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 58 of 193
“Tapping into” a New Channel, Achieving Annual Sales of Over 100 Million Yuan in Less Than 2 Years!
As a third-generation merchant, Ge Peng took over the family rice business from his father. Facing the ever-changing internet environment, he felt the pain of brand owners and distributors transitioning their businesses and clearly understood the need to explore new models. Two years ago, Ge Peng began cooperating with JD New Distribution's joint warehouse, which initiated the digital transformation of his traditional business, establishing an efficient and transparent distribution channel and achieving an increase in online annual sales from 0 to over 100 million yuan.
New DistributionHow to Manage Post-95s and Post-00s FMCG Sales Representatives in the Frontline Market?
As more post-95s and even post-00s enter the workforce, frontline sales representatives in the FMCG industry are being replaced by these young people. How should these young sales reps be managed? They are smart, eager to learn, and willing to change, but they lack experience, patience, and dislike being disciplined. Traditional training methods, such as hiring external trainers or having excellent office managers serve as internal trainers, are outdated. A platform-based thinking approach is needed to manage young people effectively.
潘利华Practical Guide | Business Management + Digital Tools: A Complete Business Management Checklist for Frontline Supervisors!
This article uses the case of Xiao Zhang, a newly promoted regional sales supervisor, to illustrate common challenges faced by frontline sales managers, such as cumbersome reports, complex expense verification, ineffective coaching, and team management issues. It then provides an eight-point analysis of these pain points and offers solutions using digital tools to improve efficiency, team development, and overall performance.
邢仁宝Wahaha Brand Social E-commerce 'Hadodo' Accused of False Advertising and Suspected Pyramid Scheme; Company Responds: 'Dealer Behavior Unrelated to Us'
Wahaha's e-commerce arm has been led astray by its dealers. After publicly criticizing Jack Ma's e-commerce model, Wahaha has nonetheless ventured deep into e-commerce. Its partner, Hadodo, which markets itself as 'Wahaha Brand Social E-commerce,' is now accused of false advertising and suspected pyramid scheme activities. Wahaha claims Hadodo is merely a national distributor with no equity or management ties, while Hadodo denies all allegations, attributing any improper conduct to individual dealers.
左尔Distributor Expense Control: Don't Always Look to Cut Costs on People, but Make Expenses More Effective on Things!
Many distributors complain that their sales are growing and gross margins look good, but they still don't make money. A closer look reveals that expenses are too high. While personnel costs are a factor, they are hard to change. Distributors should focus on making their market expenses more effective rather than just cutting costs on people. For example, a 800-yuan display should yield 800 yuan worth of results.
李锋How Should Beverage Distributors Select Products and Plan After the Pandemic?
Recently, many distributors and industry professionals have focused on Jinan, Shandong, where a new product launch event that could ignite the market is about to be held—the Hao+1 Super New Product Launch. Hao+1 is well-known to many distributors; Liaocheng Haojiayi Bio-Dairy Co., Ltd. is a renowned enterprise in Shandong Province. For beverage distributors, planning in 2020 is extremely tense. In previous years, distributors would have already completed new product selection and ordering conferences by this time, and begun planning for the terminal market. The sudden pandemic has pressed the pause button on all this...
海游May Day Promotional Season: Is It Just About Setting Up Displays and Offering Discounts?
Many people's most direct impression of retail stores is promotions, which often follow a uniform pattern focused mainly on price—lower prices lead to higher sales. Other aspects are handled by routine and copying experience, with little detailed consideration of execution, especially by distributors, who rarely evaluate the return on investment or long-term effects. This article discusses how to run effective promotional activities.
海游City Manager in a First-Tier City: When Prices Were Chaotic Across 3 Channels Before, How Should Prices Be Managed Across 8 Channels Now?
At today's weekly meeting, the discussion was particularly intense, and a meeting that would normally end in an hour had already lasted over two hours... Lao Wang felt that more debate wouldn't change the old problems, so he quickly called a halt: 'Price chaos is not a new problem! Market prices are chaotic every day! Don't just complain! Previously, you complained about hypermarkets and cross-regional channel stuffing, and now you're complaining about e-commerce and B2B. Is there no end to this?' Years pass, people change, but the flowers bloom similarly each year. In fact, Lao Wang himself knew that price conflicts truly never end...
