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 71 of 193
Why Are Wholesale Markets Still Thriving Despite Predictions of Their Demise?
Like traditional mom-and-pop stores, the vast number of secondary distributors currently serve as the 'capillaries' and 'ant armies' accelerating the circulation of FMCG products in China. This article explores why serving small retail stores can be costly, why wholesale markets persist, and the value secondary distributors and wholesale markets bring to the FMCG distribution landscape.
新经销刘少德Community Group Buying and Distributors: Tax and Financial Compliance Is No Small Matter!
On the evening of May 15, New Distribution's internal community organized an online sharing session titled 'Coping Strategies for Community Group Buying in a Compliance Environment.' We invited Li Xinhao, a partner of New Distribution Consulting and a tax and financial expert, to share insights in the community e-commerce CEO group, with simultaneous live streaming to other internal groups. The editor believes that in today's changing business environment, especially as the state increasingly emphasizes corporate and tax compliance, bosses who don't understand tax and finance may suffer significant losses. Particularly for individual bosses in the FMCG industry, who have often neglected tax and financial matters in the past, the editor suggests that the following content is worth careful study. As the sharing lasted one hour and the transcript exceeded 10,000 characters, we have organized it into three articles to be pushed this week. This is the first article, focusing on the impact of compliance environment changes on enterprises.
李新浩Zhong Shanshan: Persisting in Doing a Good Job at the Three-Meter Cashier Counter is the Key Action for Nongfu Spring's Success!
In the past, before the internet was widespread, most FMCG practitioners advocated and believed in the supremacy of terminals and channels. However, in recent years, as the internet has fully penetrated offline, some have begun to claim that the era of terminal supremacy is over and that those who don't keep up will be eliminated. Many of these critics are theoretical researchers. Although their logic is rigorous and well-founded, I don't believe these academics are more capable than the leaders of billion-yuan enterprises. If they disagree, I'd rather trust the chairmen, as practical results don't lie.
海游Yuan Renguo Steps Down, Li Baofang Overhauls Moutai's Distribution Channels
Yuan Renguo, who spent his career helping Moutai overcome difficulties, faced his own challenges. Nearly a year after stepping down as chairman of Moutai Group, Yuan was removed from his positions in the Guizhou Provincial Committee of the Chinese People's Political Consultative Conference (CPPCC). From a frontline liquor worker to the top leader of Moutai, the 63-year-old Yuan is a figure of both legend and controversy. During his 18 years at the helm, Moutai overtook Wuliangye domestically and surpassed global giant Diageo to become the world's top liquor company, with market value once exceeding one trillion yuan.
黄嘉祥Red Bull Anji: How Can Distributors Avoid Becoming Cannon Fodder?
As the summer promotion battle approaches, distributors of Red Bull Anji are anxious due to the brand's late entry and weak brand recognition. To avoid becoming casualties in the fight between Red Bull and Anji, distributors must prepare by strengthening their teams, developing new channels, and cooperating closely with brand owners.
澄韵New Product Distribution Underperforms: Where's the Problem?
In the process of introducing a new product to a regional market, the initial distribution effect and whether it meets targets are often key to success. Many distributors can distribute quickly, but market activation is slow, leading to poor sell-through and damaging customer relationships.
师顺宽Winning Over Group Leaders Is Not the Way Forward for Community Group Buying!
Community group buying is essentially a wholesale-plus-retail model, where each group leader acts as a 'small shop owner.' Can group leaders be retained through persuasion? All community group buying platforms try hard to win over group leaders because user assets are in their hands. However, as buyers for community residents, group leaders focus more on providing quality products to their customers. This leads to two issues: if a group leader operates well, they negotiate with the platform; and as competitors enter and poach, loyalty drops. The real competition lies in product, service, and supply chain efficiency.
