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 47 of 193
Data Empowers FMCG Distributors: Zhoupu Data Officially Launches 'Zhouyi'
In the era of data technology, data has become a key driver of business and efficiency. However, many distributors still lack data management habits, leading to unclear insights into product performance, salesperson contributions, and top customers. On June 26, 2021, Zhoupu Data's CTO Mu Wei officially launched 'Zhouyi', a BI business intelligence solution designed to help distributors leverage data for better decision-making and competitive advantage.
New DistributionChannel Order Onlineization: Controlling Product Flow and Enhancing Marketing Efficiency
Field Service 365 proposes that digitalization in the FMCG industry mainly consists of five onlineizations: personnel, customers, marketing activities, channel orders, and channel inventory. Among these, channel order onlineization, which manages orders for products sold by distributors, is undoubtedly the most challenging. By understanding distributor sell-out orders, companies can gain insights into product flow, implement targeted marketing activities, and improve efficiency.
数字化的A Successful Promotion: The Promoter's Contribution Is No Less Than 60%
This article argues that promoters are crucial to the success of promotional activities, yet many FMCG companies neglect their management. It offers insights into improving promoter productivity through human resource management, including planning, recruitment, training, performance, compensation, and employee relations.
高级研究员 海游Zhoupu Data Establishes Customer Capability Growth Center to Help Distributors Achieve Upgraded Advancement
Recently, Zhoupu Data's 2021 FMCG Industry Digital Intelligence Summit concluded in Nanjing, where the Zhoupu Data Customer Capability Growth Center was officially established. It provides comprehensive services including education and training, industry research, knowledge dissemination, and peer exchange for deep participants and persistent strivers in the FMCG industry, always adhering to the original intention of 'letting data intelligence achieve every business person', focusing on customers' concerns and achieving customers' achievements.
New DistributionChannel Digitalization Is by No Means the Marginal Digitalization of Distributors
Distributors who still cling to traditional concepts and refuse to change are like Nokia in its heyday. Just as Nokia underestimated the threat of smartphones, distributors are now facing the risk of being disrupted by new retail models. The key to survival lies in embracing comprehensive digitalization of core business processes, not just marginal tools.
何年Leveraging Modern Trade as a Lever to Build Regional Managers' Cognitive System for Digital Sales
This article discusses how regional managers can build a cognitive system for digital sales. It starts with the sources of sales volume, which are driven by active outlets and volume per outlet, and emphasizes that modern trade, with its high level of digitization, can serve as a model for developing digital sales capabilities that can be applied to other channels.
曹扬From Annual Sales of Over 20 Million to Hundreds of Millions in 7 Years: What Did This Trading Company Do Behind Its Rapid Growth?
This article explores the growth journey of Anhui Sulong Industry and Trade Co., Ltd., from annual sales of 20-30 million to hundreds of millions in seven years, highlighting the strategies of its chairman, Su Jiandong, including information flow, customer service, organizational management, and product selection.
周群The Bigger the Headquarters, the Bigger the Problems
In Journey to the West, most demons are escapees from the 'headquarters,' while only the White Bone Demon is a wild one. Sun Wukong cannot defeat them, but headquarters leaders can easily 'collect' them without lifting a finger, simply because they hold 'magic tools.' A strong headquarters is a product of a centralized system, and its distance from the front line breeds bureaucracy, poor execution, and distorted policies, ultimately hindering market success.
刘春雄Community Group Buying Arrived: My Business Declined! Community Group Buying Arrived: My Business Grew!
This article explores the impact of community group buying on distributors in East China, presenting contrasting cases where some distributors saw significant declines while others achieved growth. It emphasizes the need for distributors to adapt, innovate, and collaborate with platforms to survive and thrive amidst new retail models.
周群Genki Forest Falls from the "Cloud"
Genki Forest's rise, like a stone thrown into a lake, stirred ripples in China's long-quiet beverage market. People are keen to dissect its success logic: geographic arbitrage, aesthetics as justice, influencer marketing, seizing the consumer mindshare of "0 sugar, 0 fat, 0 calories," and fully exploiting convenience store channel dividends. There is no shortage of criticism and doubt: "fake Japanese goods," "copycat," "inflated valuation," "sugar-free scam," and "consumer goods companies that focus too much on marketing and not enough on product will have no future." At the recent Yabuli Forum...
芽郁New Distribution Thematic Salon—"Community Group Buying Is Coming on Strong: Brand Owners' Response Strategies" Concludes Successfully!
Scan the QR code in the image to register. Within a short time of its rise, community group buying has become well-known throughout the FMCG industry, from executives to sales staff. However, only by doing it do you realize how much remains unknown: How should community group buying be done? How should product strategies be set? How should organizational structures be designed? What partners should be chosen? How should resources be allocated? On the afternoon of June 25, New Distribution held a successful salon seminar in Shanghai on this topic.
New DistributionEyeing High Margins, Three Squirrels Dips into Beverages
Three Squirrels, a snack giant, is entering the beverage market with high-margin products like spring water and sparkling water, set to launch by the end of June. Despite the potential, industry experts are skeptical due to intense competition and the company's lack of experience in the sector.
郭秀娟 王晓Every Time a New Retail War Breaks Out, Why Are Distributors Always the Ones Hurt?
