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 90 of 193
News Flash | Major! 23 Wuliangye Distributors Become Shareholders; Shocked! Business Licenses for Express Delivery of 15 Companies Including Suning Cloud Commerce Revoked; Danone Q1 Revenue Up 4.9%...
Highlights: 01 Wuliangye's 1.85 billion yuan private placement completed, with 23 liquor distributors including Yinji, Song Ning, and Jia Guangqing becoming shareholders. 02 Wahaha denies that share buyback is for IPO preparation. 03 Business licenses for express delivery of 15 companies including Suning Cloud Commerce revoked. 04 First industry standard for aged liquor to be released. 05 Kongfujia adjusts prices for three products in Shanghai. 06 Gatorade launches sugar-free G Zero. 07 Suguo fully launches on JD Daojia. Financial reports: Danone Q1 revenue up 4.9%; Heineken Asia sales up 11%; Jialebao 2017 loss of 54.29 million; COFCO Sugar 2017 net profit up 43.69%; Hengshun Vinegar 2017 revenue up 6.52%; Yantang Dairy 2017 revenue up 12.58%.
New DistributionAnxious Distributors!
In 2018, anxiety is the buzzword, and distributors are no exception. They worry about product selection, price wars, employee retention, and profits. The article explores the causes of distributor anxiety and offers solutions such as effective management, motivation, vision, and continuous learning.
New DistributionNews Flash | Nongfu Spring Invests Another 500 Million Yuan in Tea Beverage Project; Luzhou Laojiao to Phase Out a New Round of Distributors; Walmart Continues Store Closures...
Highlights include Tao Li Bread launching a new 'dirty bread' product, Coca-Cola entering Japan's soda wine market, Quan Shi convenience stores expanding to Nanjing, Sanyuan introducing a new yogurt, Qinqin shrimp crackers launching crayfish-flavored snacks, Luzhou Laojiao potentially eliminating distributor brands, Nongfu Spring investing 500 million yuan in a tea beverage project, Walmart closing three stores in less than a month, Shuangta Food releasing its 2017 annual report, Schwarzkopf recalling defective hair dyes, and experts defending instant bird's nest products.
New DistributionNo Display, No Sales! 4 Steps + Display 43521 Formula: Have You Mastered These Essentials?
The quality of product display directly affects the success of brand cultivation. How can products be more vividly presented to consumers, making them easy to identify, attracting attention, and thus gaining more purchase opportunities? Research shows that consumer purchasing behavior is largely unplanned—seeing the product in person triggers a decision to buy. Vivid display can enhance product presentation and stimulate purchase intent. In other words, product display is the last chance to drive sales; only products that capture customer attention will sell.
方刚How Can Traditional Salespeople Use WeChat to Build Terminal Customer Relationships?
In the mobile internet era, the use of instant messaging tools in sales ensures faster task completion, and the casual nature of WeChat reduces people's resistance to work, fundamentally changing the way people interact. Salespeople conducting terminal visits emphasize the eight-step visit process and customer relationship building as basic skills. The eight steps include preparation, polite greeting, store inspection, display improvement, product promotion, purchase promotion, review and summary, and recording and reporting. The four stages of customer relationships are: no conversation, only formal talk, normal communication, and open conversation.
方刚Distributors: Seven Key Points for Distribution Before You Understand Them!
Distribution is a daily task for every distributor, but effective distribution is not as simple as it seems. The following tips on distribution are intended to help distributor friends. 01 Don't distribute blindly; set goals to be effective. Distribution tests a distributor's basic skills. An effective distribution can expand the number of sales outlets and bring sales, which almost every distributor can anticipate. However, which distributor has clearly defined how many retail outlets to add, how much to increase the distribution rate, how much to increase monthly sales, what gross profit point to control, what the fixed cost ratio is, and to what extent terminal visualization should be achieved before distribution?
New DistributionDistributors: How to Seize the Wedding Banquet Market? Five-Step Marketing Approach for the Banquet Market
As daily consumption among the general public remains sluggish, many baijiu companies are seeking new consumption channels, making the mass banquet market increasingly valuable. It has become a hotly contested arena for distilleries, distributors, and terminals (mainly circulation terminals), and a core channel for cultivating baijiu consumers.
朱志明A Salesman Fired His Distributor Boss, and His Reason Won Millions of Likes from Peers!
Remember the saying, "The world is so big, I want to see it"? A resignation letter citing that reason once sparked heated discussion. Not long after, a salesman decisively fired his boss with just a few words. His resignation reason was even more thought-provoking, earning admiration from peers. The endless stream of resignation reasons has left many bosses overwhelmed, and "too embarrassed to chase payments" has stirred up waves, bringing dual pressures of personnel costs and bad debt losses to food industry bosses, sparking a heated debate about debt collection.
