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 86 of 193
Ten Phrases That Are Wrong the Moment You Say Them in Business Visits (Complete Version)
This article lists ten common phrases that salespeople often say during store visits that are counterproductive, categorized into 'three shows of weakness' and 'three shows of strength', and provides better alternatives and underlying principles for effective communication with distributors.
黄润霖Why Is It So Hard to Become a 'Big Distributor'?
A Hebei daily chemical distributor, Lao Li, worries about how to grow his business into a truly 'big distributor' after losing a major brand's agency due to perceived management shortcomings. His struggles highlight the common challenges distributors face in 'second entrepreneurship', including unclear goals and a gap between owner and employee capabilities, with solutions requiring standardized, 'foolproof' operations.
韩军14 Business Analysis Reports Distributors with Sales Over 10 Million Must Review at Month-End
When sales reach 10 to 30 million, distributors are at the watershed between the 'entry stage' and 'maturity stage.' After sales exceed 10 million, distributors often face a situation where, as business scale expands, staff grows, processes multiply, and markets deepen, old management experience no longer works, leading to confusion, inefficiency, and a sense of losing control. This passive situation mainly arises because management tools and methods have not kept pace with the widening management span, causing information failure and frequent problems in the decision-making system.
马兴强YijiuPi Founder Wang Chaocheng: Why Is the Industrial Internet More Efficient Than Traditional Distributors?
Wang Chaocheng, founder of YijiuPi, explains why the industrial internet is more efficient than traditional distributors, citing lower warehousing and distribution costs, and outlines the innovation value of B2B e-commerce platforms in transforming China's FMCG distribution sector.
王朝成5 Major Misconceptions in Terminal Sales and 4 Business Failures
The channel is the customer, and the terminal is the market. This is a common refrain among marketers in recent years. Indeed, as a part of the sales channel, retail terminals face consumers directly and are the gateway for products to become consumer goods, serving as the source of actual sales for manufacturers. However, in actual terminal work, many terminal marketers fail in their business due to misconceptions. These misconceptions include prioritizing sales over market development, focusing on large customers while neglecting small ones, emphasizing high-priced products over low-priced ones, relying on incentives rather than management, and concentrating on the middle link while ignoring the two ends. These lead to business failures such as terminals not knowing the company, the salesperson, or the products. To address these issues, it is essential to develop strategies for product, personnel, and customer locking, adopt tactics of diligent communication, frequent visits, and active listening, and achieve goals of promoting the company, products, and oneself.
New DistributionDealer's Routine and Non-Routine Promotions
Dealers prefer promotions to ensure quick sell-through of terminal products, but they aim for high returns with low investment. Routine promotions are common but often fall into traps like over-reliance on frequency, while non-routine promotions require careful planning and resource allocation.
New DistributionJD New Distribution's 618 Sales to Offline Stores: 1300% of Last Year
During JD's Global Mid-Year Shopping Festival on June 18, JD New Distribution's second battlefield targeting small and medium stores nationwide saw explosive sales. The final report shows that cumulative sales from June 1 to 18 were 1300% of the same period last year, with orders at 362% and average order value tripling.
New Distribution7 Reasons Why Salespeople Have No Customers! Don't Do This in the Second Half of 2018!
Customers are the ones who place orders with salespeople; the more customers a salesperson has, the more solid their business foundation. One major reason for poor performance is having too few potential customers, often due to mistakes like not knowing where to find them, failing to identify them, or being too lazy to develop them.
New DistributionDealers Choosing 'Small Brands' - Think Twice Before Acting
Many company executives understand that in today's market, where products are largely oversupplied and competition is fierce, controlling distribution channels is key to success. This article advises dealers to carefully evaluate potential partners before committing, covering aspects such as financial strength, product marketability, advertising effectiveness, sample markets, market coverage, pricing stability, anti-diversion measures, financial policies, market services, and corporate culture.
