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 82 of 193
Zheng Hongyan: JD New Channel Does Not Fight Price Wars, Must Fight Value Wars!
The FDIC 2018 China FMCG Digital Innovation Conference, hosted by New Distribution and co-organized by the FMCG Branch of China Electronic Commerce Association, was grandly held from August 22 to 24 at the Shanghai Baohua Marriott Hotel Conference Center. The event attracted thousands of industry professionals including distributors, manufacturers, and internet companies from across the country, with a full house and unprecedented scale. On August 24 at 9:00 AM, the second day's main forum officially began, with Zheng Hongyan, Vice President of JD Group and President of JD New Channel Business Unit, delivering a keynote speech.
New DistributionZhao Bo: Two Levers for Innovation in the FMCG Industry in the Digital Era!
The FDIC2018 China FMCG Digital Innovation Conference, hosted by New Distribution and co-organized by the FMCG Branch of the China Electronic Commerce Association, was held grandly from August 22 to 24 at the Shanghai Baohua Marriott Hotel Conference Center. The event attracted thousands of industry professionals, including distributors, manufacturers, and internet companies from across the country, filling the venue to capacity. On August 23 at 9:00 AM, the main forum commenced, and the following is the speech delivered by Mr. Zhao Bo, founder of New Distribution, which has been compiled for readers.
赵波Industry Leaders Gather: A Regional Distributor Development Alliance Event Just Beginning!
The FDIC2018 China FMCG Digital Innovation Conference, hosted by New Distribution and co-organized by the China E-Commerce Association FMCG Industry Branch, was held grandly at the Shanghai Baohua Marriott Hotel Conference Center from August 22 to 24. It attracted over a thousand distributors, manufacturers, and internet companies from across the country, with a full house and unprecedented scale. On the afternoon of August 22, four parallel forums were held: the New Distributor Forum, the Deconstructing New Marketing Forum, the Brand Innovation Growth Forum, and the Interpreting Regional Dominance Forum. The following content is an excerpt from the 'Interpreting Regional Dominance Forum' hosted by Zhongke Shangruan and New Distribution.
New DistributionGrafting: The Fast Track for Distributor Upgrades
This article discusses how distributors can win in the fast-moving consumer goods (FMCG) industry by upgrading through 'grafting' mature operational and technical systems, using the example of RT-Mart's transformation into 'Super RT-Mart' with Hema's ERP system. It highlights the emergence of 380+ billion-yuan-level FMCG distributors in China and the competitive landscape.
架构师- 周可夫You Say You're Transforming, But You're Not!
Large enterprises like Wahaha, Want Want, and Master Kong are often cited as models for transformation, but their strategies are not applicable to most SMEs struggling to survive. This article identifies three common 'fake transformation' symptoms among SMEs and suggests effective ways to transform using limited resources, such as increasing market penetration rather than breadth and creating consumption scenarios.
余五洲The Most Important Conference: Countdown 1 Day!
A distributor shares his anxiety about the increasingly difficult business environment, prompting a deep dive into distributor transformation. New Distribution is hosting a major FMCG summit from August 22-24, featuring successful transformation cases, B2B platform leaders, and brand executives to explore future trends and strategies.
FDIC2018Is COFCO's Kamchatka a Good Card in COFCO Coca-Cola's Hand?
On August 15, COFCO Coca-Cola Beverages Co., Ltd. announced the launch of its new premium bottled water 'COFCO Kamchatka' on JD.com, following its offline rollout a month earlier. The product, sourced from Russia's Kamchatka Island, targets the high-end water market, but faces challenges in brand recognition and market competition.
陈兴华 一鸣Route Planning and Standardized Terminal Maintenance: Do Distributors Master These?
This article discusses the importance of terminal management for distributors, outlining a systematic approach involving a terminal network map, sales visit routes, three key records, and seven standardized practices. It also highlights common misconceptions that hinder effective terminal operations.
李晓东How a Distributor Turned City Distribution Convinced a 'Big Distributor' with Annual Sales of 200 Million to Join Her Warehouse?