赵波No Price War! Uni-President Makes More Money in Mainland China
Uni-President Enterprises reported record first-quarter results, with revenue of NT$107.791 billion (approximately RMB 23.768 billion) and net profit after tax of NT$5.276 billion (approximately RMB 1.163 billion), up 99.85% quarter-on-quarter. Its mainland China business, Uni-President China Holdings, saw net profit surge 48% to RMB 380 million, driven by value marketing and healthy channel inventory management.
New DistributionDealer Transformation: The "Hot and Cold" of Unified Warehousing and Distribution
On May 6, a dealer surnamed Zhang from East China called to ask if unified warehousing and distribution was still viable, noting that the trend had gone quiet. This prompted reflection on why the once-hot model has cooled, and whether it remains an opportunity or a trap.
袁来To Distributors: The Distribution Rights You Hold Are Granted by Manufacturers, and This Will Soon Be a Thing of the Past!
FMCG B2B emerged in 2014, but by 2018, many FMCG B2B ventures had already failed. Consequently, some industry insiders began to dismiss FMCG B2B as a false business logic, even predicting it would be as short-lived as the 'group buying' and 'O2O' trends of a few years ago. But is that really the case? In my view, for FMCG, the transformation brought by B2B is just beginning. It is a T2B2C revolution driven by technology. As more participants join, every node in the FMCG supply chain will be connected, assigned more specific and clear missions and values, and together build an ecosystem, becoming a community that co-creates a digital ecosystem.
杜建芳Moutai Distributors 'Purge'! Suspected of Benefit Transfer, 80,000 Shareholders Outraged: This Is 'Robbery'!
2019 is a major year for Kweichow Moutai's marketing adjustments, with frequent and significant actions. Previously, Moutai's main marketing or sales companies were led by the listed company, but this time the group's marketing company is indeed different, with doubts focusing on the group marketing company competing with the listed company for profits. As a super star in the capital market and the absolute leader in the baijiu industry, Kweichow Moutai's steadily rising stock price suddenly took a hit, losing 110 billion yuan in market value in three trading days, leaving 80,000 shareholders stunned... The parent company established a marketing company, which at the group level was initially seen as good news, but unexpectedly sparked doubts and protests among A-share investors.
New DistributionHow to Dominate the Summer Beverage Peak Season: Seize the Cold Cabinet!
In the summer beverage peak season, the cold cabinet is the absolute core of sales. The display space in cold cabinets equals sales volume. By using a creative promotional tactic with bottled water, a distributor successfully motivated retailers to actively display their product, clearing a four-month inventory in just two months.
快消小强The Concept of Distribution No Longer Exists!
In the past, companies focused on channel dominance and winning at the terminal, but with channel restructuring and integration, traditional distribution channels have been disrupted, and you never know where your products will be intercepted. As a result, the way suppliers connect with customers must change: previously, whoever had the biggest business got connected, but now customers connect only when there is content, professional service, shared interests, and excellent scene experiences. The new marketing era has arrived, and many Chinese companies are accelerating into industry monopoly, which violates the laws of competition.
程绍珊Jinmailang and Nongfu Spring's Top Sales Performers: They Only Got One Thing Right
This article discusses how FMCG companies can improve employee efficiency through terminal management systems, using Jinmailang and Nongfu Spring as examples. It emphasizes that companies should choose a system based on their specific needs, whether focusing on market fundamentals (for growth-stage companies) or sales fundamentals (for mature companies).
海游Anergy Launches: What Should Red Bull Distributors Do?
Recently, news of Anergy's launch has resurfaced. According to disclosed information and leaked photos of Anergy shipments, industry insiders reveal that the first batch has arrived at distributors' warehouses in Jiangsu and Zhejiang, with market distribution preparations underway. A veteran Red Bull distributor of over a decade expressed anxiety, noting that since the brand licensing dispute between China Red Bull and Thai Tencel began in 2016, distributors have been walking on eggshells, constantly wary and preparing contingency plans.
