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 87 of 193
Basic Process for Distributors Developing New Outlets
Distributors rely on downstream customers for their livelihood, and the quantity and quality of these customers largely determine overall sales performance and profit contribution. Development of downstream customers is an ongoing process, as few distributors achieve 100% coverage and the customer base is dynamic with new stores opening daily. However, actual development efforts are often simplistic, lacking systematic planning and processes, leading to low efficiency and high mortality rates among new outlets.
潘文富All Distributors, Why Can't You Outperform Him?
This article explores why some distributors thrive while others struggle, outlining six stages of a distributor's growth and the key qualities needed at each step, from product selection to channel management and beyond.
黄润霖Salespeople Who Dare to Mention These 18 Problems Should Be Fired Immediately!
Salespeople often make excuses for poor performance, citing reasons like product quality, market conditions, or customer behavior. This article lists 18 common excuses and then outlines 18 mistakes that salespeople should avoid, emphasizing self-confidence, product knowledge, planning, and a positive attitude.
New DistributionGiving Up Agency for First-Tier Brands Like Red Bull and JDB, Transforming into Unified Warehousing and Distribution, Now Listed on the NEEQ: Who Says Distributors Can't Do B2B!
In March 2017, Jiangsu Huashang City Distribution Network Co., Ltd. was listed on the NEEQ, becoming a pioneer among FMCG city distributors entering the capital market. Previously, Huashang was one of Wuxi's largest distributors, representing brands like Mengniu, JDB, C'estbon, Nongfu, and Red Bull. However, in 2015, Huashang proactively de-emphasized its agency business to focus on logistics distribution for FMCG, a move seen as incredible by others but considered by Huashang as seizing future development trends. Recently, New Distribution exclusively interviewed Wuxi Huashang's Chairman and General Manager, Rong Jun.
新经销100人Why Are E-commerce and Traditional Manufacturers Both Calling for the Elimination of Secondary Distributors? What Did They Do Wrong?
Each stage has its own focus; as the saying goes, heroes are made by the times. Secondary distributors have had their past glory and now face their own difficulties, but it is premature to say they are completely unnecessary. Once indispensable for new product launches and township network coverage, they are now being targeted by e-commerce and manufacturers alike.
唐江华Manufacturer-Dealer Conflicts? It's Your Business Cooperation Model That's the Problem!
Cooperation with dealers is an unavoidable part of business operations, and its importance directly relates to the transfer and realization of commercial interests. Despite the necessity of manufacturer-dealer cooperation, conflicts are common, stemming from mismatches in business models and values, which can be resolved through effective integration of both parties' business models.
张戟JD New Distribution Sells in One Day What It Sold in 18 Days of Last Year's 618: Why Three Consecutive Years of High Growth?
From over 10,000 JD convenience stores participating in 618 to over 100 manufacturer roadshows across the country, from online ordering platforms offering direct discounts to opening 'online stores' for small shop owners... In just four days, JD's 618 hot topics continued to heat up. As JD Group's 'Locomotive No. 1 Project', JD New Distribution played a strong hand: data shows that on June 1 (as of 24:00), the effective order amount on JD Zhangguibao was approximately the total sales of the 18 days of the 2017 618 period, nearly the entire year's sales of 2016.
New DistributionIn Practice: Just These 12 Steps, a Novice Sold New Products Worth 3 Million!
Boss Zhang, a food distributor in Nanjing, primarily handles Mengniu milk and local snacks, with annual sales around 30 million yuan, 70% from milk. Due to short shelf life and low profits, he chose a sauce-flavored liquor brand from Maotai Town, Guizhou. With effective market promotion and manufacturer support, he achieved sales of 3.68 million yuan in the first year.
刘杰Jiangsu Niulanshan Distributor Builds Its Own B2B Platform, Onboarding 50,000 Outlets in One Year, with Annual Sales of 300 Million!
