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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4621 articles · Page 54 of 193
Genki Forest: The Overlooked Offline Distribution Capability
This article from WeChat public account Internet Arena (internet-war) discusses how Genki Forest, a new beverage brand, has successfully expanded offline distribution in convenience stores and supermarkets, leveraging data-driven decisions and strong marketing to compete with giants like Coca-Cola and Pepsi. Despite challenges, the brand's focus on offline channels and product quality has helped it gain market share, though it still faces hurdles in sustaining growth and competing with established players.
铁林From B2B to B2C: JD New Channel Joins Upstream and Downstream Partners to Build an Omnichannel Growth Engine
Fragmented demand and fragmented scenarios require brand owners to transform from a single traditional business model to a more efficient, diversified, and multi-dimensional one. As FMCG products are characterized by immediacy, high turnover, and low value, offline channels have always been the main battlefield for brand owners. How to integrate online and offline, achieve precise store entry, and omnichannel marketing has always been the direction brand owners strive for.
袁来New Distribution Yuan Lai: The Era of Enclosing Land is Coming, Distributors Are No Longer Doing Incremental Business, But Grabbing Other Distributors' Existing Business!
The 2020 (3rd) China FMCG Conference, hosted by New Distribution, was grandly held from August 24-26 at Shanghai Fuyue Hotel, attracting 3,000 industry practitioners including distributors, manufacturers, and internet companies from across the country. The following is the speech content of Mr. Yuan Lai, chief editor of New Distribution, at the parallel forum 'FMCG Digital Distribution Masterclass', organized and published for readers. New Distribution was established in 2016, and since its inception, we have been observing the FMCG industry...
袁来JD New Channel's Zheng Hongyan: Reshaping Value, Building an Ecosystem Together
At the 2020 (3rd) China FMCG Conference, JD Group Vice President and President of JD Retail Group's Supermarket & Omnichannel Business Group's New Channel Division, Zheng Hongyan, delivered a speech on reshaping value and building an ecosystem. He emphasized creating value for users, industry, and society through digitalization, empowering small stores with professional and digital tools, optimizing omnichannel supply and fulfillment, and building a B2B2C omnichannel marketing system for brand partners.
郑宏彦Zhao Bo of New Distribution: The Underlying Logic of Digital Infrastructure in FMCG
At the 'Digital New Infrastructure · 2020 (3rd) China FMCG Conference' hosted by New Distribution, founder Zhao Bo discussed how the pandemic accelerated digital transformation in FMCG. He argued that traditional marketing models based on physical resource monopolies are being replaced by a new logic centered on consumer mindshare, integrated value chains, and data-driven decision-making.
赵波Building an Omnichannel Incremental Market for the Industry: JD New Channel Digs into Value Creation
At the 2020 China FMCG Conference held in Shanghai on August 24, Zheng Hongyan, Vice President of JD Group and President of the New Channel Business Unit under JD Retail's Large Supermarket Omnichannel Business Group, stated that JD New Channel has been committed to value creation since its inception over four years ago, building an open and intelligent B2B2C digital infrastructure for the industry. He added that New Channel will join forces with JD's large supermarket business lines to upgrade capabilities in 'site deployment and control', 'omnichannel supply and fulfillment', and 'omnichannel marketing', working with upstream and downstream partners to build an omnichannel incremental market.
共筑生态的元宝君Building Professional Foodservice Brands, Providing Total Solutions: Arla Helps Distributors Grow Their Business
China's foodservice industry is in a rapid growth cycle, closely tied to economic development and rising per capita income. With China's 2018 GDP per capita nearing $10,000, the sector has entered a phase of fast consumption growth. The broad foodservice market (including dining out and food consumption) is currently valued at approximately RMB 8.2 trillion, projected to reach RMB 12.04 trillion by 2022, with a CAGR of about 7.1%. As foodservice channel consumption surges, channel dividends are returning, creating new business opportunities for food distributors.
New DistributionData is the Best Helper for Distributors Facing Complex Business Decisions!
Many distributors have made wrong decisions in their business, especially during the pandemic. In the digital age, data is the key to finding direction and making correct decisions. This article explains how to use data analysis for product and personnel decisions, such as improving distribution rate, product distribution, profit analysis, and team management.
李锋How Should Distributors Design KPI Assessments for Salespeople?
Digitalization has become a top priority for FMCG distributors in 2020, especially after the pandemic. This article explains how to design scientific compensation and KPI assessment systems for salespeople, covering nine key elements to ensure effective implementation and motivation.
李锋Dealers Who Can't Analyze Data Are Running Their Business Blind!
Jack Ma says we're in the digital age, but for dealers, it's more accurately the era of data-driven marketing. Without data, there's no decision-making; with data, decisions are easier. Many dealers still run family-style businesses without clear insight into their metrics. This article explains how to use data in two key areas: understanding customers and implementing KPI-based incentive policies.
李锋Distributors: Managing Post-90s Employees—Don't Talk Good or Bad, Talk Numbers!
The FMCG industry is evolving rapidly with the internet, and digital transformation for distributors is moving into practical implementation. This article focuses on how distributors can use digitalization to manage people effectively, covering three key areas: team allocation mechanisms, team cohesion, and organizational performance, all enhanced by data-driven approaches.
高级研究员 海游How Should Distributors, Who Rely on Downstream Business, Develop New Outlets?
