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 59 of 193
During the Epidemic! For Distributors to Survive, Cash Flow Matters More Than Selling Goods
During the epidemic, cash flow shortage has become the most severe problem for distributors, surpassing slow sales and high inventory. Distributors need safe, convenient, and low-cost financing tools like Cainiao Cloud Loan to survive and seize new opportunities.
New DistributionPost-Pandemic Dining Consumption Is an Opportunity: How Should Foodservice Distributors Seize It?
The sudden pandemic brought the entire foodservice industry to a standstill, putting the whole chain from consumers and restaurants to suppliers into a dormant state. Now that the pandemic is nearing its end and social order is recovering, while it is uncertain whether revenge spending or compensatory purchasing will occur, one thing is certain: post-pandemic gatherings and dining out will be essential, primarily in foodservice channels. So, suppliers, are you ready?
New DistributionHow Distributors Can Recruit and Retain Talent After Work Resumes
As of March, due to the pandemic, most distributors' businesses have been intermittent and essentially stalled for two months. Now is the real start of their business, and at this point, distributors need to consider recruitment, followed by management and retention. New Distribution invited Mr. Li Feng, Executive President of Anshan Hongye Hengda Trading, to share how distributors can efficiently recruit, manage, and retain talent, preparing for business growth in 2020.
李锋Understanding the Relationship Between Manufacturers and Distributors: A Look at Nongfu Spring
This article examines the manufacturer-distributor relationship through the lens of a competitor, Nongfu Spring. It argues that truly understanding competitors and their strategies is crucial, and that treating distributors as logistics providers is counterproductive. Instead, aligning with human nature and treating distributors as true partners, with contracts as business plans and investments that feel like their own, leads to better outcomes.
老章Report | 2019-2020 FMCG Retail Store B2B Competitiveness Report (Download Included)
With the rapid development and penetration of digital tools, e-commerce has become an indispensable part of people's lives. As a new procurement method for traditional retail stores, B2B platform ordering is increasingly accepted by small store owners. Especially after the entry of Alibaba's Retail Link and JD's New Path, the FMCG B2B industry has gained unprecedented attention from brand owners. To help FMCG professionals better understand the current development of the B2B industry, the procurement proportions of traditional retail stores across different channels, and the comprehensive competitiveness of platforms in various regions, the New Distribution research and consulting team has compiled this report.
新经销咨询团队As the Beverage Peak Season Approaches, How Can Sales Reps Invest Funds Accurately, Steadily, and Decisively?
The FMCG market is increasingly competitive, with rising terminal grabbing and escalating costs. How to use limited funds to generate more impact in an infinite market is a key concern for all manufacturers and distributors. This article starts with three cases to illustrate common problems in terminal expense investment, such as blind selection, lack of tracking, and complex reimbursement processes, and then proposes seven strategies leveraging digital tools to optimize expense management.
邢仁宝If You Had 100 Million Yuan for Market Terminal Expenses, How Would You Invest to Ensure Returns?
If you were given 100 million yuan for market terminal expenses, how would you allocate it? In the FMCG sector, besides end consumers, the most important are traditional offline retail outlets. There are nearly 5 million mom-and-pop grocery stores in China alone, plus hypermarkets and convenience stores, totaling about 6-7 million retail terminals. These terminals are business entities in themselves. Both distributors and brand owners must consider investing in them to encourage them to sell more of their products. When it comes to investment, the question of how to invest inevitably arises.
潘利华Jiang Xiaobai Founder Tao Shiqiang: Anti-Fragility Thinking in Chinese Business
In recent days, I have been doing media live streams, not to promote Jiang Xiaobai's development or business, but to convey meaningful things to the industry and society as an enterprise, brand, and industry practitioner after the outbreak. The epidemic brings challenges to every enterprise, practitioner, family, and individual, with challenges outweighing opportunities, leading to widespread anxiety. I want to share some thoughts to help alleviate this anxiety. Today, I will share on the topic of 'Anti-Fragility Thinking in Chinese Business.'
陶石泉Under the Epidemic, Why Did Their Sales Increase Instead of Decrease?
