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 66 of 193
How Should the FMCG Industry Navigate the 'F2B2b2c Online' Path?
The following is the speech delivered by Mr. Zhou Bin, co-founder and COO of Renwoxing Technology, at the 'FMCG2019·China FMCG Conference' hosted by New Distribution, organized and published for readers. He discusses the digital transformation of the FMCG industry, emphasizing the importance of online business operations, data-driven decision-making, and the integration of online and offline channels for brand owners and distributors.
周斌Distributors Can't Push New Products? 80% Is a Frontline Sales Issue
Adjusting the product mix is more about increasing the proportion of high-margin products, especially new and premium products, to improve overall profitability. In simple terms, it's about eating well on top of being full—not just selling old products that don't make money, but focusing more on selling high-margin products. The ideal is beautiful, but reality is harsh. Although everyone knows the necessity and benefits of product structure optimization, it's too difficult to implement. Salespeople always emphasize various difficulties: poor market environment, economic downturn, restrictions on official consumption, new products not selling well, premium products not moving, insufficient company investment, limited consumer purchasing power, and uncooperative terminals.
潘文富5 Standardizations and 9 Tips to Help Ordinary Salespeople Achieve Tenfold Performance
The key factor in whether a product succeeds is not the product itself, but the frontline salesperson. This article provides five standardizations and nine tips to enhance individual sales capability, including creating standardized templates, using mentorship, summarizing successful cases, fostering positive mindsets, and building a motivating culture.
酒类专业财经媒体5 Seconds to Influence Purchase Decisions: Building an AI-Driven Model for Retail Terminals
At the FMCG2019 China FMCG Conference hosted by New Distribution, founder Zhao Bo opened with a discussion on digital supply chain applications and practices in the FMCG industry, highlighting deep distribution as an effective solution for many FMCG brands. This aligns with Pinlan's advocacy for an AI-driven retail terminal model, which uses AI and data to manage terminals and influence both consumers and store owners.
李剑Distributors: Mid-Autumn Peak Season, Slow Terminal Payments, How to Break Through?
Slow payments and long accounts receivable cycles have always been major headaches for distributors, and they are also matters of life and death, especially with the upcoming Mid-Autumn Festival and National Day peak season. Recently, the author chatted with Wang Hua (pseudonym), a distributor in a county-level market in southern Jiangsu, who mentioned, 'Generally, a distributor needs to prepare three sums of money: first, payment to the manufacturer for goods; second, the cost of normal warehouse inventory; third, the supermarket credit period, the money tied up in accounts.' Money never seems to be enough...
New DistributionDistributors: Let the Team Move Forward Bravely Under Assessment
The following is the speech content delivered by the General Manager of Sunflower Industrial Co., Ltd. at the "FMCG2019·China FMCG Conference" hosted by New Distribution, organized and published for readers. I am a professional manager who entered the industry in 2003 and followed my boss. In 2004, I was trained as the company's deputy manager. By 2010, our boss returned to his hometown to build a large food factory, and I was basically in charge of the distributor company. Our company has eight managers, six of whom have worked for more than ten years. In the distributor industry, I think it is relatively rare for the boss to be able to let go and enable the company to grow rapidly.
周明振Interview | JD New Channel's Zheng Hongyan: FMCG B2B Should Be Value Creation, Not Value Substitution or Value Segmentation
From 2013 to 2019, the FMCG B2B industry has entered its sixth year. From a few entrepreneurs testing the waters to internet giants entering one after another, and more brand owners building their own B2B, the industry's development has been unpredictable. Returning to the essence of the FMCG industry, all technological developments should help brand owners reduce costs and increase efficiency, accelerating the circulation of goods. From an industry development perspective, what value can B2B bring? In today's increasingly evident channel and consumption stratification, how can B2B help brand owners return to trillion-yuan growth?
赵波A 20-Year Mengniu Distributor, Restless in Entrepreneurship!
At 9 a.m., when Yang Liang was met, he was deploying the latest work with department heads. After the meeting, I said, 'Why not go to your office for a quieter chat?' He replied, 'This is my office.' There was no separate desk or boss chair; the west side had a metal filing cabinet and two school desks piled with trophies, books, and products, while the east side had a long conference table for about ten people. Yang Liang's workstation was the first seat on the right. He distributes brands like Moutai, Jiannanchun, Mengniu, and Six Walnuts.
袁来In the Era of Strict Regulation, How Can Distributors Achieve 'Compliant' Transformation?
At the FMCG2019 China FMCG Conference hosted by New Distribution, consulting partner Li Xinhao discussed how distributors can achieve compliant transformation through business architecture. He emphasized that compliance is no longer a choice but a question of how to do it, and outlined key elements such as financial models, organizational structure, investment structure, transaction structure, and income routes.
李新浩Starting with sunflower seeds, Qiaqia sells daily nuts, why did it achieve 600 million in sales in just 1 year!
At the FMCG2019 China FMCG Conference hosted by New Distribution, Wang Bin, Vice President of Qiaqia Food, shared insights on how the company, originally known for sunflower seeds, successfully launched a second business line in nuts, achieving 600 million yuan in sales for its daily nuts product within a year. He emphasized the importance of crossing the non-continuity gap, focusing on quality and freshness, and aligning organizational mindset to drive growth.
王斌Zhao Bo of New Distribution: Digital Supply Chain Applications and Practices in the FMCG Industry
At the FMCG2019 China FMCG Conference hosted by New Distribution, founder Zhao Bo discussed the challenges and transformations in the FMCG industry, emphasizing the need for digital supply chains and organizational change to adapt to fragmented markets and diverse consumer demands.