When B2B platforms, live-streaming e-commerce, or community group buying emerge, distributors are always the most affected. Why is it that whenever new retail formats expand offline, distributors suffer the most? This article explores the fragility of distributor businesses, the impact of digitalization, and how distributors can adapt through digital transformation.
君子不器To Be Honest, Distributors Who Always Complain About Being Caught in the Middle Will Never Grow Their Business!
A distributor's business success or failure is often attributed to community group buying, but the real reason lies in their own lack of core competitiveness. Instead of defending against changes, distributors should focus on growth to solve all problems.
New DistributionWhere Have All the Sales Representatives Gone?
Are sales representatives really 'out selling'? A hot topic in the FMCG industry asks why young people are reluctant to become FMCG sales reps, with many switching to food delivery or ride-hailing. The reality is that frontline sales work is often repetitive and inefficient, and the traditional 'human wave' strategy is no longer viable. Companies are turning to crowdsourcing platforms to handle routine tasks, allowing core sales teams to focus on actual selling.
山仙森Community Group Buying Is 'Fizzling Out': Cheating Group Leaders and Wholesalers, Bullying Small Vendors
Community group buying is cooling down as platforms enter a protracted war of attrition. Group leaders are at a crossroads: on one hand, imperfect distribution, unstable product quality, and chronic shortages have cut orders by 70-80%; on the other, user attrition is severe, with few repeat purchases after initial trials. After taking away the livelihoods of small vendors, community group buying has turned its scythe on group leaders and wholesalers, cutting commissions from 10% to 1% and causing frequent driver turnover.
快刀财经编辑部Big-box Retail Growth Slows: How Can Distributors in Modern Trade Stabilize Their Business?
Recent Q1 earnings reports from major retailers show significant declines, reflecting weak growth in big-box stores. Distributors relying on this channel face declining sales and profits, prompting a need for internal efficiency improvements and external innovation to find new growth.
周群Survival Strategies for Traditional Channel Practitioners Amid Community Group Buying
A recent article argued that while community group buying disrupts channel pricing and affects sales, it shouldn't be blamed for all declines. The real danger is traditional FMCG practitioners becoming 'lying flat' and passive; instead, they should adapt and learn from growing businesses.
高级研究员 海游BC Integrated Operations Will Ultimately Replace Deep Distribution
A fundamental reality: after 2010, no well-known new brand rose through advertising (perhaps Xiaoguan Tea is an exception); similarly, no new brand achieved fame through deep distribution (perhaps Jiangxiaobai's deep distribution after IP ignition is an exception). Advertising-driven (brand-driven) and channel-driven approaches are no longer the driving forces for corporate rise. The distribution logic of channels is giving way to the sell-through logic. Deep distribution is distribution logic, while BC integration is sell-through logic. Distribution solves the 2B problem, while sell-through simultaneously addresses both B and C. Once sell-through is solved, distribution is no longer an issue.
刘春雄Don't Let Community Group Buying Become the 'Scapegoat' for Declining Sales
Community group buying has been a hot topic this year, naturally becoming the biggest 'scapegoat' for declining sales among some FMCG marketers. After visiting several distributors and brand managers, I found many blaming community group buying for weak sales in April and May. However, I argue that they should first self-examine their own operations, then analyze the industry and market, rather than shifting blame.
高级研究员 海游Three Paths for Distributors to Expand Their Business: Cross-Online Business, Cross-Category Business, and Cross-Region Business
Starting around April, many distributor friends have been calling me, saying business is particularly tough this year. This sounds familiar—almost every year, business gets worse. They ask for advice, and soon the conversation turns to whether cooperating with community group buying platforms is still an opportunity, whether opening stores on Pinduoduo can still make money, and whether the recent popularity of membership warehouse clubs is worth pursuing. After talking with a dozen or so distributors, I noticed a common trait: they tend to seek solutions externally rather than internally.
袁来Distributing Brands like Qiaqia, Xizhilang, and Dori, Achieving Annual Sales Over 100 Million in a Third-Tier City: What Innovations Did She Make?
In the face of a challenging market, distributor Kunshan Qianjing Commerce has maintained growth by focusing on internal management refinement and exploring new offline channels. Through strategic brand reduction, team performance reforms, and the development of a group-buying business, the company achieved annual sales exceeding 100 million yuan in a county-level city.
周群Terminal Media: Easy to Use, but Not Everyone Can Use It Well
Subway station ad spaces are increasingly vacant, and the once grand alcohol brand ad campaigns have long lost their aroma. Even the previously diverse outdoor screens and elevator ads are now often filled with public service content about environmental protection, animal care, and health. Does this mean front-end media advertising is no longer needed? Of course not. Under the strategic premise of deeply operating target audiences and focusing on marketing conversion, broad-traffic front-end media ads are no longer pleasing clients. Some might say it's because there's no money. Unfortunately, it's possible to lack money for benefits, but there's always money for advertising; clients have simply shifted their affections.
车阳“Self-Procurement” Saves KA, “Group Wholesale” Saves Small Stores?
During market research, a new model called “group wholesale” (tuanpi) was discovered, which resonates with the author. The key difference between group buying and group wholesale is the target customer: community group buying targets households (2C), while community group wholesale targets street retail stores (2B). The value of group wholesale lies in constructing a new supply chain system for the retail industry. The idea that “group wholesale saves small stores” is the author's personal conjecture, but the business logic behind it could indeed save small stores. If group wholesale fails, similar business logic will emerge in the future because the market demands it.
刘春雄