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 75 of 193
How Many More 'Victims' Will the 'Terminal is King' Trap Claim?
The 'terminal is king' strategy, which emphasizes investing heavily in retail terminals, is one of the biggest pitfalls in marketing. It often leads to misallocation of resources and ignores the importance of brand building and consumer communication, ultimately causing failure for many companies.
苗庆显New Marketing Organization Transformation: Evolving from B-end to C-end Organizations
Liu Chunxiong defines new marketing with the core theory that all 4Ps are communication. Traditional marketing organizations are B-end, while new marketing organizations are C-end. Over the past 30 years, marketing has evolved from sit-selling to mobile selling to connected selling, reflecting shifts from material scarcity to abundance and from material needs to aspirations for a better life.
方刚2019, How Can Salespeople Survive?
As competition intensifies across industries, salespeople face unprecedented challenges, making survival increasingly difficult. This article examines the traditional tactics and questionable practices of salespeople, and outlines five key changes they must embrace to thrive in the future.
戈军珍New Products Die Too Fast Because Distribution Rate Is Too High
A senior executive from an industry giant said that distribution is no longer a problem, but sell-through is. This is not an isolated phenomenon but a common one. The reason is that most companies still follow traditional deep distribution practices: distribution plus sell-through. Since distribution is easy, the real issue lies in product cognition during upgrades, which requires precise distribution, experience, and word-of-mouth.
刘春雄Dealer Operations Playbook: Every Thriving Dealer Has a Signature Move!
This article explores how dealers can build their own communication platforms using WeChat Official Accounts, personal WeChat, and Moments to improve recruitment, customer relations, and sales. It highlights a case study of Dunjie Supply Chain, which successfully recruited 200 local salespeople in one day through a referral campaign, and provides a step-by-step guide for dealers to implement similar strategies.
袁来The Bigger the Headquarters, the Bigger the Problems
In the corporate world, a strong headquarters often creates distance from the front lines, leading to bureaucracy, poor execution, and a lack of innovation. This article argues that headquarters must bridge the gap with the market, empower regional teams, and foster a culture of discovering and scaling grassroots innovations.
刘春雄Salespeople: Are They Really Crushing Distributors?
This article discusses whether salespeople should force inventory on distributors, arguing that excessive pressure can destroy partnerships and the distribution channel. It uses Coca-Cola's example of avoiding such practices to maintain healthy relationships.
谭长春Wandering Distributors
Over the past decade, the world has changed dramatically, and the FMCG distribution landscape has shifted from a channel-dominated era to one requiring product focus and strong management. Distributors now face the challenge of adapting to new retail realities or being left behind.
冷冻君Lost Profits, Disrupted Market: Can Distributors Successfully Transform into B2B Platforms?
After the Chinese New Year, many distributors are planning their 2019 business strategies. Reflecting on 2018 and planning for 2019 is a key task for every distributor. In recent years, due to sluggish business growth and the impact of FMCG B2B platforms, more distributors are pursuing transformation. However, a distributor in eastern Guangdong who transformed into a regional B2B platform found the experience painful: he lost profits and disrupted his market.
袁来Is Community Group Buying a Reliable Opportunity for Distributors?
In the second half of 2018, community group buying emerged as a hot new trend in China's e-commerce sector, attracting many distributors to consider entering this field. However, the question remains whether this is an opportunity or a trap for distributors, given the low entry barriers but high competitive barriers.
赵波2019: Major Shifts in the FMCG Industry! How Should Brands, Distributors, and B2B Break Through?
2018 was a uniquely challenging year for China's economy, with trade tensions, slowing growth, and capital winter impacting businesses. In the FMCG sector, B2B platforms entered a deep-water phase, with over 20 closures, while brands and distributors faced stagnant sales and rising costs. The 2019 (5th) FMCG + Internet Conference, held during the Chengdu Spring Sugar Fair, aims to explore strategies for breaking through these challenges.
New DistributionAre Brand Owners and Distributors Suitable for Community E-commerce?
This article discusses whether brand owners and distributors are suitable for community e-commerce, concluding that based on current category composition, it may not be suitable initially, but opportunities exist through the M2C model leveraging private domain traffic. The author introduces the background and logic of the M2C model, contrasting it with public domain marketing challenges.