A distributor who transitioned to unified warehousing and distribution shares her experience in recruiting other distributors to join her platform. Despite the challenge of convincing larger distributors, she successfully persuaded major local distributors of brands like Yili, Arawana, and Red Bull to join within six months of founding her company.
袁来Pricing Determines Life or Death: The Gamble of Price Hikes and Cuts in the FMCG Industry
Product price changes at the retail level are a high-stakes gamble for FMCG companies. While Kangshifu raises its bottled water price to 2 yuan to compete with mainstream brands, Dongpeng Special Drink cuts its canned product price to challenge Red Bull, highlighting the strategic risks and rewards of pricing decisions.
孙吉正Distributors, Don't Panic!
A distributor shares his anxiety about the increasingly difficult business environment, prompting a discussion on the urgent need for transformation. The article announces an upcoming FMCG summit organized by New Distribution, featuring successful transformation cases and insights from industry leaders.
FDIC2018Ten Practical Guides for Salespeople to Become a Million-Dollar Marketing General Manager! (Essential Reading for Marketing Professionals)
Every salesperson aspires to become a marketing general manager for higher returns, and every marketing general manager started as a salesperson. To achieve this, mastering the following ten essential guides will surely bring rewards: training ability, planning ability, foresight, control, distribution, execution, learning, tracking, service, and thinking.
赵正强Distributors' Dilemma: How Should We Recruit?
A 2018 article criticizing companies that avoid hiring fresh graduates sparked debate. For small organizations like distributors, balancing training costs and efficiency is key. This piece explores practical, grassroots methods for training frontline staff and mid-to-senior managers, including competitor-led training and a four-day product knowledge bootcamp.
黄润霖No First-Tier Brands, No Logistics Fees—How Did He Achieve Annual Sales Over 100 Million and Profits Over 10 Million?
In the FMCG distribution sector, dealers have generally gone through three generations: 1.0 era, before reform and opening up, dominated by department stores and supply and marketing cooperatives, mostly 'official merchants'. 2.0 era, after reform and opening up, some left the state-owned system and formed wholesale markets, known as 'sitting merchants'. 3.0 era, as competition intensified, some 'sitting merchants' began to go out, doing delivery, business visits, and terminal execution, known as 'traveling merchants'. However, Li Xintao believes that today's 'traveling merchants' are essentially still doing what 'sitting merchants' do, just delivering goods to stores instead of waiting for orders. He argues that a true 'traveling merchant' is one who has the ability to promote new products and operate the market. As a dealer focusing on non-first-tier brands, he outsourced warehousing and distribution to focus on sales promotion, and also invested in over 120 vending machines in Zhengzhou, all profitable.
袁来A Grand Event in the FMCG Sector: Countdown to Day 5!
The FDIC 2018 China FMCG Innovation Conference, organized by New Distribution and guided by the FMCG Branch of China E-Commerce Association, will gather leading FMCG brands like Coca-Cola, Mengniu, Uni-President, Bright Dairy, Tsingtao Beer, P&G, Nestlé, Unilever, Lai Yifen, and RIO, along with thousands of distributors, to explore digital transformation and growth strategies. The conference features expert sessions on digital marketing, channel innovation, and supply chain efficiency, offering practical insights for brand owners and distributors.
FDIC2018Can Dongpeng Special Drink, After Price Slashing, Make Big Waves?
Dongpeng Special Drink's canned product has been on the market for a year and a half, with its retail price reduced from 5 yuan to 3.5 yuan. Recently, a beverage distributor tipped off Information Times that the canned Dongpeng Special Drink, originally priced at 5-6 yuan, has been reduced to 3.5 yuan. The company confirmed the news, stating it is a proactive response to competition. Industry insiders note that the domestic functional beverage market is becoming increasingly crowded with new entrants and copycat products, while Red Bull, priced around 5 yuan, still holds a dominant position, making it difficult for competitors to challenge. Dongpeng's price cut is seen as a wise move.
