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 69 of 193
How to Set Policies, Select Outlets, and Distribute: 4 Key Steps for Launching a New Product
Launching a new product is challenging, but a good start is half the battle. This article outlines four essential steps for launching a new alcoholic beverage in a regional market: setting five key policies, selecting target outlets, executing a rapid distribution blitz, and holding a launch meeting.
赵海永“Terminal is King” Is Outdated; Terminal Reengineering under New Retail Thinking Is the Way Out
The article argues that the traditional concept of "terminal is king" is outdated, and that companies should reengineer their terminal business processes based on product attributes, marketing objectives, and the flow of information and logistics. It introduces a five-element terminal-driven model, including pre-terminals, core terminals, post-terminals, logistics terminals, and scenario-based logistics terminals, to effectively communicate with consumers and drive sales.
苗庆显Viral Biscuit Shakes Up a Million People, Shaking Out a Big Hit Product
In the era of consumption upgrade, consumers' demands for leisure food are increasingly diverse, with healthy, good-looking, novel, and high-quality products becoming the top choice for young consumers. For distributors, a product that meets young consumer needs not only brings sales and profits but also new momentum for channel growth. It turns out that good products that satisfy both young consumer groups and ensure distributor profits are rare. Especially in the mobile internet era, hundreds of new products are exposed to consumers daily, overwhelming them...
New DistributionOne Extra Yuan per Case to Distributors, 30,000 More Cases Sold in a Month!
Reasonable and effective promotional methods can activate new products' features in the shortest time and rapidly increase market share among similar products; otherwise, they may lead to passive channel stagnation. When launching new products, distributors need to manage various channel links, including sub-distributors, retail terminals, supermarkets, and competing products, designing different promotions for each to achieve optimal market coverage.
New DistributionNongfu Spring's Sesame Store: A Billion-Yuan Dream?
Nongfu Spring's 'Sesame Store' is a new name for an existing project, expanding its vending machine business into residential underground parking lots. The company has invested heavily, planning to lose 200 million yuan annually for five years, aiming to directly connect with consumers and build a comprehensive household service platform.
袁来Distributors Should Stop Focusing Solely on Channels—During Transition, Focus on 'Managing Customers'!
Over the past two years, many distributors have experienced two common states: confusion and anxiety, driven by the broader environment. To survive, they must adapt. As a crucial link in commerce, distributors need to redefine their role and future development in the new era of marketing and retail. Their core value lies in 'localization,' which will increasingly depend on their ability to connect with local consumers and manage local traffic pools, making them irreplaceable.
苑继明Why Do Distributors Do Distribution?
A distributor explains why he continues to work with a brand despite lower margins and ROI, emphasizing the importance of comparing with similar businesses, products, regions, and channels, and the role of brand positioning in his overall portfolio.
刘华明Sales Representatives: Doing Work with 'Incremental Value'
Diligence is not efficiency; only effective work that drives sales growth is high efficiency. Work that contributes to sales growth must be identified and prioritized, as many traditional tasks now only maintain existing volume rather than create new growth.
刘春雄Distributors, Big Distributors, Moving Toward Platform Distributors
This article discusses the evolution of FMCG distribution channels in China, arguing that the traditional flat distribution model has reached a dead end and that the platform distributor model is the optimal future solution. It explains what platform distributors are, how they differ from traditional big distributors, their advantages and risks, and how distributors can seize this opportunity.
万超帮 陈思廷Some Distributors Exit, Others Transform
The FMCG industry's channel transformation is an indisputable fact, with distributors facing a future of consolidation and quality improvement. Surviving distributors will evolve into brand operators, category operators, or supply chain enterprises, requiring them to enhance their distribution and sales capabilities.
袁来No Display, No Sales! The Display Revolution in Terminal Management
Terminal display, when done well, benefits both manufacturers and distributors; when done poorly, it wastes manpower and resources, leading to significant sales losses. This article analyzes the current state of terminal displays, identifies key reasons for ineffective displays, and provides practical cases and strategic shifts toward depth and width in display management.
罗宏文Where Are Distributors Headed in the Next Decade?
Distributors are facing tough times, and many are asking whether their business can survive and where the industry is heading. This article analyzes the changes in the FMCG industry over the past five years, the different challenges in high-tier and low-tier markets, and the shifts in retail environment, offering insights into future directions for distributors.
赵波Five New Strategies for Distributors' Future Development | Frontline Methods
As 2019 is nearly half over, distributors need to identify their development directions and paths. Based on experience in the FMCG industry, this article discusses the evolution of the industry and proposes five directions for distributors to enhance efficiency.
赵正强How Can "Second-Generation Business" Distributors Evolve into "Second-Generation Creators"?
