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 65 of 193
Want Want Food Tech's "Five New Operations": A Shot in the Arm for Distributors
As China's FMCG industry enters a stock market, relying solely on big products and big channels is no longer sufficient to sustain brand sales growth. In the internet age, consumers are destined to become an indispensable part of new production relations. Want Want Group's second entrepreneurial venture, Food Tech, introduces a "Five New Operations" approach to help distributors achieve "More Money" through new company, new brand, new customers and retail, new management, and new incentives.
New DistributionOff-Season Not Dull | Bottled Water: A Guide to Navigating the Off-Season Market
In October, as bottled water enters its off-season, many water companies' sales staff struggle to meet annual targets with limited budgets. Common tactics like using distributor rebates or threatening distribution rights to force stockpiling lead to unsold inventory and brand damage. This article explores how to achieve performance goals without such consequences by focusing on product structure and channel characteristics, emphasizing that there is only one bottleneck to overcome for growth.
海游Distributors Must Read: The Dividends and 'Landmines' of the E-Cigarette Industry
It is often said that FMCG business is like 'working for cabbage money but worrying like selling drugs.' In recent years, competition in the FMCG industry has become a red ocean, and finding a new product that is both easy to sell and profitable seems nearly impossible. However, technological progress is rapid and often surprises pioneers willing to explore unknown territories, opening up new horizons. The e-cigarette (electronic atomizer) industry has emerged as a new category that meets people's needs for leisure and stress relief, as well as young people's social expression. For FMCG distributors, this is a golden opportunity for a 'comeback.'
New DistributionIs the Distributor Business Worth Doing All Over Again?
Under the wave of consumption upgrade, the phrase 'All businesses in China are worth redoing' has become popular. This article explores whether the FMCG distribution business can be reinvented, using the case of Kuailai Zhanggui, a Shanghai-based B2B platform that achieved 1 billion yuan in annual sales within three years, to illustrate new operational concepts for traditional distributors.
袁来Profile | Wang Xia, "Second Sister" of Xinjiang: From Budweiser to RELX, How Pioneer Trading Upholds the "Pioneer" Banner?
If Second Sister didn't say it, no one would guess her age. In her sixties, she still looks young and energetic. It's hard to imagine how she maintains her entrepreneurial passion after 20 years in distribution. Her real name is Wang Xia, but few call her that. Everyone calls her "Second Sister." Her business partner is Zhang Bo, 14 years younger, from a family with long-standing ties to hers. They've known each other since childhood, and since she's the second child, Zhang Bo has always called her Second Sister, and everyone followed suit. She likes the name because it feels close.
澄韵What to Do in the Golden Sales Season?
Manufacturers must strategically leverage the peak sales season to boost sales and profits. Key actions include optimizing product structure, launching new products, integrating distributors, improving network layout, innovating promotions, building channel barriers, strengthening teams, and enhancing brand reputation, while also paying attention to market trends, competitors, coordination, and avoiding pitfalls like cross-regional selling.
崔自三A Decade in FMCG: From Boom to Bust
From a novice to a veteran in the FMCG industry, the author reflects on the turbulent decade from 2009 to 2019, witnessing the industry's rise and fall, from the golden era of in-store promotions to the disruptive impact of e-commerce and O2O, and the eventual decline of traditional retail.
田野2025 | Distributor Lao Zhang's 24 Hours
This article envisions a day in the life of an FMCG distributor in 2025, illustrating how 5G, AI, and IoT will transform distribution, retail, and consumer engagement, with distributors evolving into service providers.
李青林5 Salespeople, 280+ Stores, Annual Sales of 70 Million: How Did He Crack the Tourism Special Channel?
A Chongqing-based distributor specializing in the tourism special channel grew sales from zero to 70 million yuan in three years, with projections to exceed 100 million in 2020. His success hinges on unique approaches to customer relationship maintenance, product selection, display, and team management.
李青林Don't Let 'Packaging' Hold Back Your Market!
Packaging is the communication path between a product and consumers; any commercial product packaging design that ignores business thinking is irresponsible. Packaging is an integral part of turning a product into a commodity, and its primary task is to achieve the company's strategic sales goals through creative, appropriate commercial design, not just aesthetic appeal.
张宇征Beyond Distribution and Agency: What Other Dividends Can You Seize? RELX Tells You
In the era of consumption upgrade, consumers are increasingly concerned about health products, and e-cigarettes are gaining popularity. The e-cigarette market in China is growing rapidly, with RELX becoming the top-selling brand in the industry by capturing half of the market share within a year. This article explores the opportunities and support RELX offers to franchisees, including low-cost entry, rapid return on investment, and comprehensive brand backing.
New DistributionHow Much Nongfu Spring Can Yijiupi Sell?
The FMCG B2B track now has few players left, and brand owners' attitudes vary widely: some like Coca-Cola and Master Kong actively cooperate, even at the expense of existing channel interests; others like major beer giants insist on regional protection to maintain their distribution systems. Yijiupi founder Wang Chaocheng once said publicly, "Nongfu Spring prohibits all channels from cooperating with Yijiupi, but Yijiupi sells Nongfu Spring everywhere." This phenomenon is not limited to Yijiupi and Nongfu Spring but exists across the industry. The relationship between brand owners and B2B platforms is delicate, and neither side knows the actual sales volume.