刘芳Terminal Customer Relations Are Built by Footwork: If Sales Are Low, You Can Only Blame Your Lack of Diligence!
Terminals are where products are sold and the crucial link between products and consumers. Winning terminals is key to marketing success, and good customer relations at terminals can drive significant sales. This article discusses how to build strong terminal customer relations through diligent visits, systematic support, and profit assurance.
朱志明Dealer Mid-Autumn Festival Channel Stocking: How to Break This Trap?
During the Mid-Autumn Festival period (July, August, September), manufacturers encourage dealers to stock up through various policy incentives, and dealers then push products to channel distributors through tiered distribution policies or ordering meetings. However, actual sales have been declining year by year, and dealers face problems such as slow sell-through and difficulty collecting payments. This article analyzes the reasons and proposes solutions including reasonable sales forecasting, deep terminal maintenance, and selective stocking.
刘鹏Exclusive | Following Mengniu and Wahaha, Dali Group Officially Enters WeChat Business, Aiming to Seize the Short-Shelf-Life Snack Market!
New Distribution has exclusively learned that Dali Group's WeChat business project, the new brand 'Frota', has entered platform internal testing. The first phase of testing began on August 13, 2018, and the first product, 'Fuxiaoxian Cake', is set to launch online on August 18. This move follows other major FMCG brands like Mengniu and Wahaha into social e-commerce, as Dali aims to capture the growing short-shelf-life snack market.
袁来Coca-Cola, Uni-President, Mengniu, Bright, Tsingtao Beer and Other Brands, and Local Distributors with Sales Over 100 Million Will Gather in Shanghai for This Big Event!
A grand event in the FMCG sector is counting down! In addition to Coca-Cola, Mengniu, Uni-President, Bright, and Tsingtao Beer, many leading FMCG brands such as P&G, Nestlé, Unilever, Lai Yifen, and RIO will gather in Shanghai with their executives, department directors, and regional managers for the FDIC 2018 China FMCG Digital Innovation Conference, hosted by New Distribution and guided by the FMCG Branch of the China Electronic Commerce Association. The conference will feature sessions for distributors and brands, covering topics like digital distribution, efficient operations, new marketing, and channel innovation.
FDIC2018It's Not That Distributors Won't Cooperate—Some Manufacturers Have Too Many Problems!
Manufacturer sales staff often complain that distributors won't cooperate, but they should first analyze why. The root cause is often that the manufacturer has shortcomings, such as delayed payments, poor product quality handling, or lack of market support, leading to distributors not making money. To improve cooperation, manufacturers must help distributors profit, build a strong sales team, and implement effective market strategies.
New DistributionThe Innovator's Dilemma in FMCG Channel Transformation: Insights from Cross-Regional Selling
This article examines the persistent issue of cross-regional selling (channel stuffing) in China's FMCG industry through three case studies, analyzing its root causes and the challenges established brands face in adapting to market changes. It argues that while current distribution models remain effective, brands must overcome the 'innovator's dilemma' to embrace new opportunities and avoid being disrupted.
赵波The Phased Value of Distributors to Manufacturers
Manufacturers partner with distributors for different reasons at different stages: cost savings during market launch, leveraging local reputation during market cultivation, and shifting financial and inventory burdens during stable growth. Distributors, having learned from experience, manage brand promotion and business share to protect their own interests.
潘文富How Can Traditional Distributors Win the Local Battle Against B2B Platforms? Defend Your Existing Market!
Facing the wave of Internet+, affected distributors clearly understand the advantages of the B2B model, yet they remain on the sidelines. Zhongke Shangruan, with over a decade in the retail industry, has found that while there are many successful cases of regional B2B platforms, many distributors who stand by are not lacking the ability to integrate resources but are constrained by their own mindsets and fail to realize the power of collective development. The success of B2B in regional markets largely depends on regional distributors uniting and sharing resources. To grow against the tide, distributors need to think and plan in three areas: brand competition, supply chain competition, and To C capability competition.
王神兵