任小东Reflections on Digital Yili for Consumer Goods Companies
In September 2019, Yili launched its 'Huntianyi' system, which uses digital analysis to predict market trends and assist in retail network planning. Internally, Yili also developed an MES system to build a digital factory, achieving refined, transparent, and efficient management. This shows Yili's early planning and action for the digital era, offering insights for consumer goods companies.
谭长春2019, A Large Number of Distributors Are Leaving!
A distributor in Shandong gave up a brand she had represented for nearly 20 years due to increasing annual tasks and inventory pressure. Another large distributor in eastern Guangdong cut brands like Master Kong and Oreo, and noted that many peers are struggling or closing, with B2B platforms exacerbating the difficulty.
袁来Whose Approval Killed the Market?
As sales teams retreat, they rely on approval forms to hold the line, but it backfires. What can hold the market bottom line when approvals can't?
胥忠进Traditional Marketing Is Outdated, What Is the 'Formula' for New Marketing?
This article discusses the shift from traditional to new marketing, proposing three key models: traffic pool, connector, and content supply chain, as the new framework for effective marketing in the digital age.
任小东Salespeople: Are They Really Crushing Distributors?
This article discusses whether salespeople should push inventory onto distributors, arguing that excessive pressure can destroy partnerships and the entire channel. It uses Coca-Cola's example of avoiding such practices to maintain healthy distributor relationships.
谭长春JDB, Yili, Beingmate, Shuanghui... Which of the Top Ten FMCG Corporate Turmoils Affected You Most?
These events all took place in the past year of 2018. From JDB's leadership shake-up and Yili's stock plunge to Huiyuan's suspension and Shuanghui's African swine fever scandal, the FMCG industry faced significant upheavals. Which one had the greatest impact on you?
纳兰醉天Distributors: How to Win the Community Group Buying Battle?
In 2018, community group buying became the hottest trend in retail, validated by successful cases and capital. Distributors should seize this opportunity as it can achieve regional, channel, category, and profit breakthroughs. The article provides a detailed guide on how distributors can implement community group buying, covering investment, team structure, operations, procurement, warehousing, and customer service.
王怡栋&胡小印In-Depth | Uni-President's Strategic Partnership with JD New Channel: What's the Move?
Recently, news of Uni-President signing a strategic cooperation agreement with JD New Channel has drawn attention in the FMCG sector. On January 17, the two companies agreed to deepen cooperation in joint warehousing and distribution, data sharing, and brand marketing to better meet the increasingly diverse market demands of the borderless retail era. Since the second half of 2018, more brands have embraced B2B. As a typical representative of the 'deep distribution' model, Uni-President's full embrace of B2B marks another milestone for the industry.
袁来Transformation? First Cut: Eliminate the Marketing Department!
Traditional FMCG companies are losing the ability to capture consumer demand. The article argues that the first step in transformation is to eliminate the traditional marketing department, replacing it with a new structure that integrates with e-commerce and focuses on consumer engagement.
方刚Township Markets Are Full of Gold: With These Operations, Year-End Sales Will Explode!
This article provides a practical manual for distributor teams to develop township markets, based on the principles of building teams, setting standards, creating models, and ensuring implementation. It outlines specific steps, including the '8 Key Points for County and Township Market Development' and the '8 Steps for Market Distribution,' to help businesses tap into the vast potential of rural markets.
New DistributionBudweiser Flirts with 'Sister', What's the Intent?
Budweiser Group has signed an agreement with Jebsen Group to establish a joint venture in mainland China to co-operate Jebsen's Blue Girl Beer, marking Budweiser's first partnership with a distributor for premium beer. The move is seen as preparation for Budweiser's potential Hong Kong IPO and to strengthen its market share in Hong Kong and Macau.
何也New Distribution Zhao Bo: Channel Transformation in the Next Decade: Intermediaries Remain, but Most Distributors Will Disappear!
At the '2019 New Year Marketing Course' co-hosted by New Distribution and Teacher Liu's Forum on January 12-13, Zhao Bo, founder of New Distribution, delivered a keynote speech titled 'Speculations on New Marketing and New Channel Digital Transformation in the FMCG Industry.' This article compiles his insights on channel transformation. Key points: 1. No existing distributor function is irreplaceable; 2. Distributors have only existed in China for about 30 years; 3. Retail scenarios are increasingly fragmented and diverse, but distributors lack basic digital service capabilities; 4. Visibility, online presence, routing, agility, rapid response, and financialization are the basic requirements for the new supply chain in the new retail era.
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