The epidemic caught many trading companies off guard, but some distributors saw sales rise by leveraging online ordering, channel diversification, and prior digital transformation. This article summarizes the experiences of several partners during the crisis to offer practical insights.
尚普贺The "Iron Triangle" of FMCG Channels: Distributors, Frontline Sales, and Product Specialists Form Small Teams to Fight on the Front Lines
Amid China's economic slowdown, fragmented consumer demand, e-commerce disruption, and squeeze competition, traditional FMCG channel models are under pressure. In response, New Distribution, with Professor Gao Song from East China University of Science and Technology, launched the 'Gao Song: Channel Empowerment' column to explore new channel models, strategies, and methods. This ninth installment focuses on building frontline team combat mechanisms for FMCG manufacturers, drawing on Huawei's Iron Triangle model adapted for consumer goods.
高松Community Marketing: Dual-Line Deep Distribution Online and Offline!
Community marketing is defined as exploring consumer characteristics and channel features in residential, work, and entertainment scenarios based on geographic location, against the backdrop of urbanization. With 1.4 billion people and over 400,000 communities expected by 2020, community marketing is seen as a system covering the majority of consumers, with two centers: to-store and to-home, and four keywords: deep differentiation, e-commerce, community, and delivery. The key concept is dual-line deep distribution, where offline and online channels are integrated for comprehensive coverage.
方刚Distributor Boss's Personal Account: How Did He Turn Around from Mars Wrigley Distribution to Snack Food Category Distributor?
Before 2018, Zhicheng Trading in Linquan County, Anhui, was a multi-brand, cross-category distributor. After 2018, it successfully transformed into a single-category snack food supplier, experiencing short-term sales fluctuations but rapid net profit growth. Now, Zhicheng Trading has over 2,000 terminal outlets, 11 salespeople, 1,500 SKUs, with annual sales growth exceeding 30% and self-operated category sales growth over 100%. The following is the 'distribution development history' of Zhicheng Trading, as told by its founder, Mr. Wang Lei.
王磊Overnight, Community Group Leaders Were All Snapped Up!
If there was one of the hottest keywords in 2020, it was community group leaders. Major FMCG brands from beer to beverages to food to condiments to daily chemicals suddenly made the position of community group leader the top searched job in the FMCG industry, becoming the apple of every FMCG company's eye. Overnight, community group leaders were all snapped up! The community group buying channel was enthusiastically embraced by manufacturers, who placed their hopes on it as a lifeline during the pandemic. My article 'Ten Questions: The Marketing Model of Recruiting Community Group Leaders in FMCG' also sparked heated discussion among FMCG practitioners and marketing gurus.
1号子弹Distributors Want to Try Community Group Buying? Stay Calm and Prepare for a 'Second Start-Up'!
The pandemic has reignited community group buying, prompting many distributors to enter this business. However, it's far more complex than it seems, requiring a shift from B2B to B2C thinking, daily category planning, and operational expertise. Distributors should approach it cautiously, ideally with a fresh team and a pilot project, while recognizing the broader trend of channel diversification.
袁来Offline: Build One Store Well; Online: Build One County Well
Offline, build one store well—this is the requirement for connection dimension and depth; online, build one county well—this is the requirement for communication density after three-dimensional connection. The operational logic of three-dimensional connection can be summarized in one sentence: offline, build one store well; online, build one county well. Offline, building one store well means the store is the best unit for initiating three-dimensional connection, starting from a single store, expanding to communities, then to networks, thereby connecting three spaces. Online, building one county well means the county is the smallest unit for judging communication and transaction density. In marketing, density is cognition, and density is brand. Achieving high-density communication ignition in a county can be replicated in a city or province.
方刚50,000+ N95 Masks Available – Click Here If You Need Them
The outbreak has disrupted all plans for 2020, and some distributors fear bankruptcy if conditions don't improve. With stores closed and consumers staying home, distributors face slow sales, but demand remains; they need effective methods to move inventory, such as offering masks, which are in high demand. A New Distribution client has over 50,000 medical masks available at a low price to help businesses in need.