澄韵Without Increment, Cannot Hold Onto Stock
China's reform and opening-up succeeded due to a key technique: shelving stock and reforming increment. This led to incremental reform inevitably driving stock reform. In Chinese marketing, stock has been capped since 2013, and with the rise of e-commerce, stock is no longer secure. Without increment, stock cannot be maintained. The article discusses the three battlefields of new marketing, new retail, and new distribution, emphasizing the shift from 2B to 2C to create increment and influence stock.
刘春雄Former Chairman Yuan Renguo Removed from Provincial CPPCC Positions; Kweichow Moutai Distributor Reshuffle Continues
On May 5, 2019, according to Guizhou Radio and Television's "Dynamic Guizhou" report, the 10th meeting of the Standing Committee of the 12th Guizhou Provincial Committee of the Chinese People's Political Consultative Conference (CPPCC) decided to remove Yuan Renguo from his positions as Standing Committee member, Deputy Director of the Economic Committee, and member of the Provincial CPPCC. Previously, on May 11, 2018, the listed company announced that Yuan Renguo had stepped down as Chairman, Director, and legal representative of Moutai Group.
梅岭How Can Distributors Earn a Reasonable Profit Margin? This Article Explains It All!
A distributor's profitability is directly tied to its product portfolio. FMCG products can be broadly divided into three categories: first-tier, second-tier, and third-tier brands. First-tier brands typically offer low returns (6-7% margin plus 1% rebate), while second-tier brands yield 12-20% and third-tier brands can yield over 30-40% but with higher risks. The optimal strategy is a balanced portfolio with 40% first-tier, 40% second-tier, and 20% third-tier brands, maximizing returns and stability.
New DistributionHave You Ever Independently Built a Market?
If your promotion is slow or you're in a tough spot, don't complain; reflect on whether you've ever independently built a market. Taking charge of something on your own is the true test of ability. Don't be arrogant because of team success. A story: after WWII, each military branch claimed credit, but the Allied commander said, 'If we had lost, I would be the one court-martialed.' In an era of fine division of labor, independently doing something is common, but leading it is rare. Those with the most credit also bear the most responsibility in failure.
金焕民50% of Wholesalers Have Already Left the Market; Will Distributors Be Far Behind?
According to industry insiders, nearly 50% of wholesalers in cities like Shanghai have disappeared due to urban planning and demolition, which have significantly increased warehousing and distribution costs beyond profitability. Additionally, both national and regional B2B platforms are accelerating their coverage of small stores, leading to a notable increase in online ordering frequency. The situation is worsened by the expansion of convenience store chains like FamilyMart and Lawson, prompting many traditional mom-and-pop stores to close or switch to franchising.
袁来New Marketing Practical Case: From 'Terminal Wins' to 'Community Wins'!
This article presents two real cases demonstrating the shift from traditional terminal-based marketing to community-based new marketing. The first case involves a brand that, after struggling with declining sales, successfully implemented a new marketing strategy using social media, mini-programs, and community marketing to achieve significant growth. The second case shows how Beikang diapers leveraged community group buying and social e-commerce to exceed sales targets, highlighting the importance of connecting with consumers in their daily environments.
任小东Is Inventory Loading Really Just a One-Sided Wish of Manufacturers?
Inventory loading is an old and sensitive topic in the FMCG industry, often seen as a pseudo-issue with both manufacturers and distributors holding their own views. While it appears coercive, it is fundamentally driven by mutual interests, and distributors can manage it proactively through strategic negotiation and refined inventory management.
黄润霖Distributors: How to Master 'All-Staff Marketing'?
The concept of 'all-staff marketing' has been around for years, but it remains underdeveloped. However, this is not a major issue, just as no one can clearly define 'new retail' today, yet it continues to advance boldly. All-staff marketing, at its most literal level, means every employee is a sales touchpoint. On a deeper level, it leans toward integrated marketing, where every internal role centers on marketing for resource allocation and support.
黄润霖Manufacturers' Dissatisfaction with Distributors: Distributors Are Scapegoats
Distributors often bear the brunt of manufacturers' complaints, but many issues stem from their employees' performance, not the distributor owners themselves. Effective employee assessment and management can resolve most of these conflicts.
魏庆