许翔 Ryan XuIn 2020, Distributors Should First Give Their Companies a Physical Examination
In 2020, a sudden epidemic has left many FMCG distributors in trouble, with inventory piling up and cash flow drying up, making them feel they can't hold on. In fact, this epidemic is not a bad thing for distributors. It makes us stop, discover problems, and gives us a chance to re-examine ourselves. The epidemic will eventually pass, and spring will return. Recently, New Distribution, together with Liu Huaming, partner and senior consultant at Sima Consulting, launched a series of articles titled "Decoding Operations, Welcoming 20" for FMCG distributors, helping them grow with real cases...
刘华明How Distributors Can Reduce Expiry Losses to Below 0.1%
Expiring, damaged, or expired products are a major headache for distributors, often consuming up to 50% of their net profit. To address this, New Distribution invited Mr. Li Feng, Executive President of Anshan Hongye Hengda Trading, to share how his company controls expiry losses to below 0.1% on annual sales of 300 million yuan.
李锋Distribution Without Display Is Useless; Only Shelf Placement Counts. The Core of Market Competition Is Securing Prime Display Positions!
Display is a perennial topic for any FMCG manufacturer. Good display can increase sales by ten to even dozens of percentage points, especially for impulse-buy snack and beverage brands that need constant visual stimulation. In the past, channels were simpler and products homogeneous, so price competition dominated. Now, with rising consumption levels, diverse products, and fragmented channels, price is no longer the key factor; display has become crucial. This article systematically discusses online and offline display principles and strategies.
潘利华Post-Pandemic: Rising Inventory, Slowing Shipments, Urgent Need to Clear Stock!
The sudden outbreak has halted society and disrupted the traditional peak season for FMCG, putting distributors under immense survival pressure. While new channels and niche categories emerge, distributors face the immediate challenge of clearing increased inventory amid slowed shipments. This article outlines four key steps to tackle inventory clearance effectively.
Tyler WeiSingle-Channel Distribution Is Risky—Here's How to Build 5,000 Special Channel Outlets
The pandemic has hit many distributors hard, especially those focused on catering, wholesale, and gift boxes. However, multi-channel distributors have suffered less or even grown. This article shares two cases and insights from Hongye Hengda's executive president, Li Feng, on building special channels, seizing the fresh supermarket trend, and mastering modern trade.
李锋Vita Lemon Tea Poised to Become Next 5 Billion Yuan Product, But Faces Siege from Giants like Master Kong and Coca-Cola!
In recent years, the bottled tea market has seen a flurry of new products. Lemon tea, as a basic flavor in the tea beverage category, has evolved from being dominated solely by Vita Lemon Tea to attracting major players like Master Kong, Dongpeng, Coca-Cola, and COFCO, who have successively entered the market with their own offerings. As a niche segment, what does the future hold for the lemon tea market, and which brands might impact Vita Lemon Tea?
阿图When Wahaha Spends 200 Million on E-commerce: Never Go Against the Trend!
The situation is indeed stronger than the individual! A few years ago, Zong Qinghou, who had topped the Hurun Global Rich List (mainland China) three times, was skeptical of Jack Ma's e-commerce model. Now, at 74, he has finally embraced e-commerce by registering Hangzhou Wahaha E-commerce Co., Ltd. with 200 million yuan. From resisting to embracing e-commerce, Zong Qinghou's journey reflects the dramatic changes in China's business ecosystem.
电商君本尊Distributors' Second Venture into Community Group Buying: Whose Business Are They Really Taking?
Community group buying has become a familiar term to many distributors after the COVID-19 pandemic. While the trend might have fizzled out by 2019 without the pandemic, it was reignited in February 2020 due to the outbreak. This article, from a distributor's perspective, explores the differences between traditional distribution and community group buying, the platform business model, and clarifies that community group buying actually competes with hypermarkets and wholesale markets, not with fellow distributors or community stores.
