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 60 of 193
Distributors Have Learned These Lessons from the Epidemic, and the Gains Outweigh the Losses
During the 2020 Spring Festival, sales were poor due to the COVID-19 outbreak. As of February 12, there were 44,732 confirmed cases nationwide. Distributors faced restrictions on people, goods, and venues, leaving their Spring Festival stock largely unsold, causing anxiety. However, the crisis also offers opportunities for reflection and growth.
李青林After the Pandemic Lifts, What Should Brands and Distributors Do First?
The panic phase is over, and now it's time for rational thinking, especially about the post-pandemic period. First, assess whether there will be revenge spending after the pandemic ends; then, remind what to do first. The article analyzes consumption recovery across five scenarios and provides actionable steps for brands and distributors.
刘春雄Distributors | During the Pandemic, Finding Sales Methods Is More Useful Than Anxiety
During the pandemic, many distributors are extremely anxious due to store closures, logistics restrictions, and inventory backlogs. In such difficult times, methods are always more useful than anxiety. New Distribution invited Mr. Li Feng, Executive President of Anshan Hongye Hengda Trading Co., Ltd., to discuss via live broadcast how distributors can deploy sales and enhance sales opportunities during the pandemic.
New DistributionUnder the Epidemic, Distributors Are About to Collapse!
The sudden outbreak of the epidemic caught distributor Wang Ming off guard. If this continues, the 80,000 boxes of milk gift box inventory will crush not only him but also his hard-earned trading company. In December 2019, the manufacturer set a Spring Festival sales target of 18 million yuan for Wang Ming. Despite the pressure, Wang Ming gritted his teeth and accepted it, remitting the payment before January 20. Of course, more than half of this money came from 'short-term financing': 4 million yuan from the manufacturer's credit line and 4 million yuan from bank financing. Wang Ming thought that after the Spring Festival, by February and March, he could almost pay it back.
佚名Opportunities and Window Periods for FMCG Enterprises' 'Self-Rescue'
The panic period is over, the situation is clear, and new channels have opened. The key is not to fear lack of sales but lack of consumption; as long as there is consumption, sales will follow. Adapting to new channels like home delivery is crucial for self-rescue, and seizing the short window period for sales is essential.
刘春雄Practical Guide | Key Actions for City Managers Returning to Work Amid the Epidemic
As full work resumption begins on February 10, city managers face unfamiliar market conditions. This guide, compiled from meeting notes, daily briefings, and client interviews, outlines three parts: recognizing the severe situation, key actions for resumption, and continuous monitoring and adjustment. It emphasizes safety first, team morale, customer activation, and inventory reduction.
许翔Practical Guide | How Frontline Sales Reps Can Resume Work Amid the Epidemic
Amid the current epidemic, many manufacturers and distributors have delayed the resumption of work for their stationed sales teams, or some frontline staff have started working from home. However, sales work involves constant market engagement, and working from home is not a long-term solution. Therefore, while taking protective measures and fighting the epidemic together, a key topic remains: how can our frontline employees prepare to resume work? To address this, New Distribution invited FMCG practitioner Xing Renbao to share specific advice on how frontline sales reps can resume work during this critical period.
邢仁宝Complete Guide: How Distributors Can Handle Spring Festival Gift Box Inventory Backlog Amid the Epidemic
Under the epidemic, the backlog of gift box and channel inventory has become a hot topic in the FMCG industry after the Spring Festival, especially for dairy drinks, baijiu, snack gift boxes, and large-pack beverages. On February 4 at 8 PM, New Distribution invited four experts from different fields to discuss via live streaming how distributors can solve gift box and near-expiry inventory problems. This article presents the methods shared by Mr. Zhang Yu, a frontline FMCG researcher, during the live broadcast, along with additional measures compiled by New Distribution.
海游How Should Distributors 'Hang In There' During the Pandemic?
During the pandemic, consumption has slowed, and distributors who had hoped to profit from the Spring Festival peak season are now under enormous pressure. How to get through this difficult time? What should they do? To this end, New Distribution invited Mr. Li Hongquan, a marketing executive at an FMCG group, to discuss what frontline distributors should do and what to pay attention to during the pandemic. First, frontline distributors, especially those in alcoholic beverages and dairy, are certainly greatly affected. Consumers staying at home is the greatest contribution to the country, and as a result, our distributors are panicking...
李红权The Most Comprehensive | Ten Strategies for FMCG Manufacturers in Response to the Epidemic
The epidemic has caused significant losses in the FMCG industry, but the fundamentals remain unchanged. This article provides ten strategies for dealers to cope with challenges such as inventory backlog, cash flow shortages, and communication with manufacturers.
赵波Hold On, Dairy Distributors!
As the number of confirmed COVID-19 cases continues to rise, the strictest prevention and control policies in various provinces remain in place, significantly impacting dairy distributors. Having stocked up for the Spring Festival at the end of 2019, many distributors invested heavily in display fees and end-cap displays to secure prime retail locations, but with lockdowns and consumers staying home, the market has stalled, leaving them with huge inventories and concerns about who will bear the losses.
李青林A Self-Rescue Guide for Trading Companies Resuming Work Amid the COVID-19 Outbreak
During the epidemic, consumption has slowed, and distributors who had hoped to boost sales during the Spring Festival peak season are now under immense pressure. How to get through this difficult time? What should be done? To this end, New Distribution invited seasoned FMCG industry expert 'Old Pan, the Sugar Water Seller' to discuss how distributors can effectively pace their work after resuming operations during the epidemic. This article elaborates on the work arrangements and plans for distributors after resumption from four perspectives: personal, employees, customers, and contingency plans.