卢旭成5 Metrics: How Distributors Can Drive Sales Through Retail Terminals
Many companies set monthly and annual sales targets but consistently fail to meet them. The key for both companies and distributors is to deeply understand their regional market and control retail terminals. This article discusses five critical metrics—terminal distribution rate, terminal merchandising, customer relationship maintenance, effective customer count, and price system control—that distributors must focus on to boost terminal sales and achieve performance goals.
师顺宽What Should Distributors Pay Attention to When Starting a B2B Company?
Recently, the ninth B-end e-commerce inspection class of New Distribution visited three representative B2B platforms in Changsha, Guangzhou, and Dongguan: Changsha Xingaoqiao, Guangzhou No.1 Life, and Dongguan Caihua Trading. Through three days of visits and exchanges, the participants gained valuable insights. New Distribution records the highlights of these platforms and the founders' unique perspectives, offering reference and inspiration for distributors, brand owners, and pioneers in the FMCG industry.
澄韵A Reminder: 10 Consecutive Days of Applying on Moutai Cloud Platform Without Any Outlet Accepting Orders, Who Is Gaming the 'Price Without Market'?
On August 14, 2017, Moutai (Guizhou Renhuai) Marketing Co., Ltd. issued a notice requiring exclusive stores, special dealers, and self-operated companies to sell over 30% of their unexecuted contract volume through the Moutai Cloud Platform. However, consumers report that after 10 consecutive days of registration, no outlets accept orders, while the wholesale price of Moutai remains around 1650 yuan, exceeding the 1499 yuan limit, highlighting a 'price without market' phenomenon.
中食团队Distributors Want to Avoid Pitfalls When Taking on New Products? You Need to Know These!
In the course of a distributor's business, to grow the business, it is inevitable to continuously introduce new products to increase sales. However, how many distributors have not been cheated by manufacturers? The tuition paid is miserable! They intended to make a big profit, but instead suffered a big loss. Today, we offer some advice, hoping that distributor friends can suffer less harm and take fewer detours, enabling them to grow and expand rapidly! 1. Whether the enterprise's operation is healthy and stable. Many distributors have encountered such examples: just after the distributor pays, and the product is just distributed to the market, the enterprise changes for various reasons, such as production stoppage or bankruptcy, forcing the brand to exit the market midway, leaving the distributor at a loss whether to laugh or cry. Therefore, when selecting products to distribute, distributors should first conduct a comprehensive and in-depth investigation and comparative analysis of the enterprise to determine whether its operation is healthy and stable.
New DistributionIf You Only Distribute Products Without Follow-Up Actions, Products Won't Move—What's the Use of High Distribution Rates?
P&G once said: 'Even if you have the best product with the best advertising support, if consumers can't buy it at the point of sale, you won't make the sale!' The importance of terminal distribution is self-evident, but distribution isn't something a company or distributor can just do smoothly. Factors like the product, the capability of distribution staff, and terminal resistance determine the outcome, but the most critical element is having the right distribution strategy and tactics. The right approach leads to success; with the right strategy, half the work is done, and with the right tactics, distribution will naturally follow.
缪金宾From CAS PhD to Huawei Senior Consultant: Why Did He End Up Willingly Becoming a 'Handler'?
1. From a PhD at the Chinese Academy of Sciences to a senior consultant at Huawei, why did he finally willingly become a 'handler'? 2. Why did this B2B platform take over a year to expand from one market to another? 3. Why was it able to become the first B2B platform to hold regional outsourcing rights for Coca-Cola? In 2017, New Distribution organized a survey visit to 22 major cities across China, systematically investigating the coverage, penetration, supply chain organization capabilities, platform operations, delivery capabilities, and service visits of various FMCG B2B platforms in different regions.
刘少德Distributors Always Failing to Make Money? The Biggest 'Loophole' Might Be Inventory Issues...