赵波Can Terminal Inspection Really Only Rely on Manual Labor?
Store visits, display inspections, competitor information collection, communication with store owners, and training salespeople are tasks that Xiao Qiang repeats every month. He is a supervisor for a leading snack food brand, responsible for over a hundred stores in East China. With more than 20 days of business trips each month, and calculating half an hour per store and 12 hours of work per day, Xiao Qiang can only visit 24 stores a day. As the company's business expands, his workload increases, and at over 30 years old, he feels overwhelmed. Wang Ke, a salesperson at a beverage company, faces similar challenges.
New DistributionStandard Guidelines for Channel Inventory Loading
Inventory loading is a required skill for sales personnel, often executed before peak seasons or new product launches. However, improper execution can lead to overstocking, failed techniques, or expired goods. This article outlines four common loading methods—dealer loading, order loading, ride-along loading, and blitz loading—along with their blind spots, and discusses pitfalls in promotions, pricing, and channel management, offering self-check questions to avoid common mistakes.
方刚Traditional Tactics Fail: How Should New Products Enter the Market?
Many FMCG distributors complain about fierce competition and increasingly difficult business. This is partly due to the release of consumers' personalized demands in the context of consumption upgrading, and partly because hot categories imitate each other in new product development and market competition strategies, competing for distribution, investment, shelf space, and inventory. This article explains how to adapt by focusing on precise product positioning, consumer lifestyle insights, sensory marketing, and a healthy supply chain profit distribution system.
邢仁宝It's Not That Distributors Are Uncooperative—It's That Some Manufacturers Have Too Many Problems!
Manufacturer salespeople often complain that distributors are uncooperative, but they should first analyze why. The reasons can be found in the manufacturer's own shortcomings, such as unpaid fees, poor product quality, and lack of market support, or in the distributor's issues like financial strain and poor management. Effective distributor management focuses on helping distributors make money, which resolves most conflicts.
朱志明Thousands of Stores Stocked, Yet Sales Barely Move: The Reasons Behind This Are Thought-Provoking!
For many distributors, product distribution can be done quickly, but market activation after distribution is slow. Once products fail to sell through, it leaves a poor impression on retail outlets, affecting long-term relationships and making it difficult to introduce new products in the future. Terminal sell-through is the most direct and important indicator of a distributor's performance, and solving this issue is crucial for increasing sales.
师顺宽FMCG Entrepreneurs: A Practical Case of Regional Central Warehouse and Distribution
Central warehouse and distribution (统仓统配) has been a hot topic, with many FMCG dealers entering the field. This article shares the practical experience of Hubei Tianlu Smart Logistics, which achieved break-even in about 1.5 years, and discusses key strategies for finding warehouses, people, and goods, as well as insights on scale, pricing, and delivery.
袁来Distributors Without a Good Performance Appraisal System: A Desire for Growth Alone Won't Work!
A veteran distributor reflects on the evolution of performance appraisal systems over 15 years, from trust-based to target-based, competitive, KPI-balanced, independent, and profit-linked methods, concluding that without a sound appraisal system, a company's growth aspirations are unattainable.
周明振A Distributor with Over 20 Years of Experience: Why Are Sales Only in the Millions?
During a market survey in Henan, a distributor with annual sales of 5 million yuan in a county market and another with 50 million yuan in a prefecture-level city were compared. The key difference lies in their assets and innovation. Distributors below 10 million yuan rely on warehouses, trucks, and drivers, while larger ones innovate in organization and business models. The article argues that profits below 1 million yuan are merely 'manager wages' and that innovation, through replication and adaptation, is essential for growth.
袁来Anxious Distributors and Confused Second-Generation Business Owners: Will You Venture into This Blue Ocean?
Anxious distributors and confused second-generation business owners: Old Chen, though only 40, has been a beverage distributor for over 20 years and is now facing immense pressure. Meanwhile, 'Young Master,' at 23, is reluctant to take over his family's FMCG business due to low profits. The article explores the sources of their anxiety and suggests that the hair health industry, with its high growth potential, could be a promising 'second battlefield' for distributors, exemplified by the brand 'Black Mystery' (黑奥秘).
New DistributionThe Dead End and Way Out for Distributors...
Distributors in the FMCG industry are often reduced to mere delivery roles, losing their true value. To survive, they must strengthen their 'distribution' function by focusing on management and marketing, not just sales, and become indispensable partners to brands.
古歌读舒Innovation Changes the World: '2019 Moving-Sales China Food & Beverage Innovative New Product List' to Be Released in Shanghai
As the global market flattens and China's internet catches up with and begins to surpass the US, Chinese marketing has entered an era without signposts. The only true standard for testing marketing effectiveness is 'moving sales' (sell-through). To this end, New Distribution, a professional FMCG media platform, has organized the '2019 Moving-Sales China Food & Beverage Innovative New Product' selection, with results to be announced at the China FMCG Conference in Shanghai on August 22, 2019.
New DistributionPost-90s Distributor Ventures Online, Leveraging Product Selection to Grow from 0 to 30 Million in a Year
In the mobile internet era, 9 out of 10 people have shopped online. E-commerce channels have grown significantly, with a compound annual growth rate of 35.1% over five years. A young post-90s distributor in Chongqing, Pu Bin, leveraged online platforms and smart product selection to achieve sales of over 30 million yuan in just one and a half years.
李青林7 Reasons Why Distributors Have No Profits: Are You One of Them?
This article explores the seven main reasons why distributors fail to make reasonable profits despite hard work throughout the year. It emphasizes the importance of financial knowledge, management skills, and strategic thinking to avoid profit erosion.
谭长春