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 51 of 193
Should Distributors Do Gift Boxes? If So, How?
A week ago, many distributors were confident that the epidemic was under control and that the Spring Festival gift box market would see significant sales. However, the resurgence of cases in Shijiazhuang, Hebei, has cast doubt. This article discusses whether distributors should engage in gift boxes this year and, if so, how to plan and execute effectively, focusing on market characteristics, manufacturer policies, and key operational points.
吴朔First Case of Community Group Buying Investigated for Low-Price Dumping: Wahaha Distributor Reports, Platform Summoned for Talks
According to information released on the official website of Baiyun District Government in Guiyang, a network group-buying platform was investigated by the Baiyun District Market Supervision Administration for low-price dumping of Wahaha unsweetened soda water, and the relevant person in charge was summoned for talks. This is the first enforcement action after the introduction of the 'Nine Prohibitions' regulation.
张俊Post-60s and Post-70s Distributors: If You Don't Change, Elimination Is Not Far Away!
After visiting distributors in Jiangsu, it's clear that post-80s and post-90s distributors are rapidly rising, with a better understanding of the business and faster response to market changes. They embrace new thinking and methods, while older generations risk being left behind if they don't adapt.
袁来As Spring Festival Approaches and the Pandemic Remains Unpredictable, FMCG Manufacturers and Distributors Gear Up for a 'Good Start'
Since November last year, major manufacturers have been gearing up for a vigorous 'good start' campaign, with ordering conferences held one after another. However, due to the pandemic, this year's 'good start' differs from previous years: manufacturers face greater pressure to make up for lost sales, while distributors are more uncertain about stocking up amid a resurgence of cases in December.
邢仁宝Distributors, Survived the Pandemic, but Welcomed Back Community Group Buying
As 2020 draws to a close, many who hoped for the collapse of community group buying have watched it thrive year after year. This article features insights from three industry voices on how distributors should navigate the community group buying trend, emphasizing the need to embrace change and follow the flow of traffic.
何年New Distribution: 2021 FMCG Industry Manufacturer and Distributor Trends
As 2021 begins, the FMCG industry is expected to see consumption upgrades, with a focus on sinking markets and emotional consumption. The article provides ten strategic recommendations for brand owners and distributors, emphasizing digitalization, channel reform, and the rise of community group buying.
赵波2020 FMCG Industry Year in Review: Rebirth, Fearless Forward!
2020 has finally come to an end. This year, FMCG professionals experienced both hardships and inspirations, but through continuous adaptation and innovation across the industry, we stand here today. New Distribution reviews the major industry events of 2020, seeking inspiration amidst change and pondering how to find new directions in a new environment.
陈峰New Distribution's First New Year's Eve Livestream: Goodbye 2020; Hello 2021!
As 2020 draws to a close, New Distribution invites all friends to reflect on a challenging year and look forward to 2021. Join our New Year's Eve livestream on December 31, 2020, from 9 PM to 12:15 AM, to share experiences and insights for the coming year.
New DistributionThere Is No More Public-Domain Traffic
The article argues that true public-domain traffic no longer exists, as all traffic has been commodified and sold. It distinguishes between private, public, and commercial traffic, and suggests that brands should use digital marketing to reach consumers directly, balancing the power of retailers and platforms.
刘春雄Nestle Executives at Yinlu Hand Over in Collective Transition! Yinlu Reveals Four Major Battles for 2021
One month after Nestle officially announced the sale of Yinlu peanut milk and canned congee businesses in China to a holding company controlled by Yinlu founder Chen Qingshui's family, Yinlu's board members recently completed changes in business registration. According to the latest business registration information, on December 23, 2020, the investor type of Xiamen Yinlu Food Group Co., Ltd. changed from a foreign (regional) enterprise to a Taiwan, Hong Kong, and Macau enterprise, with the investor changing from Nestle Co., Ltd. to Yinlu Holdings (HK) Limited. At the same time, the company's chairman and legal representative changed from Rashid Qureshi to Chen Yanhe, with new directors Chen Yuanyang and Chen Yanfu, and supervisor Wu Yunjia added, while original directors Daniel Aellen and Pierre Thomas Francois, and supervisor Ge Bian exited.
小食代Should Salespeople Be Paid Commission or Points?
Salesman Lao Wang is set to visit eighteen stores today, but he is more concerned about this month's sales target of 200,000 yuan, as only sales performance directly affects his commission. Before he leaves, the distributor boss hints that tasks like shelf organization are equally important as distribution, but Lao Wang nods with a wry smile. By month's end, Lao Wang barely achieves half of the sales target. After spot-checking several outlets, the boss finds that Lao Wang ignored his advice, with messy shelves and other issues. The boss realizes that salespeople do what is incentivized, not what is asked, and uses a mobile tool to implement a points system that rewards every task, leading to immediate improvements.
外勤365市场部Distributors Reminder: How Should Advertising Be Done?
During recent market visits and exchanges with distributor friends, many distributors conveyed the same message: new brands and new products are increasingly difficult to handle. How to select and promote new products has become a challenge for everyone. There are two key points: first, how to choose the right product in a dazzling market; second, once the product is determined, how to achieve final sell-through in the channel. Frankly, these two issues determine the success of a distributor's business and even affect its future development. Distributors unanimously agree...