Inventory management is a key component of a distributor's own operations; it is not simply about using a generic system for inventory tracking or stocktaking. What is inventory management? Simply put, it is the distributor maintaining reasonable inventory levels of agency products, reducing the occurrence of soon-to-expire or 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 stocking, and poor coordination between warehouse, finance, and sales.
New DistributionIt's Easy to Inflate a Distributor's "Belly," but Being a Responsible Manufacturer Is No Simple Feat!
Some manufacturers, lacking know-how in market activities and sales expansion, blame their distributors and force them to stock up just to improve data reports. They only focus on pushing inventory, setting sales targets, and collecting payments, ignoring whether products actually sell through. True responsibility means helping distributors and retail terminals sell products to consumers through proper planning, hands-on implementation, and timely review.
New DistributionAmazing IP: What Makes a Distributor Earn a Million in a Year?
Peppa Pig has taken the world by storm, and one distributor in Chongqing earned a net profit of one million yuan in a year by distributing food products featuring the animated character. This article explores the power of animation IPs, the reasons behind their success, and the implications for distributors selecting products.
New DistributionMaster Kong and Uni-President: From a Fierce Battle Consuming 4 Billion Sausages to Brothers in Distress
In the early 1990s, Master Kong and Uni-President successively entered the Chinese mainland market, becoming direct competitors. During the instant noodle war of 2013-2014, the two companies used 4 billion ham sausages as free gifts for noodle purchases. However, as China's economic growth slowed and consumer spending upgraded, both businesses suffered significant impacts, transforming them from rivals into brothers in distress in the new era.
雪奈The Ten Types of Manufacturers That Distributors Fear Most! Have You Encountered Them?
This article lists ten types of manufacturers that distributors fear most, including those that bully smaller distributors, shift all risks onto distributors, and impose unreasonable policies. It highlights common grievances and advises distributors to be cautious.
New DistributionTissue Paper Industry Again Sees Love-Hate Drama: Prices Rise for You, Downstream Distributors Are Already in Tears
Leading tissue paper companies Vinda International's 'Vinda', Hengan International's 'Xinxiangyin', and Gold Hong Ye Paper's 'Breeze' have recently issued price increase notices. International pulp prices have surged 47% in the past year, making it difficult to control tissue paper price hikes in the near term.
New DistributionE-Distributor Sells Out Brand's 60-Day Inventory in 10 Minutes, Achieves 5-Fold Annual Sales Growth
During the 2017 Double 11 shopping festival, Retail Link's daily transaction volume surged 177 times compared to the same period last year. Behind this massive volume lies a group of low-profile online distributors, known as TP merchants or E-distributors, who rely on the Retail Link platform. New Distribution recently interviewed Wukong, CEO of Shanghai Yulu Ren Industrial Co., Ltd., one of the top five TP merchants on Alibaba's Retail Link, to explore how this internet-based distributor leverages the platform for FMCG agency business and how he views the differences between internet-based and traditional offline distributors.
新经销100人From 0 to 10 Million in Sales, and Beyond: Hurdles Distributors Must Overcome
Distributors face several sales hurdles, including 10 million, 30 million, 50 million, and 100 million yuan. The main reasons for stagnation include the boss's and executives' limitations, poor product selection, and lack of employee motivation.
New DistributionIs the Traditional Distribution Model Coming to an End? Xi'an Baihui Achieves Annual Sales of 300 Million with the '1+N' Distribution Model!
The most intense competition is war, and the key to victory is speed, from early clubs, swords, and bows to modern guns and missiles. The purpose of organizational restructuring is to enhance flexibility and rapid response to frontline markets. Shaanxi Baihui Trading Co., Ltd., a comprehensive trading company with six branches in Ankang and Xi'an, manages nearly 4,000 SKUs, employs 700 people, and achieves annual sales of nearly 300 million yuan. Recently, New Distribution interviewed its general manager, Nie Biquan, to discuss his internal partnership mechanism and his thoughts on the internet era.
新经销100人