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 79 of 193
'Seeing' Jiangxiaobai: Big Success in a Niche Market
From October 23-24, the 2018 China FMCG City Distribution Logistics Conference, hosted by New Distribution, will be held in Changsha. Jiangxiaobai, a newcomer to the liquor industry, broke through 700 million yuan in sales by 2017, achieving success through a focus on young consumers, unique product design, and social marketing.
杨勇胜、李泽明Big Distributors Are Walking the Road to Bankruptcy!
Every distributor dreams of scale, profit, longevity, and success, but reality is harsh. In 2017 alone, at least 50 distributors with annual sales of no less than 30 million yuan collapsed, including those for major brands like Master Kong, Yanjing Beer, Yangyuan, Want Want, and Yili. This article analyzes the common causes of their downfall, such as becoming mere delivery agents, being dragged down by supermarket arrears, rising management costs, forced inventory loading, and resistance to new trends.
王冠群Still Talking About the 8-Step Terminal Visit? No, Sales Still Won't Go Up!
The article argues that traditional B-end deep distribution (terminal visits, shelf restocking) is no longer sufficient for sales growth, and proposes a shift to C-end deep distribution, which focuses on consumer engagement and traffic generation. It emphasizes that while B-end work remains necessary, it should be more precise and efficient, with the core work being consumer-side activation.
刘春雄JD New Distribution, Coca-Cola China, and Swire Beverages Sign Strategic Cooperation Agreement to Fully Share Data and Explore Incremental Markets
On October 11, JD New Distribution, Coca-Cola China, and Swire Beverages Co., Ltd. signed a strategic cooperation agreement. The three parties will be driven by technological innovation and empowered by big data and marketing, carrying out extensive cooperation in channel co-construction, data sharing, brand promotion, and other fields, jointly accelerating regional cooperation nationwide and expanding incremental markets. Attendees at the signing ceremony included Zheng Hongyan, Vice President of JD Group and President of JD Mall New Distribution Business Unit; Han Xiang, Senior Director of Commercial Leadership at Coca-Cola China; and Karen So, Executive Director of Swire Beverages China.
New DistributionStruggling to Recruit and Retain Staff? How a Distributor Kept Employees Motivated and Made Them Work for Themselves
While many distributors are trying various transformations, a condiment distributor in Rongchang District, Chongqing, Mingwang Trading, took a different path: upgrading operations and honing internal skills. By introducing the Amoeba management model and breaking down into smaller organizational units, they made every employee an independent operator. Recently, New Distribution interviewed this county-level condiment distributor, which serves a population of 700,000 in Rongchang County (now Rongchang District), with annual sales of nearly 50 million yuan and covering over 1,800 outlets. Despite the sluggish distribution market, this company has maintained a 30% profit growth in the past two years.
袁来Two Intractable Problems in Regional B2B and Supplier Cooperation
Regional B2B platforms face two awkward problems when cooperating with suppliers: they cannot act as agents and cannot help brands achieve precise distribution of personalized categories. This leads to the consequence that regional B2B can only be a non-profitable super second-tier distributor at this stage.
赵波Latest | The Most Complete Guide to the 99th Changsha Autumn Sugar and Wine Fair: Exhibition Hotels, Transportation, Food and Fun... All in One!
The 99th National Autumn Sugar and Wine Fair, known as the 'world's first fair' and a barometer of the industry, returns to Changsha after a decade, marking the city's sixth time hosting the event. This guide provides a comprehensive overview of exhibition hotels for food, beverages, and condiments, the layout of the Changsha International Convention and Exhibition Center, transportation tips, and local dining and entertainment recommendations.
New DistributionWhat Era Is It Now, Still Talking About Distribution Rate and Visit Rate?
The article argues that traditional FMCG sales tactics like distribution rate, blind visits, and inventory stocking are outdated in the era of consumption segmentation. It advocates for targeted distribution, precision visits, and sales-driven actions, supported by channel digitalization, as exemplified by successful case studies.
刘春雄A Comprehensive Analysis of Wholesalers: The Frequent-Delivery Wholesalers Are Actually Post-80s!
This report analyzes the current situation of local wholesalers in China, revealing that most are post-80s with over 10 years of experience, operating mainly in suburban areas. They face challenges from B2B e-commerce platforms, yet their fast delivery speed remains a key advantage.
微数实验室Key Questions Distributors Must Consider to Boost Sales
This article discusses several key questions that sales professionals often raise, emphasizing the importance of thinking about the essence of problems to find the root causes and effective solutions. It covers why consumers buy and continue to buy your product, why terminals sell your product, the true role of salespeople, why sales may decline, and the need for focus in marketing efforts.
朱志明Choosing the Right Channel for Terminal Distribution Is Crucial: A Complete Guide to Six Channel Types Including Supermarkets, Catering, and Special Channels!
Terminals are where products and consumers complete transactions, serving as the final link in the supply chain. For distributors, understanding the composition and characteristics of terminal channels is essential for checking channel structures and planning layouts before each marketing season. This article details six types of terminal channels: large supermarkets, chain convenience stores, medium-sized supermarkets, small shops, catering, and special channels, along with their features and operational strategies.
刘海怀If It Can't Help Distributors Cut Costs, What's the Real Value of Centralized Warehousing and Distribution?
