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 88 of 193
Embrace These Mindsets to Go Further as a Salesperson!
Mindsets determine thinking, which guides actions, forming habits that shape character and ultimately decide destiny. For salespeople, essential mindsets include believing in your ability to win, finding opportunities in difficult markets, taking personal responsibility, executing key actions, leveraging team strength, practicing empathy, upholding professional ethics, avoiding frequent job changes, treating sales as a career, and maintaining positive thinking.
New DistributionThe Game Between Distributors and Manufacturers: Who Really Dies?
In the past five years, the FMCG market has developed rapidly, and the number of distributors has multiplied, leading to market chaos, uneven quality of manufacturers' sales staff, and some distributors sacrificing long-term goals for short-term profits. A recent complaint from a Zhejiang agent revealed that his agency rights for a brand were transferred to a new agent without notice, leaving him with unsold inventory and a damaged reputation.
New DistributionDistributors: Why Do Blockbuster Products Always Elude You?
What is a blockbuster product? It is a product that is a hit, has stable quality, enjoys a good reputation, continues to sell well, and steadily increases market share. A blockbuster is the '1', and marketing is the '0'. If you secure the agency for a blockbuster, you can just count your money. A blockbuster can compensate for a distributor's lack of overall strength; any strength, network, customer relations, or team is no match for a blockbuster. In the past, it was the era of 'brand is king,' where products from brand companies usually sold well. Now it is the era of 'blockbuster is king,' where as long as it is an ultimate single product with explosive word-of-mouth, it will sell well regardless of brand.
王冠群Manufacturer-Dealer Joint 'Six-Step' Approach: Rapid Distribution to Capture the Peak Season Market!
Statistics show that new products launched by manufacturers each year account for 20%-25% of total sales, prompting annual new product introductions to boost yearly performance. As regional performance leaders, dealers must grow with manufacturers, making new product launches and distribution a key focus. With a success rate of only about 2%, product selection is crucial for successful market entry and determines a dealer's growth and profitability. This article outlines four directions and eight factors for product selection, along with a six-step process for joint manufacturer-dealer distribution.
翁文添While Other B2B Platforms Are Racing Ahead, Why Does Zhongshang Huimin Choose to Cultivate Its Market?
Zhongshang Huimin, one of the earliest players in the FMCG B2B sector in China, has covered 22 provinces and cities, with over 200,000 square meters of self-built warehouses and more than 550,000 retail points served. In 2017, its GMV reached nearly 10 billion yuan. While industry giants like JD.com and Yijiupi are expanding aggressively nationwide, Zhongshang Huimin has chosen to stop opening new markets and focus on refined operations in existing ones.
刘少德Discounted Red Bull and Mizone? A Beverage Wholesaler in Kunming Was Scammed Out of 140,000 Yuan Online
According to a recent report by Yunnan Net and Spring City Evening News, Mr. Li, a beverage distributor in Kunming, joined a QQ group for beverage wholesale, lured by a price difference of one or two yuan per case. He transferred over 140,000 yuan in four installments to an unknown QQ contact from another province to buy 400 cases of Red Bull and over 1,000 cases of Mizone, but the goods never arrived. The scam highlights the risks of cross-regional selling and the need for vigilance in online transactions.
New DistributionThe Real Difference Between Third-Rate and First-Rate Salespeople!
Third-rate salespeople wait for their salary without initiative, blame external factors for poor performance, and frequently change jobs. Second-rate salespeople are proactive and money-driven, focusing on immediate gains. First-rate salespeople look beyond immediate profits, focusing on market strategy, long-term customer relationships, and personal growth, often leading to entrepreneurship or management roles.
New DistributionWhat Is the Lifeline of the Terminal Battle? Display! Display! Still Display!
As the saying goes, 'Those who win the terminal win the market,' but this is far from simple. Even with a good terminal, challenges remain, such as promotion enthusiasm, consumer self-selection rates, and display techniques. Often, the seemingly insignificant display becomes the key to terminal success: in consumer goods, especially FMCG, the quality of product display is the 'last mile' to sales, as impulse purchases are easily influenced by the external shopping environment. Now that we are entering mid-May, the peak season, it is necessary to discuss display.
New DistributionYili, Want Want distributors tell you: even in urgent transformation, take it slow!
Liuhe Logistics, located in Fengqiu County under Xinxiang City, Henan Province, is a unified warehousing and distribution company jointly established by five local well-known distributors to integrate the local FMCG distribution market. Recently, New Distribution interviewed Ren Changgen, general manager of Liuhe Logistics, hoping his case of unified warehousing and distribution in a county market can offer insights to distributors. Liuhe Logistics was founded in early 2017 by five local distributors who respectively represent first-tier brands such as Yili, Want Want, Yinlu, Alps, Yangshao, and Moutai Yingbin liquor...
袁来Before Distributors Transform, How to Start Reforming from Within the Company?
Distributors face unprecedented internal and external challenges, with rising costs and management complexity internally, and external pressures from e-commerce, B2B platforms, and direct manufacturer operations. The problems are clear, but how to evaluate and determine the right direction, set the path, prioritize tasks, and execute key operations? Senpan Consulting's public course explains...
潘文富When Distributors Complain, What Should a Regional Manager Do?
As a regional manager, hearing complaints from distributors is normal. However, handling them improperly can escalate issues, potentially leading to collective rebellion. This article provides techniques for distinguishing genuine complaints from false ones and offers strategies for addressing real issues, including emotional guidance and problem-solving.
马坚行JD.com to Halve Workforce, Taxis Turn into 'Convenience Stores'—Is the New Economy Taking Aim at Distributors?
