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 81 of 193
Attention! Someone is impersonating salesmen to push 'fake Red Bull'!
Recently, Boss Wang, who runs a supermarket in Longfeng District's Shidi Fuyuan, encountered a troubling issue. He reported to a journalist that a few days ago he suffered a big loss when someone posing as a Red Bull salesperson sold him more than a dozen cases of 'problematic Red Bull'. To verify the situation, on the afternoon of August 28, the journalist visited Mr. Wang's supermarket to conduct an interview. The supermarket owner discovered that the dates on the bottom of the 'Red Bull' cans had been altered.
New DistributionSettling Scores After the Harvest: Employee Resignations, Distributor Flight, and the Inevitable Demise of Liby's Contract System
The contract system, a grave-digger for FMCG companies. In 2015, Nice introduced it, boosting performance and wages, but within three years it backfired, leading to mass resignations and Nice's decline. Liby, following suit in 2016, now faces similar consequences: employee departures, distributor defaults, and a looming crisis.
纳兰醉天The Transformation and Counterattack of Dali and Want Want Distributors: How Did He Grow from 20 Million to 200 Million in 3 Years?
“Traditional distributors will have no future if they don't transform, because being traditional means no way out.” This is the view expressed by Qin Xian at a meeting regarding the transformation period of FMCG channels. In Qin Xian's view, in the field of FMCG distribution, the distributor link has gone through three generations: from the initial supply and marketing cooperatives, to wholesale market merchants, to itinerant merchants who directly supply terminals for logistics and distribution. Nowadays, the internet brings more advanced technology and tools to distributors. Every distributor should actively embrace it, proactively seek change during the turbulent market competition and the transformation period of distribution channels...
袁来How Should Distributors Select Talent?
Distributors often struggle with hiring, managing, and retaining employees. This article argues that instead of blaming staff, bosses should reflect on their own systems and choose talent based on virtue, versatility, fit, and a balance between external hires and internal development.
New DistributionThe Dead End and the Way Out for Distributors...
Are you heading for a dead end or seeking an innovative way out? Obviously, the latter! But before finding a way out, you must first consider why you ended up at a dead end. In the FMCG industry, food and beverage distributors typically act as delivery agents, lacking the essence of distribution; whereas in the cosmetics industry, distributors are called agents but often perform the role of distributors. This is the difference between having no team and having a team to drive sales! Despite the differences, both complain of exhaustion. They almost turned to micro-commerce... When the role caught in the middle becomes increasingly undervalued, they express confusion about their way out.
古歌读舒JDB vs. Wanglaoji: Competition for Existing and Incremental Markets!
JDB has recently faced a series of troubles, including cooperation disputes with COFCO Packaging and ORG, and a restructuring dispute with Zhonghong Holdings, which disclosed JDB's insolvent financial statements. Despite rumors of declining market share, product shortages, layoffs, and unfulfilled promises to distributors, a visit to several supermarkets revealed that red-can JDB products are still available with recent production dates, indicating that the situation may not be as dire as reported.
金枫海客Eternal Asia's New Decade Plan after Joining Hands with Shenzhen Investment Holdings: Advancing New Commercial Services and Implementing New Distribution Strategy
In the first half of 2018, Eternal Asia achieved operating revenue of 36.9 billion yuan, a 21.21% increase year-on-year. This is the first mid-year report card after partnering with Shenzhen Investment Holdings. The company's financial performance remained robust despite economic fluctuations, with total profit up 14.91% and net profit attributable to parent up 3.63%.
新经销刘少德Distributor Commits Suicide After Supermarket Fails to Pay 400,000 Yuan Debt
A distributor in Huaibei committed suicide on August 22 after a supermarket repeatedly failed to pay a debt of over 400,000 yuan. The incident highlights the severe consequences of credit sales, as more than 85% of distributors are now refusing to supply large supermarkets due to unfair contract terms and squeezed profits.
New DistributionDealers' Lack of Loyalty Is Justified
If you still believe that dealers are disloyal and get angry about it, you are naive about the market. All pursuits are driven by profit; in business, focus on competition. Consumers have no loyalty, retailers have no loyalty to dealers, and dealers have no loyalty to brands—only mutual interests. Loyalty is voluntary and stems from solving dealers' problems, not from demanding it.