The article emphasizes that a distributor's core asset is its network of outlets, and developing new customers is essential for growth. It provides strategies for identifying blank spots and developing new customers across different channels, including traditional, catering, and special channels.
李锋How Can Local Large Retail Stores Save Themselves as New Retail Diverts Business?
Despite the easing of the pandemic in most regions, consumer habits and the retail landscape have changed, with some offline large stores losing sales permanently. However, large stores remain crucial, and city managers must adapt by upgrading their strategies, focusing on integrating online and offline, optimizing product assortments, and transforming their roles to lead these stores through the new retail era.
许翔 Ryan XuThe Partnership Model: The Core to Scaling Up and Rapid Growth for Distributors!
This article discusses the partnership model adopted by Shaanxi Baihui Trading, which has enabled it to retain talent and achieve continuous growth. The model involves virtual joint ventures with department managers, where employees invest a small amount for a share of profits, boosting motivation. The article also explores how this model can solve cross-regional expansion challenges for distributors, drawing parallels with historical land reform.
赵波Dealers who sigh, complain, and drift with the tide are doomed to be eliminated!
In recent years, with the rise of FMCG B2B and the invasion of numerous new retail platforms into offline channels, wholesalers and dealers have seen a significant portion of their space and territory taken over. How to respond to this impact and survive in the new environment is a question all dealers are pondering. The wheel of the times rolls forward; those who adapt thrive, while those who resist perish. The 'Internet+' core has given rise to an internet gene characterized by flattened information, low-cost logistics, and more convenient payments. As Darwin noted, it's not the strongest or the most intelligent that survive, but those most adaptable to change.
杨志国Distributors: Is Your Marketing Spend Worth It? If Troubling, Try Digital Investment
Zhao Bo, founder of New Distribution, noted on social media that many companies are now sending dozens of executives to the China FMCG Conference, indicating that digital transformation is moving from concept to implementation. The hardest part to change is not organization or model, but interests and mindsets. Indeed, as brand owners digitize, distributors must also adopt digital tools to manage costs and working capital efficiently.
高级研究员 海游Testing Wholesale Business, Targeting 1688, Pinduoduo Sparks B2B War!
Pinduoduo has launched a new wholesale business called 'Duoduo Wholesale' with zero commission and no promotion fees, aiming to compete with Alibaba's 1688 platform. Despite facing significant challenges in logistics and technology, Pinduoduo is determined to enter the B2B market, which is still growing rapidly.
云合Distributors: Without Digital Distribution, There Is No Profit!
Zhao Bo, founder of New Distribution, noted that many companies are now sending dozens of executives to the 2020 China FMCG Conference, indicating that digital transformation is moving from concept to implementation. This article discusses how distributors can use digital tools to adjust business structure, stabilize pricing, and secure brand rebates to improve profitability.
高级研究员 海游Why Can't the FMCG Industry Afford High Salaries Anymore?
Recently, an interesting phenomenon has been observed: the FMCG industry has not attracted high-quality talent for frontline sales for a long time. Even companies like P&G find it very difficult to recruit graduates from Tsinghua or Peking University, let alone frontline staff at Coca-Cola or Master Kong. This article explores the reasons behind this, including low pay, inefficient distribution models, and the need for digital tools that empower rather than monitor salespeople.
道农The "Visit Rate" That Distributors Have Long Overlooked
An industry expert once said that in the FMCG industry, everyone talks about "distribution rate," but the premise of distribution rate is "visit rate." Visit rate is the cause, distribution rate is the effect. Discussing distribution rate without visit rate is putting the cart before the horse. This key metric has been forgotten, a common mistake in marketing. In fact, many distributors I know overlook this critical indicator. Today, we discuss how to achieve sales growth through a scientific visit rate.
李锋How a Distributor of Dali, Lay's, Oishi and Dozens of Other Snack Brands Became a Leading Local Player
This article profiles Zhou Dengyu, deputy general manager of Guiyang Yibai Trade, a snack food distributor that survived a near-collapse by refocusing on its core business. It details how the company used digital tools, a rigorous product selection process, and a clear strategic direction to thrive in a challenging market.
周群Le Yao Ju Classic Products Relaunched: 3 Strategies to Help Distributors Activate the Market!
The outbreak of COVID-19 has brought new opportunities and challenges to the frozen food industry. On one hand, while channels like foodservice were hit hard during the pandemic, circulation and e-commerce channels saw a surge in demand. On the other hand, as the pandemic stabilizes and consumption normalizes, foodservice is recovering, and consumer demand from households online and offline has not declined. According to Kantar Consumer data, post-pandemic consumers still purchase higher-priced frozen foods and buy more in bulk, with stockpiling needs persisting.
New DistributionChannel Contraction and Unpaid Fees: Where Is Carabao Heading in China?
Carabao, the Thai energy drink, is contracting its channels in China and focusing on gas station convenience stores, while facing declining sales and dealer disputes over unpaid fees. Despite strategic adjustments, analysts believe the brand's fate is sealed due to intense competition and market saturation.
空空"Pricing Determines the Market" - Distributors, Have You Achieved It?
For distributors, establishing a comprehensive market pricing system is crucial. As the saying goes, "pricing determines the market." Inadequate price control can lead to a series of problems that are difficult to resolve. One of the most troublesome issues for distributors, cross-regional selling (channel conflict), is largely caused by unstable pricing systems.
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