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
4621 articles · Page 55 of 193
What Will Distributors Who Survive the Next 5 Years Look Like?
This article discusses the future of distributors in the FMCG industry, arguing that digitalization is the key to sustainable growth. It outlines three types of distributors (brand, category, and channel) and explains how digital tools can be applied to internal management, external operations, and business models, with a focus on digitizing networks, products, and personnel to drive order digitalization.
袁来Distributors: Your Competitor's Sales Are Your Growth!
For FMCG, although the impact from online channels is relatively small, the distribution business is getting harder year by year. Despite this, manufacturers still require distributors to grow at least 10-30% annually. Where does this growth come from? The demand from small retail stores is fixed, and the existing market is limited. Finding growth internally might achieve 10%, but more is difficult. Therefore, to achieve a significant improvement on the existing base, you must seek growth externally by capturing market share from competitors. If you can't do this, sales growth will be hard to come by.
李锋After Just One Year of Transformation, He Became the Largest Snack Food Distributor Locally—How Did He Do It?
Zhicheng Trading in Linquan County, Anhui, transformed in 2018 from a multi-category, multi-brand distributor into a single snack food category supplier. With over 2,000 retail outlets, 11 salespeople, and 1,500 SKUs, it achieved annual sales growth of over 30%, with self-operated categories growing over 100% annually. After 10 years in distribution, the company has grown steadily through brand dividends, proactive transformation, and business structure adjustments.
New DistributionWhy Are Distributors Indifferent to Products Manufacturers Favor?
This article explores the cognitive conflicts between manufacturers and distributors regarding what constitutes a 'good product,' and proposes strategies to resolve these conflicts through market testing and achieving a critical mass of consumer adoption.
刘春雄First-tier City Manager: Be a Channel Expert, Not a Distributor Management Expert
Amid the new retail era, city managers must shift from a distributor-centric approach to a channel-expert mindset, redesigning distribution networks with a city-wide perspective and embracing digital transformation to stay competitive.
许翔 Ryan XuZong Fuli's First Brand Enters First-Tier Market, Wahaha 'Explores' High-End
Wahaha has begun exploring the high-end market. Zong Fuli, daughter of Wahaha Group chairman Zong Qinghou and head of the group's brand PR department, has launched her first beverage brand KellyOne, whose high-end tea product Yicha is now available at Beijing Yonghui supermarkets. However, industry insiders say KellyOne's limited product categories, insufficient channels, and numerous competitors may make it difficult to support Wahaha's high-end ambitions in the short term.
李振兴New Retail Impact, Distributors Eliminated? Don't Joke! Despite Challenges, There Are Still Opportunities!
This article discusses the challenges and opportunities for traditional FMCG distributors in the face of new retail and e-commerce impacts. It outlines five major challenges including decentralization, flattening, scale, market share erosion, and increased receivables, and suggests seven potential paths forward such as transitioning to e-commerce, logistics, category operations, supply chain operations, regional services, and brand operations.
高级研究员 海游Distributors, Do You Know Who Actually Sells Your Products?
When a distributor company is highly profitable, what comes to mind first? Strong brands, savvy marketing, or solid capital and channels? Often overlooked is the sales team's capability. This article emphasizes that distributors must invest in training their salespeople in professional skills, presentation, logical thinking, and communication scripts to drive sales and growth.
李锋Post-90s Distributor Achieves 40-Fold Sales Growth in 6 Years, Annual Sales of 80 Million in County Market!
Distribution is essentially a selling business with a relatively simple model, yet many distributors struggle. This article explores how a post-90s distributor, Jia Yongshun, achieved 40-fold sales growth in six years by focusing on internal organization management, including refined KPI assessments and channel cultivation.
周群Tens Group Statement: Beijing Red Bull's Lawyer Statement Seriously Defames Tens Group's Goodwill and Damages Red Bull Brand Interests; Will Pursue to the End!
In response to the lawyer's statement issued by Red Bull Vitamin Beverage Co., Ltd. ("Beijing Red Bull") on July 10, Tens Pharmaceutical Healthcare Co., Ltd. ("Tens Group") hereby declares that the statement contains numerous falsehoods that mislead the public, threaten authorized producers and distributors, and seriously defame Tens Group's goodwill and its licensed products. Tens Group reserves all legal rights and will pursue legal action to the end.
New DistributionEvery Distributor Should Have a "Key Account" Maintenance Plan!
For distributors, customers are the most critical link; the more frequently they order, the higher the distributor's sales. While small customers face less competition and are easier to win, key accounts are targeted by all competitors and must be prioritized. Since 30% of key accounts contribute 70% of sales, distributors should focus on them, using service and strategy to increase their order volume—a 10% increase from key accounts often outweighs a 30% growth from smaller ones.
李锋From Deep Distribution to E-commerce Rise, and O2O Breakthrough: Tsingtao Beer's Channel Innovation in Practice!