Caizi Trading Company, located in Nanjing, Jiangsu, is the brand operator for Niulanshan, covering five cities in Jiangsu: Nanjing, Yangzhou, Taizhou, Zhenjiang, and Yancheng. In addition, Caizi Trading has actively developed the 'Niudianshang' B2B platform, which now has nearly 50,000 registered outlet users. Recently, New Distribution interviewed Zhu Guorong, Chairman of Caizi Trading, to learn about his operational insights as a regional 'Niu merchant' and how he responded to the rise of the internet.
袁来Whose Rice Bowl Can Distributors Snatch?
In the 21st century, the internet dominates. The impact of the internet economy, especially e-commerce, on offline channels, particularly distributors, has been profound. Once dominant in the era of mass distribution, distributors have become a vulnerable group overnight. Every move by the internet seems capable of destroying the barriers they built over decades, akin to a droplet in Liu Cixin's 'Three-Body Problem' that can crush any high-tech developed by Earth's civilization.
黄润霖Salespeople who "grind" with customers are doing business with them!
In market sales, from channel distributors and retailers down to mom-and-pop stores, negotiation with customers is inevitable, and the essence of negotiation is bargaining. Salespeople should not be annoyed by customers' persistence, as it's their nature. For instance, when pushing inventory, if you ask a customer to pay 500,000 yuan for goods, most will come up with every excuse. First, never believe a customer who says "business is bad," because customers are experts at playing poor. Over a decade in sales, I've seen customers trade their old Xiali cars for Bentleys.
土拨鼠跟我走Payment Collection Is More Important Than Sales! The Right Mindset for Distributor Salespeople!
Some salespeople are eager to make sales and adopt a low-key attitude towards transaction terms, especially payment collection, leading to problems when collecting payments. Educating staff that 'payment collection is important' and 'chasing payments is difficult' can prevent unnecessary receivables. The article emphasizes the importance of cash transactions, the difficulty of debt collection, and provides strategies for effective payment collection.
New DistributionProduct Innovation: Moving from B-end Products to C-end Products!
The article discusses the boundaries between B-end (channel) and C-end (consumer) products, arguing that B-end organizations are street-sweeping while C-end organizations are people-sweeping. It explores why B-end products fail in C-end markets, how C-end organizations can sell B-end products, and the key differences between the two, offering strategic advice for traditional FMCG companies.
方刚How Can Distributors Advance the Launch of Strategic New Products?
For manufacturers, one of the values of distributors is helping them distribute new products to local retail outlets. For distributors themselves, sales growth, channel stimulation, product structure optimization, and maintaining market activity all depend on introducing new products. However, launching new products is not easy, and a boss's confidence is often affected by factors such as fear that employees won't push the new products, concerns about terminal acceptance, high distribution costs, or slow sales leading to returns. The key is proper planning and preparation before the launch.
潘文富How Can Distributors Effectively Launch New Products and Make a Splash? Here Are Three Key Points!
Key Point 1: Distributors must be willing to promote. As a crucial part of new product promotion, the distributor's promotional philosophy and marketing actions significantly impact the success of a new product launch. Distributors must fully recognize the value and role of new products in their growth; new products not only offer strong profitability but also optimize product portfolios and enhance operational safety, making them essential for survival and development. Therefore, distributors must remove obstacles to new product operations, stimulate sales potential, and do their utmost to ensure successful promotion.
New DistributionIt's Time to Teach This Generation of Distributors How to Cultivate Successors!
For the vast number of first-generation distributor bosses, how to cultivate a suitable successor is a topic that requires careful consideration. As the first batch of 'century babies' reach adulthood, distributors must plan ahead, bridge generational gaps, and provide hands-on training to ensure a smooth transition.
陈栋Don't Misunderstand 'Customer Relationship'
When visiting companies, we often hear stories of young sales representatives striving to build and maintain 'customer relationships', even allocating a large proportion of their business trips to this. However, many misunderstand the concept, mistaking channel relationships for customer relationships, and using dining and gift-giving as the primary method. True customer relationship is built on brand experience, not superficial socializing.