New DistributionNongfu Spring, C'estbon, Ganten and Others: The 'Water Head Battle' Is About to Erupt in These Special Times!
Due to the impact of the epidemic, most beverage companies have just resumed work, but some warehouse and road closures still exist. In previous years, companies would have finished order meetings and started terminal layout. This article reviews the process and provides strategic insights for beverage manufacturers to adapt their 'water head' (seasonal pre-season) layout under the special circumstances, emphasizing the need for integrated manufacturer-distributor operations and B2B/B2C integration to seize the upcoming peak season.
海游After Resuming Work, Frontline Sales Staff Have Excess Capacity: Three Things to Do
As the epidemic gradually eases, more trading companies are resuming operations, but sales are still affected by closed downstream stores and limited consumer spending, leaving sales staff underutilized. New Distribution invited Mr. Li Feng, President of Hongye Hengda Trading, to discuss how sales staff can improve their skills during this slack period and prepare for a strong sales push after the epidemic.
李锋Revelation: The Epidemic Is a Mirror Reflecting Many Internal Problems of Enterprises...
The epidemic acts as a mirror, revealing internal problems in many enterprises, causing some complacent leading brands to stop smiling, some top managers leveraging corporate platforms to scratch their heads, and some large distributors to be mired in difficulties. From another perspective, Chinese culture emphasizes the balance of yin and yang, and this epidemic can be seen as the mutual transformation of 'yin' and 'yang', 'crisis' and 'opportunity'. Some excellent enterprises, though unable to fully recover losses, operate their systems orderly, while others are in a fluster, like firefighters missing tools, unable to do what they want.
海游158 Minutes, 52,000 Online Participants: 'After Work Resumes, How Should Distributors Handle Underutilized Staff?'
On February 18, New Distribution invited Mr. Li Feng, President of Liaoning Anshan Hongye Hengda Trading Co., Ltd., to its live stream to discuss how distributors can improve capabilities, analyze customers, and seize market share during the pandemic lull. The nearly 160-minute session attracted 52,000 viewers and provided practical insights from a distributor's perspective.
New DistributionEight Lessons Learned by a City Manager After Returning to Work
Lao Wang, a city manager with over 20 years of experience in the FMCG and daily chemical industry, was caught off guard by the COVID-19 pandemic. After resuming work, he reflects on eight key lessons, emphasizing the importance of O2O, B2B, B2C, CVS, group buying, special channels, lower-tier markets, and risk management, and urges proactive recovery efforts.
许翔Expanding Online, Reducing Costs: JD New Channel's Multiple Measures to Fight the Epidemic Together with Offline Stores
In the battle against the COVID-19 pandemic, millions of small retail stores nationwide are tasked with ensuring residents' daily needs while facing challenges such as supply shortages, reduced foot traffic, declining sales, and cash flow difficulties. JD New Channel is closely monitoring the operational difficulties of small and medium stores in Wuhan and across the country, providing full support to help them overcome these challenges. Measures include actively helping store owners shift their operations online for contactless sales, and introducing multiple support policies to reduce operating costs and safeguard the survival and development of over one million ZhangguiBao users.
New DistributionThe Story of a Couple Running a Food Wholesale Business in Wuhan
After Wuhan was locked down due to the epidemic, 9 million people stayed in the city, becoming its steadfast guardians. This is the story of Wang Chen and Tian Ting, a local couple who have been Master Kong regional distributors for 20 years. They joined the company's relief efforts, delivering supplies to hospitals including Leishenshan, despite risks and criticism, driven by a sense of responsibility and love for their city.
New DistributionYili, Mengniu, Nongfu Spring, Tsingtao Beer, Snow... All 'Open Groups' - Is It a Temporary Rescue or a Model Exploration?
As the epidemic has not fully subsided and FMCG manufacturers have not fully resumed work, home delivery services have surged across regions due to lockdown measures. Manufacturers are now recruiting community partners to extend home delivery, which serves both short-term inventory clearance and long-term strategic exploration.
袁来