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 80 of 193
In-depth | How Can Distributors Break the "Curse" of Difficulty in Making a Profit from Unified Warehousing and Distribution?
Chinese FMCG distributors are traditionally small but complete "four-in-one" operations, combining commerce, logistics, information, and capital flows. As market growth slows and costs rise, many are turning to unified warehousing and distribution (统仓统配) to reduce costs, but profitability remains elusive. This article explores why the model often fails and offers strategic pivots, such as expanding beyond FMCG, restructuring distribution layers, and leveraging platform influence to partner with individual entrepreneurs.
袁来Two Years, Tens of Thousands of Square Meters of Warehousing, and a Tech Team of Nearly 100: He Uses His Own Experience to Show You That 80% of Unified Warehousing and Distribution Is Done Wrong!
A former senior engineer at Microsoft and Facebook returns to China to start a business, targeting the FMCG sector. He explains why a tech company invests heavily in warehousing and distribution, and why 80% of unified warehousing and distribution is done wrong.
新经销刘少德Dealers Who Can't Afford to Make Mistakes: Choice May Matter More Than Transformation!
Transformation is the biggest consensus among dealers in recent years, but where to turn remains the biggest confusion. This year, the question is no longer whether to transform, but where to turn. The article analyzes the theoretical options for dealer transformation, emphasizing that the choice of direction is more important than transformation itself, and that dealers must choose between strengthening commercial flow (marketing capabilities) or service flow (logistics services) based on their core competencies.
陈思廷Don't Be Fooled by 'New Retail' – It Aims to Control Brand Owners, Distributors, and Secondary Wholesalers!
Ma Yun's 'New Retail' is actually 'New Commerce,' which seeks to rebuild the entire supply chain from production to retail, with retailers (platforms) at the core. Brand owners must build their own brand traffic to avoid being subsumed by New Retail platforms.
苗庆显Is It True That Transforming into a Unified Warehouse and Distribution Platform Can Save Distributors Money?
The article discusses whether transforming into a unified warehouse and distribution platform can save distributors money. It presents a case study of a distributor in Jingzhou, Hubei, who transitioned to such a platform and shares insights on the challenges and potential paths forward.
袁来What to Do When Distributors Bypass You and Report Directly to Your Boss?
Some long-standing or well-connected distributors develop a habit of bypassing sales representatives to report directly to their superiors for better terms. This article offers strategies and principles for sales reps to handle such situations, including using humility, asserting professional responsibilities, and building strong relationships.
谭长春Reversing the Channel: Start with Small Retailers and Consumers, Then Recruit Distributors!
A successful food company entered a market dominated by competitors by using a unique marketing strategy: 'reversing the channel.' Instead of selling to wholesalers first, they sold directly to retailers and consumers, generating demand that attracted distributors. This approach helped them achieve a 900% sales increase in one year.
刘春雄How to Solve the Difficulty of Distributors' Payment Collection?
Payment collection difficulties for distributors are an indisputable fact in the food industry. This article explores the various manifestations and causes of these difficulties and proposes strategies to solve them, aiming to help distributors overcome payment collection troubles and reduce operational risks.
清风明月夜In the Digital Era, Should Brands Still Do Deep Distribution?
Despite rising costs and the rise of B2B platforms, deep distribution remains essential for brands to compete at the retail level. The future lies in collaborative models where brands partner with new types of distributors, such as individual entrepreneurs, marketing distributors, or regional self-operated B2B platforms, leveraging digital tools for efficiency.
袁来Three Tricks to Handle 'Troublesome' Distributors
Many sales managers complain about difficult distributors, but with the right methods, distributor management can be easy. This article offers three strategies: help distributors make money, help them spend money wisely, and build a close relationship with them.
孙星遇Zhuang Jing, President of Huoquanquan: The Inevitable Path for the FMCG Industry from the Perspective of China's Internet Development
This article is a transcript of Zhuang Jing's presentation at the FDIC 2018 China FMCG Digital Innovation Conference, edited by New Distribution. She uses examples from the World Cup, doctor strikes, and stock market behavior to challenge conventional thinking, then draws parallels between the development of China's internet and the FMCG industry, arguing that information transparency and data-driven decision-making are inevitable trends.
庄菁How Distributors Can Manage Their "Relationship" with Manufacturers
Many distributors struggle to please manufacturers and often feel like a disadvantaged group, even those with substantial wealth. This article offers practical advice on how distributors can build healthy, productive relationships with manufacturers to avoid being replaced or mistreated.
唐江华Can Shared Sales Representatives Replace Distributor Sales Reps as a Tool for Brands to Achieve Deep Distribution?
Since 2014, almost all FMCG B2B matching platforms have entered the market with shared sales as a key strategy, but most have not performed well, with few success stories. The reasons for failure are simple: either they directly conflict with frontline brand sales reps, making it nearly impossible to replace them, or they target non-first-tier brands or distributors, leading to conflicts with regional distributor sales reps and ultimately burning money on traffic.
