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.
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4620 articles · Page 46 of 193
Distributors Won't Die, But Their Functions Will Change!
After years of struggle, it's now consensus that traditional offline markets cannot be replaced by online e-commerce. While retail stores are irreplaceable, the role of distributors, often seen as mere goods movers, is questioned. This article analyzes the value of distributors in logistics, capital flow, and information flow, arguing that they won't disappear but will evolve in function.
袁来Distributors That Only Do Warehousing, Financing, and Wholesaling Are Close to Closing Down!
The harder business gets, the more distributors should think about how to run their business in the next 2-3 years, especially in an era of new retail and online e-commerce. New Distribution has predicted that regional distributors will evolve into three types: brand operators, category operators, and regional supply chain companies. Regional supply chain companies are rare (1-3 per region) and demanding, making them less ideal for most distributors. Brand and category operators are more feasible, requiring directional adjustments based on existing resources.
袁来Red Bull Anaji and Yadea Joint Cross-Border Marketing Boosts Distributor Confidence!
Recently, Red Bull Anaji and Yadea launched another major IP co-branded event, "Ride Guanneng to Mars," which officially started at 13:00 on August 28. This is another deep collaboration between Red Bull Anaji and Yadea following the "Guanneng China Tour" brand carnival in July. During the 2-day, 1-night journey, Red Bull Anaji provided energy support to the "Guanneng Exploration Team" composed of 9 outstanding riders. Through this event, Red Bull Anaji built a brand image of efficient energy storage and set a new benchmark for functional beverage brand marketing. In addition, the two industry leaders...
秦淮It's Time to Give the Market Back to Distributors!
After visiting distributors in Hebei and Shandong, the author observes that most have sales between 10-100 million RMB and operate with thin margins of 7-13%. The article argues that brand manufacturers' over-involvement in distribution has created inefficient, dependent distributors, and that companies should empower distributors with digital tools and refocus on new marketing models to adapt to changing market dynamics.
New DistributionThe Gold Rush in the 10-Billion-Yuan Near-Expiry Food Market: Some Trade Millions Monthly, Others Worry About Inventory
Near-expiry food is becoming a hot topic in the consumer industry, attracting young consumers with steep discounts and new specialty stores. While some traders see monthly transactions in the millions, others face unstable supply and profit challenges, raising questions about the sustainability of this trend.
任子勋100,000 Group Leaders and 1,000+ Livestreamers in One Matchmaking Event: See You in Shanghai on September 23!
In 2021, FMCG industry players face unprecedented challenges as traditional channels decline. The article highlights the rise of community group buying and livestream e-commerce as key growth areas, and announces that the 4th China FMCG Conference will provide a platform for brands and distributors to connect with 60+ community group buying platforms (representing 100,000 group leaders) and top livestreamers from Douyin and Kuaishou.
陈思廷Distributors Really Must Change or Die!
Every two years, the industry calls for eliminating middlemen, making distributors the target of criticism. With the rise of B2B, community group buying, and innovative retail models, distributors face increasing pressure and challenges. This article explores the changing role of distributors, the need for transformation, and emerging trends such as B2B resurgence, the rise of 'big distributors,' and urban distribution services.
赵波A Digital Operations System May Matter More Than Digitalization Itself
The article argues that while digital tools like SFA, mini-programs, and one-code-per-item are important, the key is building a comprehensive digital operations system that integrates these tools to connect F2B2b2C, enabling coverage, acquisition, activation, repurchase, and referral. It emphasizes that these tools have limitations and must be adapted to specific contexts, and that product quality remains fundamental.
赵波Lawson Abolishes Slotting Fees: Are Other Retailers Far Behind?
On August 24, Zhang Sheng, Vice President of Lawson (China) Investment Co., Ltd., announced that Lawson will no longer charge suppliers slotting fees, account opening fees, and related charges. This move follows similar actions by Hema and reflects a broader trend among traditional retailers to rethink their relationships with suppliers amid declining sales.
New DistributionKey Capabilities Needed to Become a Major Distributor
This article discusses the key capabilities required for a distributor to grow from tens of millions to over 100 million in sales, based on interviews with regional major distributors. It highlights strategic, operational, and organizational abilities as common traits among successful large distributors.
周群 道农Mengniu, It's Hard to Say I Love You!
A former top Mengniu distributor recounts his 18-year partnership with the dairy giant, detailing how initial success and deep loyalty gave way to financial ruin, unresolved debts, and a bitter dispute over promised compensation and support.
老董Lessons from Conversations with Over 100 Outstanding Distributors: 10 Management Insights
Over the past two to three years, New Distribution has visited over a hundred outstanding distributors across the country, discussing their business strategies and how they resist risks, achieve growth, and expand despite rapid market changes. This article summarizes 10 management lessons distilled from these visits, offering practical insights for distributors to break through in a changing environment.
袁来Northern distributors drink liquor, southern distributors drink tea
The article contrasts the business cultures of distributors in northern and southern China, highlighting differences in office location, social habits, investment preferences, and attitudes towards new things. It concludes that successful distributors share common traits such as eagerness to learn, exploring new business models, and data-driven decision-making.