卖糖水的老潘During the Epidemic, Every Manufacturer Should Send a "Letter of Comfort" to Their Distributors!
A distributor, facing over 2 million yuan in inventory during the COVID-19 outbreak, describes his panic and the steps he takes to self-rescue, urging manufacturers to help distributors clear stock.
李青林Hang in there, distributors! There are more solutions than difficulties...
During the Chinese New Year, the coronavirus outbreak has severely impacted FMCG distributors, especially those dealing in gift products. This article analyzes the impact on different categories, offers practical strategies to mitigate losses, and calls for manufacturer support and channel cooperation to overcome the crisis together.
澄韵How Should Distributors Resolve the Massive Post-Spring Festival Return Wave in 2020 and Avoid Inventory Backlogs?
On the fourth day of the Chinese New Year, a distributor group message asked how to handle the potentially massive return wave. Due to the novel coronavirus, the 2020 Spring Festival saw reduced gatherings and travel, leading to unsold gift products. Distributors must face the issue, seek brand support, and implement self-help strategies to minimize losses.
海游Reducing Reliance on Distributors, Can Pepsi Still Be "Cola"?
In recent years, Pepsi's investments have been directed towards increasing production capacity, expanding new market channels, product shelving, and freezing machines, rather than traditional distributors. Pepsi's Spring Festival advertisement "Bring Happiness Home, Enjoy a Fragrant New Year" has been widely shared across platforms. However, a distributor told Beijing Business Today that, unlike previous years, Pepsi has reduced its investment in the beverage sector's channels, even owing distributors nearly one million yuan in promotional fees. Industry insiders believe this is a key reason why PepsiCo Beverages has fallen behind in its competition with Coca-Cola.
李振兴Facing the Epidemic, 35+ FMCG Giants in Action...
As the novel coronavirus spreads across the country, the prevention and control campaign is in full swing. Many FMCG companies have provided financial and material assistance to Wuhan, demonstrating corporate social responsibility. The FMCG industry is actively donating money and supplies to support the fight against the epidemic.
New DistributionThe Second Path for Distributor Transformation: Embracing B2B Platforms, Thriving Under the Big Tree
As business becomes increasingly difficult across the entire trade and distribution sector, distributors are seeking transformation. Beyond the three common paths, some are now partnering with national B2B platforms like JD New Channel's Joint Warehouse, gaining extra income, improved management, and expanded business opportunities.
袁来Yijiupi Partners with Global Snack Giant Mondelez, Sales Up 500% in 3 Months
Recently, Yijiupi and Mondelez executives met in Shanghai to review 2019 business and plan 2020 cooperation. Nick Zhou, Mondelez's Sales Development Operations Director, noted that three years of EB2B business has accumulated operational experience and they will continue to explore more efficient distribution models. Tao Guangya, Mondelez's B2B channel head, said that since officially joining Yijiupi in September 2019, sales have grown 500% year-on-year, and they will deepen cooperation in promotions, store penetration, and data sharing.
New DistributionDistributor Compensation and Performance Plan + Twenty Strategies for Sales Growth Course Launches!
This course addresses pain points such as preventing sales staff from helping customers demand promotional policies from bosses, using zero base salary to boost warehouse logistics efficiency, and motivating employees to take initiative. Through hands-on coaching, participants will develop customized compensation, performance, and points-based management plans for distributor businesses, logistics, and finance staff, aiming to align employee and boss interests and increase net profit.
王晓彤Nongfu Spring, C'estbon, Ganten: The Prelude to the 'Water Head' Battle | A Guide to Expense Planning
At this time each year, major beverage companies are implementing their 'water head' policies, which they highly prioritize. The water head has two missions: first, to seize the funds and storage of distributors, wholesalers, and terminal stores; second, to adjust production capacity and manage logistics constraints between peak and off-peak seasons. To achieve these, investment is essential. This article discusses how first-tier brands and new brands should allocate launch expenses to effectively execute the water head strategy.
海游What Sets Top-Performing Distributors Apart? They've Figured Out These 10 Questions!
As market competition intensifies, the FMCG industry has entered an era of razor-thin margins, yet downstream costs for distribution, labor, and warehousing keep rising, making life harder for distributors. Amid dramatic shifts in consumption and deepening channel reforms, distributors face unprecedented challenges. This article categorizes common operational and management difficulties distributors encounter and offers practical advice to help them navigate these issues.
陈志平8 Years in a 5th-Tier City: How He Used Equity + B2B to Grow Sales from 0 to 500 Million
Fan Xiaocai, a distributor in Tongren, a 5th-tier city with only 4.3 million people, has grown his company's annual sales to an expected 500 million yuan in 8 years. By leveraging a betel nut brand to secure 12,000 retail outlets, then expanding into FMCG with a large sales force, employee equity incentives, and a B2B platform, he achieved remarkable growth.
李青林City Manager Chases KPIs, Distributor Chases Profit: How to Reconcile?
Amid China's economic slowdown, fragmented consumer demand, e-commerce impact, and squeeze competition, the traditional channel model in the FMCG industry is under pressure, with sales hitting bottlenecks. Against this backdrop, New Distribution, in collaboration with Professor Gao Song from East China University of Science and Technology Business School, launches the 'Gao Song: Channel Empowerment' column to explore new channel models, strategies, and methods for FMCG manufacturers and distributors in the new era. (This is the eighth in the series.) The essence of channel transformation for empowering marketing organizations in FMCG is downward delegation, fighting a war commanded by squad leaders.
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