Succession is a form of inheritance, and since the dawn of tribes, everyone, every family, and even every dynasty has focused on the issue of succession. Countless palace intrigues and business dramas are built on the conflict of succession. This inheritance is essentially the same as genetic inheritance, regardless of one's identity. Ideally, everyone hopes to pass on their career and position to their descendants. The same applies to distributors: they all hope to hand over their business to their children upon retirement, even if the business is not what the children need.
文石Tactical Approaches to Community-Based Dealer Channels
This article discusses tactical approaches to community-based dealer channels, covering three topics: recognizing the commercial value of the era, why channels are becoming community-based, and how to achieve dealer community-based channels. It emphasizes the importance of integrating offline, community, and online spaces, and provides practical methods for dealers to build and manage communities.
牛恩坤13 Years of Hard Work Shattered: Who's Right and Wrong When a Distributor's Agency is Revoked?
In June, Zhengzhou temperatures exceeded 30 degrees, but Luo Leiming's heart was cold. He spent the month dismissing employees and selling assets after his 13-year distribution rights for the 'Haidilao' hot pot brand were suddenly revoked by the manufacturer. The manufacturer cited cross-region selling, but Luo disputes this, claiming it was a malicious report and that the company failed to investigate properly.
李青林Impressive 618 Results: JD New Channel is Becoming the 'Central Nervous System' for Partners' Channels!
At 24:00 on June 18, JD.com's 16th 618 Grand Promotion concluded successfully. JD New Channel officially released its fourth 618 results. With its newly upgraded B2B2C full-chain service capabilities and advantages in both online and offline main battlefields, JD New Channel once again set new sales records, with strong growth across super categories and multiple business models. Zheng Hongyan, Vice President of JD Group and President of JD Retail Group's New Channel Business Unit, stated: 'JD New Channel is an open, intelligent, and efficient B2B2C platform. The fourth 618 report card proves that upstream and downstream partners can find more suitable business models on this platform and continue to achieve high growth.'
New DistributionDistributors: Want to Stock Viral Products but Fear They'll Die Out Quickly—How to Break the Deadlock?
Viral products tempt distributors with huge profits, but many die out as fast as they rise. The key is to choose products with lasting brand strength, quality, market foundation, and professional support, like Meiji biscuits, which achieved 200 million views and a 290% sales surge.
New DistributionFormer Tsingtao Beer Distributor Transforms, Creates Whiskey Brand VETO, Aims to Open Up Dining Scenarios with Deep Distribution!
A former top Tsingtao Beer distributor in southwest China, Gu Lei, founded VETO whiskey in 2018, targeting young consumers with a new category. Instead of following the typical online-first path, VETO leverages deep distribution in offline dining channels, using in-store tasting ambassadors to drive trial and purchase, with plans to replicate the model across cities.
一茜Major Move: JD New Channel Enters Offline Liquor Retail, Fully Empowering Traditional Tobacco & Alcohol Stores
On June 15, during JD's 618 promotion, the first JD Convenience Famous Liquor Collection store opened in Linyi County, Dezhou, Shandong, marking JD New Channel's first borderless retail model store in offline tobacco and alcohol retail. The platform upgrades traditional stores with unified branding, strong supply and price control, and digital tools, aiming to revolutionize the industry.
袁来Why Even Distributors Themselves Dislike Middlemen?
This article explores why middlemen, or distributors, are often looked down upon in China, tracing historical and cultural biases, and identifies six fatal weaknesses of traditional distributors. It argues that before any transformation, distributors must first upgrade their mindset, and offers four directions for business upgrading.
刘少德Giving Up Deep Distribution Easily Is the Biggest Pitfall You Can Jump Into
Since 2013, the claim that 'deep distribution has failed' has sparked widespread industry debate, and today, abandoning deep distribution has become a mainstream view. However, the real problem is not that deep distribution has failed, but that its efficiency has declined due to the shift from manufacturer-led operations to dealer-led operations under manufacturer guidance.
万超帮陈思廷Distributors' Third-Party Urban Distribution Is on the Brink of Collapse
Distributors who have transformed into third-party urban distribution platforms are facing severe losses and operational difficulties. The article analyzes the reasons for their failure, including lack of professional warehousing and distribution capabilities, and provides guidance on how to approach urban distribution correctly.
任小东Practical Tips | Survival Rules for Nine Types of Struggling Distributors
With the rapid development of the internet, internet giants have entered the FMCG industry, either building terminal delivery platforms or opening their own retail stores, weakening the advantages of traditional distributors. This article identifies nine types of distributors who are at risk of being eliminated and provides survival advice for each, emphasizing the need to learn, reflect, and innovate to build core competitiveness.
陈晓明