A distributor in Jiangsu doubled sales and multiplied profits within a year by partnering with a cloud warehouse for centralized warehousing and distribution, freeing him from logistics and finance to focus on market services. The article argues that the true value of such systems lies in enabling distributors to specialize in market service rather than merely cutting costs.
新经销刘少德Making Urban Distribution to Save Money for Distributors? Then Your Model Might Be Wrong!
Urban distribution transformation is a hot topic among large distributors, but profitability often falls short. The key is not to save money for distributors but to break the existing distribution hierarchy and reallocate channel profits, with the ultimate goal of capturing up to 90% of the profits through platform-based services.
赵波The Moderate Hawk Zong Qinghou
Zong Qinghou remains a distinctive and unique flag in China's physical manufacturing sector. In an era of dramatic changes in consumption and channels, can Zong Qinghou carry out a moderate transformation within Wahaha? A person's past determines their future.
谢芸子Transforming into Local Logistics: Platforms Indeed Can't Replace Distributors, But They Can Swap Them Out!
In the early days of B2B, it seemed all-powerful, making distributors fear for their survival. Now that B2B has cooled, distributors take comfort in their irreplaceable value, but when local logistics platforms emerge, they resist change. At a recent New Distribution conference, we interviewed dozens of distributors and found that while they tout local relationships and service as core strengths, they are reluctant to outsource warehousing and distribution, fearing loss of control. This article explores why, using the case of Changyi Logistics, which successfully consolidated 38 distributors in Dingzhou within a year, and argues that platforms may not replace distributors but can certainly replace them with new ones.
袁来Five Steps for Distributors to Build a Base Market
Survival first, development second. This article outlines a strategy for distributors to create local advantages in limited spaces to win larger market shares and defend against competitors. It details the concept of a base market and provides five strategies for building one, including targeted, focused, speed-leading, outlet-driven, and process management approaches.
师顺宽Transforming to Unified Warehousing and Distribution: Cutting Out Secondary Distributors to Help Some Distributors Get Rich First!
Warehousing and distribution are to FMCG distribution what express delivery is to e-commerce. Without express delivery, e-commerce would not have developed so rapidly. Therefore, for the digital transformation of FMCG distribution, the importance of transforming warehousing and distribution functions is self-evident. Looking back at the rise of express delivery, it was a process from 0 to 1; before e-commerce, there was no such thing as 'express delivery.' Warehousing and distribution, however, have been present since the market economy, when commodity circulation shifted from supply and marketing cooperatives to individual dealerships. There are nearly 800,000 distributors nationwide, corresponding to nearly 800,000 FMCG warehouses, each equipped with varying numbers of vehicles.
袁来Assessing Distributors: Eight Dimensions to Determine Their Level!
This article outlines eight dimensions to evaluate a distributor's management level, including vehicle sales visits, business processes, salary structures, regional division, assessment results, commission orientation, bottle return commissions, and driver-salesperson wage composition. It emphasizes the importance of internal management systems for improving competitiveness.
方刚Three Key Strategies for Peak Season Sales
As the peak season approaches, FMCG manufacturers must focus on product sell-through after stocking up. This article outlines three essential preheating steps: terminal activation, appropriate promotional pull, and service marketing, to ensure products move quickly from warehouses to consumers.
崔自三Covering 40,000 Outlets in 3 Years, 600 Million GMV, Just Secured Over 100 Million Yuan in Series B Funding - What Makes Kuailai Zhanggui Stand Out?
Kuailai Zhanggui, a Shanghai-based B2B platform, has achieved rapid growth by covering nearly 40,000 outlets in East China and reaching a GMV of 600 million yuan in 2018, following a Series B funding of over 100 million yuan. Its success is attributed to a light-asset model with a focus on system efficiency, full-process online operations, and a strategic approach to market penetration.
新经销刘少德Key to Distributors' Transformation into Unified Warehouse and Distribution Platform Operations: Channel Reform to Eliminate the 'Second-Tier Distributor' Role!
The unified warehouse and distribution market is huge, with the national urban distribution scale reaching about one trillion yuan in 2016, two to three times that of the express delivery industry, yet its concentration and intensification are extremely low. In the FMCG circulation field, unified warehouse and distribution has been a hot topic, as it separates business operations from warehouse and delivery, achieving socialized division of labor.
廖磊Is the Logic of Distributors Doing Unified Warehousing and Distribution Valid?
A recent article criticizing FMCG B2B has sparked discussion, pointing out the conflict between distributor functions and unified warehousing and distribution. This piece argues that while the theoretical logic is sound, timing is crucial, and with the right external catalysts, unified warehousing and distribution can succeed.
廖磊Dealer Bosses Focus on the Concrete, Not the Abstract—Is Selling Everything?
Dealer bosses, long immersed in frontline sales, tend to prioritize tangible results over abstract matters, often neglecting corporate culture. Yet, as history shows, seemingly abstract ideological alignment is crucial for organizational success. This article explores three practical steps for building dealer corporate culture: adopting memorable nicknames, sharing a good book, and establishing a historical symbol for cultural inheritance.
黄润霖Terminal Sell-Through: The Complete Work Checklist
For distributors, stocking shelves is not the problem; the real issue is when products don't move in stores. This article provides a framework for terminal sell-through in FMCG and related industries, covering the four key tasks: making products available, visible, audible, and top-of-mind, with detailed work checklists for each.
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