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 85 of 193
What Is the Core Function of a Distributor, Really?
Distributors will not disappear as a group, but those with redundant functions will be optimized. The core function of distributors is promotion, not warehousing or distribution, which can be integrated by B2B platforms. Future distributors should focus on their core function and leverage both offline and online relationships.
刘春雄10 Tips for 100% Successful Distribution: Open 50 More Outlets Every Day!
When launching a new product, without distribution coverage, all marketing efforts are futile. To increase sales, first increase distribution coverage by formulating reasonable promotion policies and cultivating a top-tier sales team. This article outlines ten practical tips for effective distribution, from understanding competitors and customers to building trust and leveraging relationships.
李庆华Distributors | How to Solve the Overstocking Problem in Snack Foods? (With Practical Solutions)
Distributors often complain about the difficulty of selling snack foods, especially in inventory management and terminal operations, which can easily lead to product overstocking, affecting sales and cash flow. This article analyzes the causes of overstocking in snack foods and provides effective countermeasures.
小会The Many Faces of Salt Reform: Who Moved the Salt Company's Cheese?
Since the salt industry reform, many salt producers and wholesalers prefer working with condiment distributors due to aligned business and channels. This article shares three distributor stories: a former salt company employee who doubled his income, a distributor who won lawsuits against local salt bureaus, and another who faced setbacks but continues to pursue opportunities.
淀粉From Overseas Senior Engineer to FMCG Online Distributor: Why Did He Give Up Life Abroad and Return to China?
1. From an overseas engineer to a B2B platform entrepreneur, what drove this identity shift? 2. Why has this B2B platform focused on the snack food category since its founding over two years ago? 3. What is the purpose of this B2B platform expanding its channel structure beyond serving small shops? In 2017, New Distribution conducted a systematic survey of 22 major cities across China, comprehensively investigating the penetration and coverage rates of various B2B platforms in different regions. In the Dalian market, in addition to national platforms such as JD New通路 and Yijiupi, local FMCG B2B platforms also performed notably, with Lianpin being one representative.
新经销刘少德How Can Family-Style Distributors Break Through Management Bottlenecks?
Recently, the author was asked by a distributor friend to analyze the current situation of family-style distributors and provide an in-depth diagnosis and recommendations for his company's operational issues, aiming to break through the current development bottleneck and undergo a comprehensive overhaul for his second entrepreneurial venture. (Due to certain reasons, the specific case of this friend cannot be described in text here; this is an opportunity to analyze some common problems of family-style distributors.) It is often said that the market is like a battlefield; one must not only constantly monitor market changes but also keep an eye on internal developments. Only by balancing both internal and external factors and responding swiftly can one retain market share and navigate the vast market with ease.
汤如贤Is the Logic of Distributors Doing Unified Warehousing and Distribution Valid?
Recently, Mr. Yang Yonghua's article 'FMCG B2B Companies with Successful Logic, 90% Have Gone Bankrupt' was widely reposted online and sparked extensive comments. The article objectively analyzed individual failure cases, pointing out that the conflict between distributor functions and unified warehousing and distribution is a practical difficulty, and that traditional warehousing and distribution efficiency requires holistic evolutionary solutions. These viewpoints are correct, especially in the absence of successful case evidence. So what will become of unified warehousing and distribution? Today, we will discuss this topic again. Timing determines success or failure. Business theory...
廖磊Coca-Cola and JD New Channel Strategic Cooperation! Leading FMCG Company Fully Embraces Borderless Retail!
On June 25, Coca-Cola China, COFCO Coca-Cola, and JD New Channel signed a strategic cooperation agreement at Coca-Cola China headquarters in Shanghai. Executives including Marcelo Boffi, COO of Coca-Cola China, and Zheng Hongyan, President of JD New Channel, attended the signing ceremony. New Distribution was invited as the exclusive observer media, witnessing this strategic cooperation.
赵波How to Cure the Disease of Unauthorized Price Cuts by Secondary Distributors?
Some secondary distributors, in order to complete sales tasks assigned by dealers and leverage dealer policies to drive sales of other products, repeatedly cut prices, sometimes even below factory cost, causing headaches for many beverage dealers. This article analyzes the harms, underlying causes, and solutions for unauthorized price cuts by secondary distributors.
New Distribution21 Channel Promotion Tactics: Rebates, Box Returns, Free Gifts, and More—Master Them for Twice the Results
The article discusses 21 channel promotion methods used in the FMCG industry, such as buy-one-get-one-free, product bundling, cash rebates, and display rewards, to boost sales and market share. It emphasizes the importance of promotions in driving channel and terminal purchases, and concludes with an invitation to a digital innovation conference.
New DistributionDaily Workflow and Time Schedule for Excellent Terminal Sales Representatives
This article outlines a detailed daily workflow for sales representatives, emphasizing the importance of structured routines for training and management. It provides a step-by-step example of a pre-sales visit process, including morning meetings, customer visits, inventory management, order taking, and reporting, to help new salespeople understand their roles and improve performance.
魏庆Hold On Tight! 160 Billion Streams to Put You in the Headlines!