Asher 道农BC Integration: Integrating Distribution and Sell-through
The article discusses the importance of integrating distribution (B) and sell-through (c) in the digital era to improve marketing efficiency. It highlights three key advantages of BC integration: achieving long-term user value, low-cost marketing, and scenario reshaping, with case studies from Super Node's clients.
秦亚峰New Distribution x China Resources Snow Theme Salon - "Huashan Discussion · 2021 First FMCG O2O Seminar Salon" Successfully Concluded!
The pandemic over the past year has accelerated the growth of O2O, bringing varying degrees of growth to FMCG brands. Although the pandemic has gradually eased in 2021, the pace of O2O growth has not slowed. Facing this new business format, new retail, and new channel, how should FMCG manufacturers respond? What are the strategies, tactics, organizational structures, and investment approaches? Through this seminar, we hope to hear diverse voices and experiences to answer questions for our own brands. On the afternoon of July 30, the "Huashan Discussion · 2021 First FMCG O2O Seminar Salon" was successfully held in Shanghai, co-hosted by New Distribution and China Resources Snow, with Pistachio Digital as a co-organizer.
New DistributionCommunity Group Buying Enters Deep Water, Traditional Market Ecology Shifts
A field visit to Zhenjiang reveals how community group buying platforms are aggressively recruiting store owners as group leaders through 'street-sweeping' campaigns, reshaping the traditional FMCG distribution landscape. Dealers face declining offline sales, while some adapt by diversifying brands, channels, and embracing e-commerce.
高级研究员 海游What Exactly Are Distributors Earning?
Over the past year, the retail industry has undergone significant changes, with online market share expanding and offline space shrinking. New Distribution visited numerous distributors and found that while top players grew, others suffered. The core question is: what are distributors really earning? The answer is the price difference, and the ability to earn more is divided into five levels: transportation, cost-saving, growth, management, and value-added services.
道农 周群First Case of Distributors Venturing into Warehouse Membership Supermarkets!
Warehouse membership supermarkets are experiencing a resurgence, attracting both established players like Sam's Club and Costco and new entrants like Hema and fudi. Distributor Yan Lu of Daqing's Tao Daqing has successfully transitioned into this model, leveraging her distribution advantages and innovative strategies to thrive.
新经销何年The Predicament of Distributors with Annual Sales Exceeding 100 Million
Recently, the author visited several large distributors in China and found that despite their scale and adaptability, they face limitations. This article explores these limitations and offers suggestions for transformation, including increasing information sources, seeking external expertise, and empowering younger teams.
赵波Tasting: An Action That Can Increase Sales by 5 Times, Ignored by 90% of Companies!
This article is a must-read for all physical businesses, especially food and beverage companies. It reveals a common yet overlooked action that can boost sales fivefold without extra manpower, materials, or time costs, and also encourages repeat purchases.
阳光头Zhengzhou Heavy Rain: Some Distributor Warehouses Flooded, Calls for Manufacturers to Help Tide Over Difficulties!
Since July 17, Henan has experienced persistent heavy rainfall, with most areas seeing torrential rain and some seeing extraordinary rainstorms, triggering a Level I emergency response. In Zhengzhou, the three-day rainfall reached 617.1mm, breaking historical records, and many distributors' warehouses were flooded, damaging goods. FMCG companies and platforms have mobilized to aid Henan, while distributors appeal to manufacturers for support.
AsherEntering 40,000+ Offline Outlets, Ranking First in Hema Category: A Dialogue with Mike Rice Wine on Breaking into the Tipsy Market!
As a mature brand, RIO has made 'low-alcohol' synonymous with its name, and the 'tipsy' scene has become a demand among young people. This has created opportunities for new brands like Mike Rice Wine, Berry Sweetheart, and Meijian. Mike Rice Wine, founded in 2014, chose the traditional Chinese rice wine category and has now entered over 40,000 offline outlets, becoming a top seller in Hema and other channels. The article explores the strategic thinking behind this choice and the industry's development.
苏相如The "Leading by a Small Step" Methodology of the Largest Condiment Distributor in Southern Zhejiang and Northern Fujian, Representing Brands like Heinz Weishida, Lee Kum Kee, Totole, and Unilever
This article explores how Wenzhou New Era Food Co., Ltd., the largest condiment distributor in southern Zhejiang and northern Fujian, has maintained growth amid changing market conditions by adopting a "leading by a small step" philosophy, efficient management of over 200 brands and 5,000 SKUs, and strategic channel expansion and market penetration.
周群Channel digitalization without dealer participation is not true channel digitalization
This article reviews the history of channel digitalization in the FMCG industry, analyzes why previous attempts led by manufacturers and internet giants failed, and argues that dealers must be the main drivers of digitalization. It predicts a surge in dealer-led digitalization in the coming years and suggests that system service providers should focus on dealers' needs.
陈思廷