袁来Next Stop for Deep Distribution: Community-Based 2C Marketing
This article discusses the shift from traditional deep distribution to community-based 2C marketing, emphasizing the importance of leveraging three spaces (online, offline, and social) and three types of traffic (commercial, public, and private) to build cognition, transactions, and relationships with consumers. It highlights the role of small store owners as community group leaders and provides strategies for brands to effectively sell in social spaces.
赵波Why Do 80% of Distributors Fail with Professional Managers?
Many distributor owners find it hard to grow once their business reaches a certain scale, often due to limited personal energy, market conditions, or lack of management. To solve this, New Distribution invited Mr. Li Feng, Executive President of Anshan Hongye Hengda Trading, to share insights on how distributors can find reliable partners or professional managers.
李锋Distributor Says: "What If We Can't Afford to Stock Up Due to Financial Difficulties?"
Case background: Dafa Trading is an important distributor under your management, having completed 49 million yuan in sales for the company last year; this year, the company requires Dafa Trading to grow by 5 million yuan, reaching 54 million. Although there is pressure, you think it can be done. At this moment, Lao Liu from Dafa Trading is anxious, saying there is no more money to purchase goods, making it difficult to complete the new sales growth. Lao Liu has been cooperative over the years and has performed well on sales targets; if it weren't for real difficulties, he wouldn't have raised it. What should you do? First, clarify what kind of problem this is...
刘华明How Can a Cross-Regional, Multi-Category, Multi-Brand Distributor Set Up a Branch Company Within 2 Weeks?
As e-commerce impacts first-, second-, and third-tier cities, distributors in these areas face increasing difficulties, while fourth- and fifth-tier cities and county-level markets are less affected, prompting more distributors to focus on county markets. To successfully expand into county markets, this article, based on the practical experience of Mr. Li Feng, Executive President of Anshan Hongye Hengda Trading, discusses the necessity of setting up a branch company and provides a step-by-step guide to establishing one within two weeks, including sales strategies for the startup phase.
李锋80% of Billion-Level Distributors Only Master 'Selling' Without Understanding 'Marketing'
This article discusses the common problem of large distributors who achieve high sales volumes but low net profits, described as 'strong outside but weak inside.' It offers practical suggestions across five areas: reducing return rates, implementing valuable promotions and ideal retail pricing, guiding unified consumer cognition, adjusting product mix toward new products, and refining operations to cut costs and increase efficiency.
海游Leading Condiment Company Haitian's Financial Report | Revenue of 19.797 Billion Yuan, Net Increase of 999 Distributors
On March 25, Haitian Flavoring & Food Co., Ltd., a leading Chinese condiment company, released its 2019 performance report. In 2019, Haitian's revenue reached 19.797 billion yuan, a year-on-year increase of 16.22% from 17.034 billion yuan in the previous year. Net profit reached 5.35 billion yuan, up 22.64% from 2018. However, gross margin declined by 0.83 percentage points year-on-year to 47.23%. Haitian stated in the annual report that the decline was mainly due to rising procurement costs and an increased proportion of oyster sauce sales.
New DistributionWhy Do Trading Companies Exist and Where Are They Headed?
This New Year has brought many challenges: the outbreak of the epidemic, mass quarantine, store closures, the surge of home delivery and group buying, some categories experiencing stockouts, and others oversupply. Amidst these pressures, sensational claims like 'New retail is here, the value of distributors has disappeared' have emerged. Distributors are left wondering why they still exist and where they are headed. There are many perspectives to answer these questions, but flashy new terms only cause anxiety. Sometimes, thinking through fundamental logic simplifies things. Below, we share a more basic line of reasoning.
刘华明In the Era of Omnichannel Distribution, Will Traditional Business Managers Be Eliminated?
As a veteran city manager, Lao Wang, who has long been relied upon by his company, is feeling frustrated and depressed after missing performance bonuses for three consecutive months. With the rise of new retail and digital channels, he wonders if he is being left behind. The article argues that while the FMCG landscape is fragmenting, traditional channels still account for 80% of sales, and business managers should expand their comfort zones by learning new skills rather than abandoning old ones.
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