秦淮Community Group Buying Faces Resistance from Multiple Brands, Distributors Waver
Internet giants' heavy subsidies in community group buying have impacted brand owners' interests. Following notices from Zilin Vinegar, Huahai Shunda, and Weilong requiring distributors to supply community group buying platforms, brands like Coca-Cola, Arawana, and Xiangpiaopiao have also issued similar notices. The keyword 'price' in these notices indicates that the market order built by brands over years is being disrupted by low prices from community group buying.
刘旺 蒋政The Dealer's 'New Survival' Manual
Recently, community group buying has caused many dealers to suffer, feeling lost and anxious. The market is changing rapidly, with supermarket owners becoming group leaders and product prices dropping repeatedly, leading to widespread channel crossing and dumping. Dealers, already squeezed from both ends, now face a third pressure. This article discusses the survival value of dealers from an industry perspective, addressing whether dealers have a future and how they can adapt by looking at future trends and strategic choices.
袁来Annual Sales of 30 Million and Growing: How Can Distributors Break Through Bottlenecks?
In a recent project, I encountered many regional large and medium-sized distributors, sensing a collective anxiety among them. The FMCG industry changes every three to five years, and breaking through bottlenecks to grow stronger often feels overwhelming. Take Mr. Li, a distributor in a prefecture-level city, as an example: he is a typical entrepreneurial distributor who left a mid-level management position at a brand company to start his own agency business eight years ago. For the past three to four years, his annual sales have hovered around 30 million yuan, with a regional population of 1.3 million and above-average consumption capacity. He has tried many methods to break through, all ending in failure. Today, we discuss this case to explore how trading companies at this level can grow bigger and stronger.
高级研究员 海游Distributor Ordering Conferences Are Not Dead: It's Not That They're Useless, It's That They're Not Done Right!
As the year-end approaches and the Spring Festival peak season looms, many distributors are considering reviving ordering conferences that were canceled or postponed due to the pandemic, especially given the pressure on sales and cash flow from the first half of the year. Despite the rise of digital channels like community group buying and livestream e-commerce, offline ordering conferences remain essential for boosting sales, leveraging seasonal funds, promoting new products, and strengthening customer relationships.
李锋Community Group Buying: The Standard-Bearer of China's Third Retail Revolution
Community group buying is the hottest track in China's retail sector, with giants like Meituan, Didi, and Pinduoduo aggressively expanding. This article analyzes the impact on traditional channels, the true competitors, and why it represents a revolutionary shift in retail, urging stakeholders to adapt or be left behind.
陈海超 何年Hershey's "Redemption"
Hershey's large-scale layoffs and streamlining of its distributor network in China have caused a stir in the industry. Recently, Hershey China revealed in a phone response that it will undergo major adjustments in the China region, including handing over sales channels and services to local distributors, with management and executive staff facing large-scale layoffs. On December 1, Hu Tingzhou, General Manager of Hershey Greater China, announced his resignation, with the president's duties temporarily assumed by a director. The full handover of sales channels and large-scale layoffs indicate Hershey's comprehensive contraction in China.
孙吉正Analysis and Strategic Guidance for FMCG Distributors' Business Development
In recent years, many distributors have been trying various transformations, and people often ask the author how distributors should develop in the future. The hidden question behind this is the strategic path selection and anxiety about future development. The author believes that the development of distributors cannot be considered from a single dimension; distributors in different industries, regions, scales, and business environments have different growth paths. This article sorts out the development directions for distributors based on category and capability.
赵波Fang Gang: Digitalization is Half 2B, Half 2C
Click 'Read Original' for details. New media has killed the marketing department, and digitalization has killed the sales department. The market department focuses on C, while the sales department focuses on B. This article continues the discussion on B and C along the path of marketing digitalization.
方刚FMCG Manufacturers: A Practical Guide to Digital Channel Management
This article uses a case study to illustrate the practical value of digitalization for FMCG manufacturers, focusing on how 'one product, one code' technology can solve traditional marketing challenges such as precise distribution, flexible promotions, efficient expense verification, consumer data collection, anti-counterfeiting, and channel control.
邢仁宝From Forced Online Exploration to Proactive Embrace: The Comeback Story of a Post-80s Distributor!
In the past two years, everyone has felt the rapid changes in the industry. Traditional distribution models alone are no longer sufficient for distributors to thrive. A post-80s distributor, Ms. Ye Chunling, initially resisted online platforms but was forced to explore them as customers churned. After joining JD New通路's Joint Warehouse, her client base grew from over 1,000 to nearly 3,000 in less than five months, with sales up 30%.
周群How Has Business Changed for FMCG Distributors 'Forced' into Digitalization?
In recent years, digitalization has become one of the most frequently mentioned topics in the FMCG industry. Previously, only brand owners emphasized digital transformation, focusing on channel and transaction digitalization. Now, under new market conditions, traditional distribution methods are losing their edge, making digital transformation a topic distributors are 'forced' to confront. Why 'forced'? In the past, industry changes were slow, and many distributors used the same distribution model for over a decade with success. Now, influenced by the internet, the industry undergoes varying degrees of change each year, such as O2O, community group buying, and livestream e-commerce, which have seen explosive growth in just a few years.
周群Achievements of Frontline FMCG Professionals: Footwork X Eloquence X Brainpower
The achievements of FMCG professionals are the product of footwork, eloquence, and brainpower, not their sum. Continuous development requires all three, with brainpower being crucial for systematic thinking and long-term growth.
阿湖