杜建芳“Prepare the Supplies Before Troops Move”: These Preparations Will Double Your Holiday Promotion Results!
As the Mid-Autumn Festival and National Day approach, terminal promotions are in full swing. This article outlines a time-reversed preparation plan for terminal promotions, detailing key steps and timelines to ensure effective execution and maximize sales impact.
宋锴Distributors, Don't Rush Your Children into Taking Over the Business—Let Them Study More!
Life is severely punishing those who refused to study hard. Many first-generation distributors, who started from poverty and built their fortunes through hard work, now face management challenges. They attend training courses with sincere eagerness, but their lack of education and learning habits makes it hard to absorb and apply knowledge. The article urges them to let their children study more, as the most valuable things learned in school are not knowledge itself but learning habits, comprehension, and the ability to summarize and extrapolate.
魏庆Taking on Red Bull: What Is Yili, the "Jack-of-All-Trades," Up To?
For Huanxingyuan, a functional beverage launched just months ago, competition from incumbents like Red Bull and Lehu is not to be underestimated. Your "stay-up-late神器" might need an upgrade. When it comes to functional drinks, Red Bull is the first brand that comes to mind, holding half of the domestic market. Unfortunately, its internal strife over trademark disputes has attracted new players. Four months ago, dairy giant Yili also set its sights on functional beverages, launching the energy drink Huanxingyuan, with the latest official word that "market feedback is currently positive." This is just a small step in Yili's broader cross-industry expansion.
何己派No Display, No Sales: Remember These 9 Characters for Display!
Terminal display is crucial for sales. This article outlines key considerations for display, including attracting attention, enhancing brand image, intercepting target consumers, and rational comparison with similar products. It also provides principles for display, such as maximizing area, maintaining cleanliness, and following the nine-character principle: quantity, concentration, ease, completeness, cleanliness, connection, timeliness, brightness, and color.
New DistributionWill Same-City Unified Warehousing and Distribution Platforms Kill Fellow Distributors?
Traditional distributors transitioning to unified warehousing and distribution platforms may seem unrelated to your distribution business, but these platforms could actually disrupt your operations. While they promise efficiency gains, cost reduction is questionable, as seen in Jingmen where platform logistics costs are higher than traditional delivery methods.
袁来JDB's Distribution Channels on the Brink of Collapse! Some Distributors Have Defected to Wong Lo Kat, Can It Survive Until Next Year?
JDB's market share has fallen to less than 30%, and distributors' advance payments are hard to reimburse. It has been exposed as insolvent, and without a rescue, it may not survive until next year. Zhonghong Co., Ltd. announced a debt restructuring and management trusteeship agreement with JDB, disclosing financial data showing a net loss of 583 million yuan in 2017, which JDB denied. The dispute has raised many doubts.
陈妮希Hundreds 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 bad impression on retail stores, affecting long-term relationships and making it difficult to distribute new products in the future. Terminal sell-through is the most direct and important indicator of a distributor's performance, as it is the final step where consumers decide to buy and where distributors realize profits.
师顺宽Distributors, Your Business Is Being Destroyed by Your Salespeople
A distributor's business is not this month's sales volume, but the number of active customers multiplied by the number of items. Is your business being destroyed? The article explains that sales volume comes from two indicators: active purchasing customers and items per customer. It emphasizes that distributors should focus on customer and item counts rather than just sales, and provides management strategies to prevent business decline.
魏庆老师How to Play 'Joint Operation' for Distributors? Three Models to Consider!
Generally, channel joint ventures in the FMCG industry led by manufacturers follow a four-in-one model: manufacturer-distributor-sub-distributor-retailer. However, in market operations, there is also a more 'alternative' channel joint venture model led by channel members at various levels. How do they operate? Let's explore their specific operational models.
清风明月夜How Big Is the Impact of Social Security Reform on the FMCG Industry?
Starting from January 1, 2019, all social security taxes will be uniformly collected by the tax authorities, signaling a new harsh winter for FMCG companies and trading firms. On August 27, the State Taxation Administration issued the latest notice that from 2019, social security will be uniformly collected by the tax authorities, and the handover of social security premiums and the first batch of non-tax revenue collection responsibilities must be completed by December 10 this year. The news has caused a stir online. In short, in the past, most companies paid social security at the minimum standard rate, and it was uniformly collected by the human resources and social security departments. This time, the shift to tax authorities will directly affect social security payments.
袁来How Can Distributors Ensure Their Profits Are Not Carved Up?
Case: A 'bloodbath' caused by forced stockpiling. Lao Gao, a distributor for A-brand liquor, faces a common dilemma: sales are up but profits are down, and he's being 'held hostage' by the manufacturer's demands to stock up, leading to a vicious cycle of discounting and eroding margins.
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