古歌读舒The Butterfly Effect of Salesperson Shelf Management: How Many Distributors Are Still in the Dark?
As living standards rise and the consumer market grows rapidly, competition in the FMCG industry has become intense, and market operations have entered an era of refinement. The criteria for market excellence have shifted from mere sales volume to terminal performance, including distribution rate, image promotion, pricing system, and shelf display. In particular, almost all FMCG manufacturers now recognize that supermarket and terminal store shelves are where products intimately meet consumers, sparking a vigorous 'land grab' movement.
刘连喜Zheng Hongyan: Building a Half-Hour Living Circle, Digital Layout Should Further Tap Data Productivity
On August 24, Zheng Hongyan, Vice President of JD Group and President of JD New Channel Business Unit, attended the FDIC 2018 China FMCG Digital Innovation Conference hosted by New Distribution and guided by the China Electronic Commerce Association, and delivered a keynote speech titled "Tapping Data Productivity." During the break, Zheng Hongyan accepted an exclusive interview with New Distribution, hoping his views and opinions could bring some thoughts to everyone.
赵波Why Distributors Can't Make Money? The Biggest 'Loophole' Is This!
Inventory management is a key component of a distributor's own operations, not simply using a generic system for purchase, sales, and inventory or stocktaking. What is inventory management? Simply put, it is the distributor maintaining a reasonable inventory level of agency products, reducing the occurrence of short-dated and expired products, and maintaining reasonable purchase quantities based on product flow speed and inventory levels. Distributors/manufacturers face warehouse management drawbacks such as inaccurate inventory counts, lack of basis for product stocking, and poor coordination between warehouse, finance, and business operations.
New DistributionFive "Military Rules" That Distributors Must Follow When Organizing Their Own Promotions!
In high-margin industries such as automobiles, real estate, and electronics, both distributors and manufacturers have significant profit margins, so either party may unilaterally cut prices or launch promotions without the other's knowledge or consent. For example, Fuji announced a price cut for one of its digital cameras online first, then calculated distributors' inventory and compensated them for the difference. In the food industry, where margins are thinner, distributors organizing their own promotions without manufacturer support must adhere to the following five "military rules." First, proactively report the promotion process and results to the manufacturer...
陈小龙How Should Distributors Respond to the 'Disruptor' of New Retail?
At the recent 'China FMCG Digital Innovation Conference' hosted by New Distribution, industry players discussed how traditional distributors and manufacturers, facing disruption from new retail platforms like Alibaba's Retail Link, must adapt. The article argues that rather than resisting, they should embrace these platforms strategically, leveraging their data and promotional tools while maintaining control over core channels and customers.
邢仁宝Social E-commerce Channels Have Become One of the Channels That Cannot Be Ignored, Following Traditional Distribution and Shelf-Based E-commerce!
The classic chain of traditional channels is from brand owners to agents, distributors, retailers, and consumers, delivering value from wholesale to retail. When the economic level of our era has developed to the point where we no longer fear for safety and survival, we are granted freedom. With freedom and tools, we find that organizational walls are opened and boundaries are broken. — Zhuang Jianzhong, Founder of Meinian Changxiao. When discussing channels, there are physical channels and e-commerce channels. When talking about e-commerce, most people refer to Tmall and JD.com, which we can define as shelf-based e-commerce. So far, a new channel is emerging as the third most watched channel after physical and e-commerce channels, which we define as social e-commerce channels.
庄建忠The Second Path for Traditional Distributors to Survive: Outrun Your Peers, Hone Your Skills, and Enlarge the Pie!
Xu Yonggang, founder of Madeline, argues that distributors must transform their core competitiveness into 'the speed of precise service' to outpace competitors in harsh market conditions. By leveraging digitalization to achieve 'connectivity' and 'computation,' distributors can optimize operations, reduce costs, and increase efficiency, thereby capturing market share from weaker rivals.
徐永刚Why Is It Getting Harder to Sell Goods?