Distributors, caught between manufacturers and retailers, seem poised to foot the bill for the new economy again. JD.com CEO Liu Qiangdong announced at the World Retail Congress in Spain that the company will halve its workforce and operate fully automated with AI, while some Shanghai taxis have begun selling snacks and drinks, taking a cut of sales. These developments threaten traditional distributors, but experts argue that AI cannot replace the human touch in market development and customer relations, and the taxi retail model may face challenges similar to failed unmanned shelf projects.
New DistributionThe Unconventional Distributor in the Snack Food Industry: Annual Revenue of 200 Million, Running Stores, Wholesale, and OEM – He Does It All!
Zhengzhou Xinghua Trading is a comprehensive FMCG company integrating wholesale, snack food chain stores, and OEM (private label). It operates over 200 franchised snack stores, holds more than 200 brand trademarks, covers over 3,000 distribution points in Zhengzhou, and achieves sales exceeding 200 million yuan. Recently, New Distribution interviewed Zheng Guoxing, General Manager of Xinghua Trading, to explore how this multi-faceted operator spanning distributor, retailer, and brand owner has developed, and what lessons his transformation story offers to other distributors. Turning from offense to defense...
袁来Can Terminal Stores Take the Initiative to Order on Their Own?
When we shop online, we place orders ourselves; but in physical stores, like clothing shops, salesclerks help customers place orders, and in restaurants, waiters take orders. Whether customers should place orders themselves or sales representatives should do it for them depends on the specific context. In the FMCG industry, terminal stores typically have sales reps place orders on their behalf, known as 'visit sales' or 'vehicle sales'.
New DistributionDistributors Know the Truth, But Why Don't They Act?
As the saying goes, 'It takes ten years to share a boat, and a hundred years to share a bed.' Though manufacturers and distributors may not reach the 'sharing a bed' stage, they should at least cultivate a bond deeper than mere boat-sharing. In their journey together, mutual reminders and support at critical moments can make them joyful partners. With intensifying competition, the marketing mindset of moving the terminal forward by one meter and extending promotions to residential areas has taken root in most distributors' minds. Some distributors have attended more training, seen more of the world, and know more principles than the enterprises themselves, yet the pain for enterprises is that while distributors seem to understand the principles, their actions often amount to 'loud thunder but small raindrops,' or even no thunder at all. This raises a common issue in daily distributor service: distributors understand that marketing creates more sales opportunities, but why don't they act?
黄润霖Is the Distributor's Flight the Brand's Fault or a Game with the Regional Manager?
A distributor in Bengbu collected over 1 million yuan from retailers but stopped delivering, blaming the local manager of C'estbon for pressuring him and unpaid fees. This incident highlights the common practice of distributors advancing fees for brands, which often leads to disputes and financial risks.
新经销团队Dali and Distributors Disagree: How Is Doubendou Really Selling?
The 'national soy milk' Doubendou has been on the market for over a year, with mixed results. On one hand, distributors report high inventory; on the other, sales are good and rising. Which is more real?
淮纯菊With a 306-Year History and 2017 Sales of 109.7 Billion Yuan, How Did This Japanese Distributor Do It?
This article explores the 306-year history and success of Kokubu Group, a Japanese food marketing company, highlighting its role as a distributor, manufacturer, and retailer, and its strategies for long-term growth.
澄韵Distributors' Puzzles and Solutions: Talent, Management, Capital, Brand, and Channels
This article addresses common challenges faced by FMCG distributors in China, including talent retention, management efficiency, capital constraints, brand building, and channel strategy, providing practical solutions for each.
崔自三Transformation and Upgrading? Distributors Beware of These Pitfalls!
Medline, a supplier of information management and urban intelligent warehousing solutions for the FMCG industry, has 28 offices nationwide and operated 57 distributor warehousing and distribution projects in 2017 alone, with a cumulative warehouse area of 450,000 m², serving 200,000 stores with 560 vehicles. Recently, New Distribution interviewed Medline CEO Xu Yonggang to gain his perspective on the direction of FMCG distributor transformation and how to improve daily operational efficiency.
袁来Brands Raise Prices, Terminals Discount: How Hard Is It for Domestic Beer to Actually Raise Prices?
As temperatures rise and beer enters its peak sales season, Beijing Business Today reporters found that domestic beer brands have launched promotional campaigns before the peak season. Despite collective price increases by Yanjing, Tsingtao, and Snow at the beginning of the year, terminal discounts remain significant, reflecting the difficulty of real price hikes amid years of declining sales and profits.
薛晨Big News: JD New Channel Fully Opens Online Stores, and Not Just Store Owners Benefit!
Recently, the author received a tip from industry insiders that JD New Channel is quietly moving numerous offline mom-and-pop stores online. After checking JD New Channel's WeChat official account, the author learned that the "online store" system, previously only available to JD convenience stores, is now being promoted to all JD ZhangguiBao users, and it is likely to become an important marketing platform for JD New Channel during this year's 618 shopping festival.
新经销团队Salespeople's Key to Boosting Performance in 2018: Distributors Can Use It Too!
To contribute to sales growth, focus on key sales indicators and persistently do simple things well. This article outlines four key indicators for sales success and emphasizes the importance of full-item sales and effective distributor visits.
New Distribution“Internal and External Troubles”: Distributors Having a Hard Time
Distributors face pressures from manufacturers, competitors, terminals, internal operations, and themselves. Manufacturers impose sales targets, demand cash payments, and may bypass distributors; competitors force promotional and credit pressures; terminals demand better service and may bypass distributors; internal issues include team building, profit distribution, and rising costs; and self-imposed limitations like empiricism and outdated knowledge hinder adaptation.
戈军珍