In recent years, IP products have taken the market by storm, especially Peppa Pig merchandise, bringing both fame and fortune to companies and distributors alike—truly 'making money while lying down.' Animated IP products mainly target the children's market, which has vast growth potential, with an estimated market capacity of 3 trillion yuan. Through market research, it was found that Liaocheng Haojiayi Bio-Lactation Co., Ltd., together with Shanghai Youxiaojun Food Co., Ltd., has secured the rights to four major IPs—Peppa Pig, PAW Patrol, Octonauts, and Chuggington—this year, making a full-force entry into the children's beverage market.
New DistributionWhy Do Distributors Always Fail to Break Through These Four Sales Hurdles?
Distributors are most concerned with profit, and each one seeks sustainable growth and profitability, yet many face the challenge of stagnant sales. This article identifies four key hurdles that prevent distributors from surpassing 100 million in sales: the limitations of owners and executives, product selection, market capacity and competition, and company mechanisms.
王冠群11 Types of Distributors Manufacturers Prefer to Cooperate With
This article outlines 11 types of distributors that manufacturers prefer to cooperate with, including those respected by peers, with monopoly power, providing good service, offering strategic advice, strong market expansion, network advantages, competitors' distributors, former salespeople from big companies, potential large secondary wholesalers, new-generation distributors, and cross-industry strong players. It also promotes the 2018 China Digital Innovation Conference.
New DistributionDistributors: Building a Base Market Is a Powerful Tool for Competitive Success!
Survival first, development second. This strategy aims to create local advantages in limited space, win a larger market share, effectively resist competitors' attacks, and preserve and strengthen one's own market position. It is a powerful tool for distributors to win competition. Before developing a regional market, distributors must first plan and coordinate comprehensively, but surveys show that most distributors have not yet established a base market—a clear and stable regional market—before expanding.
师顺宽Sales Director: Want to 'Cut' a Major Distributor but Fear Market Impact? What to Do?
This article discusses how to handle the termination of a major distributor's rights without damaging the market or relationships. It provides a case study and five steps, including preparing backup distributors, strengthening terminal services, reallocating sales areas, boosting terminal promotions, and investing in consumer promotions, plus additional strategies like setting up temporary offices or transitioning the old distributor to a new role.
谭长春Adapt or Die: A 20+ Year P&G Veteran Reveals the Real Way Out for Distributors
As operational costs rise and market growth slows, traditional FMCG distributors face shrinking profits. This article interviews Jiang Xiaoyun, GM of Shanghai Haige Trading, a former P&G veteran, on how her company transformed from a traditional wholesaler to a nearly 1 billion yuan online distributor, and discusses the opportunities and challenges for brands and distributors in the digital era.
刘少德How Mengniu, Mars, or P&G Use Product Displays to Make Consumers Spend More
The article explores how FMCG companies like Mars and P&G use data-driven display strategies to influence consumer behavior and increase sales, such as Mars's finding that mixing different M&M's colors can lose 16% of sales, and P&G's shift from vertical to horizontal displays in its SBD 4.0 initiative. It also discusses the role of consumer psychology and decision trees in display design, and how different brands and channels have varying display needs.
张鑫Dealers Often Win in Marketing but Lose in Management!
A dealer who had been successful in sales and profit growth is now struggling due to poor management, despite strong marketing capabilities. The article identifies common management issues such as excessive brand portfolios, lack of competitive brands, poor inventory control, and rough business tracking, and offers recommendations for improvement.
梁胜威Uni-President Chairman Lo Chih-hsien's Latest Interview: On Distributor Inventory and Beverage Price Hikes, He Says This!
Uni-President Group, which sold its Shanghai Starbucks stake last year, reported a 174.3% surge in net profit, but the market worries about filling the gap this year. Chairman Lo Chih-hsien reassured that the gap is not visible yet, and that Uni-President China is now in a smooth state after two years of adjustment.
New Distribution“Diversion is shameless, the diverted are incompetent!” Analysis of distributor diversion issues!
This article analyzes the issue of product diversion among distributors, distinguishing between benign and malignant diversion, and provides solutions for manufacturers to address the problem, emphasizing the importance of a clear stance and strict regulations.
沈彬松Eight Actions for Frontline Staff During Vehicle-Based Distribution to Make Market Visits Valuable and More Efficient!
Vehicle-based distribution is a fundamental task for frontline sales staff, serving as a good channel for customer service and relationship building. By following eight specific actions—communication, verification, discovery, opening boxes, seizing prime positions, organizing, proximity to competitors, and seizing opportunities—salespeople can better understand the market, find solutions, and improve sales performance.
New DistributionAn Online Distributor for Mondelez, PepsiCo, and Perfetti Van Melle, with Annual Sales of 250 Million Yuan: How Does He Divide Work with Traditional Distributors?
Distributors are familiar in the FMCG distribution field, traditionally referring to offline distributors operating within cities or regions, equipped with capital, vehicles, warehousing, and sales staff. With the rise of FMCG B2B, a new type of distributor emerged: E-distributors, or internet distributors, who leverage platforms to connect upstream manufacturers and downstream retail outlets, differing from traditional offline distributors by lacking physical assets but using internet tools to distribute products widely.
新经销100人Avoid Blind Distribution: Three Steps to Get Your Products into Every Effective Outlet!
Terminal distribution is a crucial part of operating a model market, but many companies distribute blindly, either setting overly ambitious goals or lacking effective positioning, leading to unsold inventory. This article outlines a three-step approach to effective distribution: defining effective outlet standards, determining the total number of effective outlets, and setting reasonable distribution targets based on strategic positioning and competition.
孟令宇