual codes and BC mini-programs.
刘春雄 刘馨忆Orange Heart Preferred Self-Rescue, Shifts Focus to Wholesale Business
Starting in September, Orange Heart Preferred (Chengxin Youxuan) shrank its service area from 31 provinces to 9, cut staff from 16,000 to 5,000, and saw orders drop from 12 million to 2 million. Now, it is pivoting to a wholesale business model to survive.
晚点团队Where to Start with Channel Digitalization?
Many business owners ask me, 'Teacher Zhu, is it too early for our company to start digital transformation?' I express my view in three sentences: digital transformation must be early, must be difficult, and must be done. There is much discussion about digitalization from various angles and positions. Here, I mainly stand from the perspective of brand owners, discussing how enterprises can achieve digitalization through channels. The main problems faced by traditional channels are profit distribution and sell-through at all levels. Simply put, someone is willing to sell, and someone is willing to buy. One is the physical space grab for shelf space, and the other is the occupation of mind space.
朱朝阳Offline Foot Traffic Down 30%, Is KA Still Worth Heavy Investment?
As offline foot traffic continues to decline, is the importance of offline channels for FMCG brands diminishing? What problems have brand owners faced in KA (Key Account) management? What can leading FMCG companies' KA management teach the industry? Facing uncertainty, what is the real significance of doing KA management well? With these questions, New Distribution interviewed marketing expert Mr. Cao Yang to gain his insights.
任文青Approaching 2022: Product Selection Logic for Beverage Distributors
The pandemic has heightened global health awareness, making beverage safety and natural ingredients more important than taste alone. This article analyzes future bestsellers and distributor product strategies from consumer, distributor, and industry perspectives.
高级研究员 海游Where Is the Spring for Small and Medium-Sized Liquor Enterprises?
A distinguished guest from afar traveled a long distance to Boss Zhang's hometown. At the welcome dinner, although the guest, who frequently flew around the country and held status and prestige, usually drank famous liquors, Boss Zhang did not entertain him with a nationally renowned top-tier baijiu brand but instead chose his hometown's local liquor brand. After the banquet, the guest not only expressed no dissatisfaction but, upon leaving, took the initiative to buy several cases to take back. Boss Zhang, embarrassed to let him pay, gave them free of charge. Later, the guest kept asking Boss Zhang for more, and Boss Zhang kept giving them for free...
朱朝阳The Way Out for Traditional Distributors: Among Three, I Excel!
The market has changed significantly in recent years, bringing challenges to traditional distributors. Some overreact to new models like B2B platforms and community e-commerce, while others are slow to respond. The author argues that in China's vast market, distributors remain irreplaceable, and the key to growth lies in company-based operations, building strong teams, and expanding from brand-specific to comprehensive distribution.
王军Have You Figured Out How to Run Your 2021 Dealer Conference?
Why do we keep having meetings? Meetings are the most common and troublesome aspect of modern enterprises. Every modern person is trapped in a sea of meetings, attending numerous ones annually, monthly, or even weekly. The only differences are who organizes them and whether you speak. We must reflect on why we meet and why so often. First, for any organization, meetings are undoubtedly necessary. Historical events often tie to important meetings, proving their necessity and significance.
陈思廷Feihe, Mead Johnson, Wyeth and Other Dairy Companies Deny Price Hikes; Raw Milk Cost Share Is Low, Hard to Affect Terminal Product Prices
Amid the Double 11 shopping festival, the shadow of price increases has spread to the dairy industry. Despite rising international milk powder raw material prices, major Chinese formula makers like Feihe, Mead Johnson, and Wyeth deny any price adjustments, citing minimal cost impact and existing inventory buffers.
朱欣悦What Is the First Step in Enterprise Digital Transformation?
At the China FMCG Conference held by New Distribution in September, we concluded that the first step in digital transformation for FMCG companies is not studying digital patterns or making decisions based on numbers, but ensuring authentic data collection. Without authenticity, having data is more dangerous than having none. If the team doesn't love the terminal system, pause the digital transformation.
高级研究员 海游Every Distributor Deserves to Re-Engage the Terminal Market
Many distributors dismiss the idea of re-engaging the terminal market, believing that offline sales are declining irreversibly. However, a case study of a Jinluo distributor shows nearly 10x growth by systematically re-conquering stores with dedicated promoters and aggressive in-store tactics. The article argues that offline growth comes from seizing competitors' share, not from category growth, and that distributors must evolve into large-scale operators by focusing on efficiency, multi-category expansion, and terminal dominance.
袁来2022 Annual Planning: Less Empty Talk, More Focus, Practicality, and Detailed Work Items
As the year draws to a close, many FMCG manufacturers and distributors are once again contemplating their strategies for the coming year. Faced with increasingly complex internal and external environments, the biggest concern for every sales manager is how to 'view, handle, and execute' effectively, and how to formulate marketing strategies that truly align with brand development and market realities. Drawing on recent experiences in corporate strategy discussions, the author shares a methodology that may offer some inspiration. Common pitfalls in strategy formulation include: 1. Content too vague, applicable everywhere...
邢仁宝Cheese Sticks Riding the Wave: Gross Margins Exceed 40%, Price Wars and Homogenization Issues Yet to Be Resolved
The cheese stick sector is booming, with gross margins exceeding 40%, but price wars and product homogenization are pressing issues. Leading company Milkground has seen rapid growth, yet industry experts urge a focus on product differentiation and R&D.
闫淑鑫The Heroine Zhang Jie: A Beer Distributor's Ten-Year Campaign Across the South
Zhang Jie, a former champion race car driver, unexpectedly entered the beer distribution business and spent a decade fighting six major battles across Guizhou and Guangxi for Snow Beer, growing her company Anxin to 160 employees and 20,000 tons in annual sales. Her story highlights the challenges and strategies of distributors in China's FMCG market, including her notable victory in Bozhou where she turned a formidable competitor into a partner.
陈思廷The Price Hike Wave Has Arrived: Seven Suggestions for Distributors
In just two months, a distributor boss surnamed Zhang received five price adjustment notices from brand owners, with unprecedented increases. Zhang is struggling due to rapid upstream price hikes, rising operational costs, and lack of pricing power. This article offers seven practical suggestions for distributors to navigate the crisis, including shifting to partnership models, optimizing team management, prioritizing scale, managing receivables, simplifying performance assessments, optimizing distribution networks, and focusing on sell-through.
高级研究员 海游The New Logic of Manufacturer-Dealer Win-Win: Insights from PepsiCo Foods' 'Ru Hu Tian E' Project
On October 15, the live case sharing of PepsiCo Foods' 'Ru Hu Tian E' dealer digital transformation project concluded successfully, with a record-breaking cumulative online attendance of 33,600. Launched in June 2020, the project aims to empower dealers to undergo digital transformation and upgrade in the new era. This case, co-created with New Distribution and outstanding dealer benchmark Shenzhen Yataixuan Industrial, showcases a 'digital omnichannel dealer' model. As the event concluded, it's evident that concepts like digital transformation, omnichannel operations, and full-channel layout are being increasingly practiced by dealers.
袁来Four Channel Coverage Priorities for Bottled Water Success
A product placed anywhere will find buyers, but not every location qualifies as a distribution channel. The essence of channels is how to reach consumers efficiently, cost-effectively, at scale, and through diverse touchpoints. Manufacturers must assess whether a channel is worth the investment, considering current and future profitability and its impact on other channels. Channel selection should align with product attributes to find the most suitable sales venues.
高级研究员 海游