The pandemic accelerated the growth of home-delivery O2O business. According to New Distribution's research data, in the 30 days after the 2020 Spring Festival holiday, the number of people working remotely from home surged, and under the stimulus of the home economy, active users of fresh food O2O platforms increased by 58% year-on-year. In fact, in recent years, O2O business has maintained rapid growth in both catering and supermarket channels, cultivating a massive user base, and its business model has become increasingly mature and stable. Taking Meituan and Ele.me as examples, public data shows that Meituan Waimai has 400 million registered users and 50 million monthly active users...
袁来Dealers Bind Customers' Core Interests: Still Worried About Finding Growth?
First-tier brands have higher turnover and return on investment, which is why second-tier distributors prefer selling them. Non-first-tier brands can leverage their price and profit advantages, while promotional policies, quality service, and management can also drive sales growth.
李锋How Brand Owners Can Host a Blockbuster Dealer Ordering Conference via Live Streaming
Traditional ordering conferences pose health risks due to large gatherings, while canceling them risks operational continuity. Live streaming, a hot new traffic trend, also holds great potential in the B2B sector. "Live streaming + ordering conference" has become a new model that brand owners are eager to try. A successful ordering conference helps brand owners achieve three goals: 1. Boost sales, 2. Develop new customers, and 3. Strengthen partnerships.
365商学院On the Frontline | The Two Biggest Unclear Accounts for Distributors
Since 2003, China has entered the track of deep distribution. Deep distribution relies on two premises: fragmented channels and a labor-intensive approach due to low labor costs. When sales growth stalls, distributors find profits squeezed by both sales volume and costs. This article helps distributors calculate the break-even points for their terminal outlets and delivery vehicles, emphasizing the importance of accurate accounting to adapt to today's competition.
高级研究员 海游Cost is the 'Life' of a Distributor's Business
In 2019, FMCG distributors generally face five major cost pressures: labor costs, marketing expenses, capital management, damage handling, and logistics costs. This article provides in-depth analysis and solutions to these five problems.
李锋Distributors, Stop Chasing Online Business—The Dividend Is Over!
In the past few months, due to the pandemic, lockdowns and road closures have frozen offline business. During this period, community group buying boomed, and manufacturers seemed to find a survival path, pushing distributors online with communities, Moments, and mini-program stores, but to little effect. Many distributors ask if online business is still viable, but the article argues that by the time traditional distributors see an online dividend, it's already the tail end, and they should focus on offline opportunities instead.
袁来How a Distributor of Unilever, Jahwa, SC Johnson and Other Brands Achieved Annual Sales of 150 Million in One City
A distributor in Nanjing, Jiangsu, has grown a small stall into a formal trading company with annual sales of 150 million yuan by leveraging digital management, selecting quality customers, and providing superior service. The company, Nanjing Aiyou Trading Co., Ltd., represents dozens of daily chemical brands and operates 1,000 retail outlets, focusing on efficient distribution and proactive brand collaboration.
周群Distributors, Do These Things and 80% of Your Customers Will Be Willing to Place Orders!
There are many ways for distributors to achieve growth, such as adding agency brands, expanding distribution networks, and developing sales channels, but the most direct way is to increase the frequency of customer orders. The key to this lies in customer relationships and service, which are the core value of distributors compared to e-commerce platforms.
李锋A Salesperson with 5 Brand Apps on One Phone: Can They Really Do the Job?
As channel digitalization software becomes more widespread, almost all brand owners require their salespeople to use their own terminal systems, or they impose measures on distributors. This has led to the phenomenon of 'shared salespeople' who must juggle multiple systems, resulting in inefficiency and frustration for all parties. The article argues that terminal systems should be seen as tools empowered by marketing thinking, not as a means of excessive supervision, and that their core value lies in improving performance through process management and data-driven decision-making.
高级研究员 海游KA Stores: Enter and Die, or Stay Out and Wait to Die?
Entering KA stores is a dilemma for many companies: enter and risk failure, or stay out and risk being left behind. This article offers strategies for small and medium enterprises to succeed in local KA stores, including product differentiation, leveraging distributor relationships, and using promotional activities and technology.
肖有为After Nongfu's IPO, Making Distributors the New Leeks: What Kind of Water Deserves More Cherishing
The pandemic has advanced Chinese people's health awareness by at least a decade, leading to a surge in demand for health products and services, especially functional bottled water. As the market for mid-to-high-end water explodes, Xipin Tiancheng's 'Buxi Water' aims to partner with distributors to tap into the vast selenium-supplement market, offering a rare natural mineral water source from China's selenium-rich Qinba valley.
New DistributionThe Decline of Wholesale Markets?
1. What is the value of wholesale markets? 2. What are some well-known wholesale markets nationwide? 3. Why will wholesale markets continue to exist in the long term? The outbreak of COVID-19 in Beijing brought Xinfadi into the spotlight and drew attention to wholesale markets. In an era where e-commerce has permeated every corner of life, the idea of 'no middlemen to take a cut' has become prevalent. So why do wholesale markets, as 'middlemen,' still exist? What is their value and significance? In the FMCG sector...
新经销刘少德Distributors: In the Era of Thin Margins, Sales May Decline, but Profits Must Rise!
Distributors' business is tough, but they won't disappear; 70% of business still happens offline. The key is to shift from chasing sales growth to improving management efficiency and expanding beyond regional limits.
袁来