Entering the food industry, I have a strong feeling, which I've shared with many peers: why is selling goods getting harder? This question is raised not only by traditional distributors and offline brand friends, but also by those mainly doing e-commerce online. I propose that the food industry, unlike the internet or other high-tech enterprises, is essentially a zero-sum game. In a zero-sum game, if you earn more, others must earn less.
李倩First-Hand Account: A Three-Step New Product Distribution Showcase, Traditional Distributor Defeats Competitors to Win New Product Agency!
Lao Chen, a veteran distributor in Nanchang, Jiangxi, specializing in beverages for over a decade, learns that Company C is launching a new energy drink and that its current traditional channel distributor is failing. Seeing an opportunity, he secures a trial distribution chance and executes a three-phase strategy: a tasting event to generate buzz, a focused distribution push to create a model market, and a market tour to drive orders, ultimately achieving over 85% distribution and winning the full agency contract.
New DistributionHuidanxia President Liu Miao: Upholding the 'Four No's and One Adherence' to Assist Distributors in Transformation and Upgrading
Liu Miao, President of Huidanxia, shared the company's core philosophy of 'Four No's and One Adherence' at the FDIC 2018 China FMCG Digital Innovation Conference, emphasizing that distributors are invaluable and not easily replaced. He detailed how Huidanxia, as a service platform, empowers distributors through distribution, marketing, and management capabilities to help them transform into leading regional supply chain service providers.
刘淼Focusing on the Breakfast Market in the Catering Channel, Jiajia Noodle Fresh Soy Sauce Upgrades Again to Create Ultimate Word-of-Mouth!
For most southerners, a new day begins with a bowl of hot and chewy noodles. In 2010, a soy sauce named 'Noodle Fresh' was launched, giving noodles their own exclusive soy sauce and making breakfast more delicious. Eight years later, 'Noodle Fresh' has been fully upgraded, aiming to enter the breakfast market through the 'Double Hundred Project' and drive a new wave of sales.
New DistributionMizone Nanyang Distributor Vanishes with Millions in Prepayments! Where Is Integrity?
Why are more and more manufacturers and distributors absconding? They could simply do business properly, so why choose illegal, fraudulent paths? Cases of distributors absconding are increasing yearly. On one hand, we remind distributor friends to be vigilant; on the other, we analyze the core reasons behind this phenomenon: The Mizone distributor in Nanyang absconded. In recent years, we've seen many cases, but few as 'extreme' as this one. Numerous details indicate that the Nanyang Mizone distributor's absconding was a planned, strategic 'runaway'—more precisely, a 'textbook-style default.' The distributor didn't actually flee; she continued living at home but transferred all her assets, leaving customers who had paid her with no chance to seize the warehouse.
New DistributionLiu Zhao, Founder of Field 365: Power Comes from the Barrel of a Gun; the Market Must Be in Your Own Hands!
This article is a transcript of Liu Zhao's presentation on "New Trends in Consumer Goods Supply Chain" at the FDIC 2018 China FMCG Digital Innovation Conference. From an internet industry perspective, Liu Zhao interprets new changes in the FMCG industry, emphasizing that brand owners must control their own supply chains and markets.
刘昭Seven Years After 'Marrying Down' to Master Kong: Pepsi No Longer 'Cola', Old Employees 'Displaced'
After selling its China beverage business to Master Kong, PepsiCo enjoys a 'carefree life' of earning money per syrup pack sold. However, former Pepsi employees, forced to leave under Master Kong's arrangements, face a 'displaced' career. 'A drop in the historical torrent'—Xiao Pan and A Wen represent just a microcosm; many versions exist, but most chose to leave. 'Pepsi is a home you can't return to; years pass, yet always in our hearts.'
快消记者 李珂Distributor with Annual Sales of 2.5 Billion | Zhongshan Wanrong Xu Zhaohui: The Transformation Path of Distributors!
At the FDIC 2018 China FMCG Digital Innovation Conference, Xu Zhaohui, General Manager of Zhongshan Wanrong Marketing Co., Ltd., shared insights on distributor transformation. He emphasized that distributors must shift from a resource-for-market model to value recreation by enhancing marketing efficiency through multi-channel consumer engagement, while optimizing supply efficiency to industry average levels.
许朝晖