李瑞波Is the Era of Distributors Over? Perhaps Not Too Late!
When we talk with distributor friends in the market, many report that business is increasingly difficult, with mounting pressures from sales, capital, warehousing, personnel, terminals, channel costs, and even the internet, leaving many feeling breathless. A common question is whether the era of distributors is coming to an end. In reality, although the entire Chinese economy is undergoing transformation and upgrading, it has not yet reached the point where the distributor era ends; the channel model operated by intermediaries may still have room for further development and will not easily come to an end.
袁弘一With These 100 Promotional Plans, Distributors Need Not Worry
Compared to brand owners, distributors rely most heavily on promotions in their competition. A well-planned annual promotional calendar is key to distributor marketing management. This article presents 100 promotional plans, including price promotions, prize promotions, membership promotions, disguised discounts, age-specific promotions, gender-specific promotions, psychological and emotional promotions, display promotions, packaging promotions, store advertising promotions, media advertising promotions, public welfare promotions, PR activity promotions, traditional festival promotions, foreign festival promotions, holiday promotions for specific groups, opening promotions, anniversary promotions, other themed promotions, service personnel promotions, promotional personnel promotions, pre-sale service promotions, in-sale service promotions, after-sales service promotions, free service promotions, and other service promotions.
New DistributionSalesperson, if someone wants to give you a hand, where is yours? Every word is like a needle
If you are not brave, no one will be strong for you. When you start a business, you will find that strangers are the first to believe in you, partners are the first to encourage you, people around you are the first to look down on you, relatives are the first to distrust you, and those closest to you hit you the hardest. When you succeed and treat others to dinner, you will find that everyone is there except the strangers who first believed in you and helped you succeed. So when you face opposition, gossip, ridicule, and abuse, it is all normal; do not give up your dreams because of these voices, for it is these voices that make us stronger.
New DistributionIn-depth Insights | A Comprehensive Guide to the Core Operations of a Trading Company!
Opening tips: 1. All business is about financial accounting; a distributor's business is essentially a quasi-financial operation. 2. From the perspective of the income statement, brand owners play different contributing roles; from the balance sheet perspective, brand owners form different combinations. Background: Dazhong Company is an important distributor of Tiantian Candy. This year, Tiantian Candy's sales in Dazhong are 49 million yuan; Tiantian requires a growth of 5 million yuan this year, reaching 54 million yuan. Account manager Li Hong has made a military pledge to the company that the sales target must be achieved.
王烈Six Steps to Classic Terminal Reorders: Bookmark This!
The success of new market development and new product launches is marked by secondary wholesalers and terminal retailers making repeat purchases (reorders) through cyclic restocking. Achieving reorders in new markets or for new products is not simply a second purchase; it results from consumer acceptance and initial brand loyalty, as well as the trade's confidence in the company and its products. To achieve reorders, six steps are required: selection, positioning, training, inducement, control, and persistence.
New DistributionDistributors Who Are Always 'Doomed' – How Are They Doing Now?
Distributors won't be eliminated, but that doesn't mean you as a distributor won't be. The idea of 'no middlemen taking a cut' is unreliable, but the 'disintermediation mindset' is real. In recent years, distributors have lived in fear of being eliminated. Some have accepted their fate, joining large companies as professional managers, while others have tried to transform by going online or becoming manufacturers, with mixed results.
苗庆显Cost Pressure: JDB and Wong Lo Kat Raise Prices Simultaneously
Recently, a price adjustment notice from JDB indicated that products in five packaging specifications would see price increases of 2-3 yuan per case. Additionally, distributors revealed that Wong Lo Kat has also raised prices. Industry insiders believe that due to increased cost pressures and the near conclusion of the 'Wong Lo Kat' dispute, companies can focus on daily operations, hence the price hikes. However, since the increases are at the distributor level, they will inevitably pressure distributors, testing the operational capabilities of both JDB and Wong Lo Kat.
李振兴