古月Sorry, 'Puffy' Distributors Have No Future!
In early August, the author visited several distributors and found many 'puffy' ones: high annual sales but pitifully low profits, often below 500,000 yuan net. The article discusses the transformation of such distributors from mere logistics providers to commercial flow promoters, with brand support and digital tools, and offers advice on improving data management, organizational skills, and market expansion.
袁来Case Study | What Kind of System Support Does Unified Warehousing and Distribution Need?
Unified warehousing and distribution is a hot topic among distributors. Intensive and scaled transformation of warehousing and distribution is a recognized way to increase revenue and reduce costs amid slowing market growth. However, it demands high operational capability; without information system support, the result may be 1+1<2. Distributors need a reliable, practical supply chain management system.
百智会Distributors: How to Win the Community Group Buying Battle?
In 2018, community group buying became the hottest trend in retail, offering distributors a chance to break through regional, channel, category, and profit limitations. This article provides a detailed guide for distributors on how to succeed in this high-threshold operational business, covering investment, team building, category selection, operations, and supply chain management.
王怡栋&胡小印Latest | Instant Noodle Sales Reach 51.5 Billion Yuan, Master Kong Holds Half the Market, Uni-President's Tom Yam Noodles Expected to Exceed 4 Billion, Jinmailang Grows 50%
The 19th China Convenience Food Conference was held in Beijing on September 11, where industry leaders discussed the sector's performance. In 2018, instant noodle sales reached 51.5 billion yuan, with Master Kong dominating the market, while Uni-President's Tom Yam noodles are projected to exceed 4 billion yuan in 2019, and Jinmailang saw a 50% market share increase.
New DistributionCompanies That Treat Salespeople as Customers Die; Companies That Treat Customers as Salespeople Grow Big
There are two extreme marketing management styles: treating salespeople as customers (loose) and treating customers as employees (strict). While loose management may work temporarily, it often leads to collapse or dissolution, whereas strict management, as seen in successful Chinese companies, extends internal management to channel partners, enabling scale and control.
刘春雄Multi-Consumption Scenarios: How Brand Owners Collaborate with Distributors for One-Warehouse Delivery in Urban Logistics
As professional division of labor deepens, many brand owners have outsourced logistics to third-party companies, but most distributors still handle both sales and logistics. This article explores whether distributors should also outsource logistics or become third-party logistics providers themselves, based on Best Supply Chain's insights into urban-level logistics delivery trends under multiple consumption scenarios.
New DistributionSales Representatives: Are They Really Crushing Distributors?
This article discusses whether sales representatives should push inventory onto distributors, arguing that excessive pressure can crush distributors and damage the entire channel. It emphasizes the importance of sell-out over sell-in and shares a Coca-Cola example where the company avoided overloading distributors by renting a warehouse to meet sales targets.
谭长春Where Do Traditional Distributors Go?
This article explores the challenges faced by traditional distributors and retailers, using the case of Handan Zhuoyue Trading Company as an example of a successful transformation. It advocates for a new management model where employees are treated as partners, sharing in profits and decision-making, to drive growth and adapt to changing market conditions.
孙授成Is the Deep Distribution Model About to Become a Thing of the Past?
The article discusses the concepts of intrusive and non-intrusive distribution, the conditions that gave rise to deep distribution in China, its operational key points, and the emerging equilibrium between manufacturers and distributors in the post-deep-distribution era. It argues that while deep distribution has been effective, it faces challenges, and a balanced division of labor between manufacturers and distributors is becoming more viable.
施炜Distributors Struggle with Unpaid Invoices, Shop Owners Have Their Own Woes—This Tool Solves It All
In early September, as the Mid-Autumn Festival and National Day approach, distributor Lao Zhang in Nanjing faces the common industry problem of difficult debt collection, with half of his stores failing to pay on time. A new financial product, Wenli-Shanghu Dai, launched in Jiangsu, offers a solution by providing quick credit and settlement for distributor-store transactions, easing cash flow pressures for both parties.
New DistributionExpensive, Late, Expired, Unsold: Where Does Alibaba Retail Link's Confidence Come From?
As the head of Retail Link, the leading FMCG B2B platform, Lin Xiaohai shares his views on industry development, the platform's progress after three years, and its relationships with brand owners, distributors, and competitors. At the August 28 press conference in Hangzhou, Lin detailed the company's strategic shifts, service commitments, and digital initiatives aimed at empowering small retailers.
创新零售社Distributors: No Profit, No Sales, How Can Transformation Be Discussed?
On the evening of August 22, during the FMCG2019 China FMCG Conference, New Distribution organized an impromptu distributor exchange salon. Nearly 200 distributors attended, sharing insights on operational challenges and successes. The key traits of successful distributors were efficiency and partnership, with a focus on refined management and collaborative incentives.
New Distribution