New DistributionBasic Path for Distributors' Downward Transformation
Traditional distributors, positioned between manufacturers and local retail outlets, have seen their value diminish with the rise of third-party logistics, direct manufacturer operations, and B2B ordering platforms. To survive, they must either transform or shrink. For those staying in the local industry, three conventional transformation directions exist: moving upstream into production, expanding the middle layer through consolidation or logistics platforms, or moving downstream into retail. This article focuses on the downstream path, recommending a five-step approach: understanding the local retail landscape, gaining basic knowledge of current retail clients, technical intervention, diversified equity investment, and subsequent share increase with branding.
潘文富To Distributors: How Should You Treat the Business Brothers Who Once Fought Alongside You?
For trading companies, salespeople are one of the most important assets, and excellent salespeople are especially valuable. Bosses often treat them with great care, unsure how to handle them. Boss P, owner of a trading company, discovered in 2017 that a large amount of 'accounts receivable' had become uncollectible bad debts, prompting reflection on how to treat his sales team.
邓杰What Really Hinders Distributors' Further Growth?
Many distributors hit a sales ceiling and struggle to break through for years, even a lifetime. This article explores the key factors limiting distributor growth, including leadership, product selection, market capacity, and incentive mechanisms.
王冠群What Are the Differences in Interest Demands Between Manufacturers and Distributors?
Manufacturers and distributors have different expectations of each other. Manufacturers want distributors to reduce costs, focus exclusively on their products, invest heavily in promotion, and follow their plans. Distributors, in turn, expect manufacturers to reduce financial risks, provide more support, offer better services, and adopt lenient policies.
戈军珍How to Quickly Turn New Employees into Business Backbone! Distributors Must Master These 3 Rules!
Many distributors report that after finally recruiting a few new employees, they quit within days, and even those who stay develop many bad habits. Why is this? Many distributors are deeply troubled. Due to work reasons, the author contacts a large number of distributors every year and finds that most distributors cause the above problems for the following reasons: First, some companies adopt a unified training method for new recruits, thinking it is more economical than individual training, so they conduct centralized training for convenience. Second, some companies assign new employees to department heads or veteran employees for training, but these mentors are often busy and only assign trivial tasks, leaving new employees to fend for themselves. Third, some companies assign new employees to mentors who themselves are problematic employees, setting a bad example.
师顺宽What to Do When Terminal Owners Refuse to Stock Up? 10 Core Distribution Strategies to Motivate Salespeople to Hit the Market
When launching new products or conducting routine visits, persuading terminal customers to stock up is a headache for many salespeople, especially newcomers who speak bluntly and often hit walls. In actual sales, we need to employ certain strategies and master sales techniques to effectively stimulate terminal customers' enthusiasm for stocking, increase the probability of orders, and lay a solid foundation for later sell-through.
New DistributionManaging Distributors Requires Real Competence
Conquering others is difficult because you must surpass them significantly; if you are not as good as them, trying to conquer them is overestimating yourself. The fundamental purpose of managing distributors is to help them enhance their core competitiveness, and the ultimate goal is to create positive influence among end users, achieving win-win value. Only when distributors understand this and see the company act accordingly will they truly trust the company.
戈珍军Unconventional Path: 20-Year Distributors Survive Thanks to These 6 Ruthless Tactics!
Using poison as an antidote: When a competitor maliciously dumps products, a wine distributor colludes with the manufacturer to plant defective goods and report the competitor for selling fakes, effectively curbing the dumping. This is one of six unconventional tactics detailed in the article, each with a real-life case and commentary.
New DistributionNew Product Launched in 3 Townships in March, Sold 1.08 Million by June! How Did This Distributor Do It?
A prefecture-level city selling over 10 million is not surprising, but now a township market can sell over 10 million a year, and in heavy baijiu consumption markets like Jiangsu and Anhui, some brands achieve annual sales of around 100 million in township markets. With increasing industry concentration, how can ordinary distributors seize township markets and create a 'small area, big sales' comeback? This article details such a case, showing how a new brand achieved over a million in sales in a short time in a township market.
赵海永Can't Sell Products? Check If Your Salespeople Have These Five Misconceptions!
Distribution channels are customers, and terminals are the market. This is a tune that marketers have been singing frequently and loudly in recent years. Indeed, as a link in the sales channel, retail terminals face consumers directly, serving as a dragon gate for products to become consumer goods and the source of actual sales for manufacturers. To make their products leap over this dragon gate and generate actual sales, manufacturers compete in terminal work. However, in actual terminal work, many terminal marketers fail in their business due to misconceptions. 1 In content, emphasizing sales over...
New DistributionThe Busy and Bewildered Small and Medium Distributors: Once Thriving, Now Some Are 'Miserable'
Forty years ago, as the reform and opening-up began, food industry distributors and wholesalers started their gold rush. Now, after a decade of hardship, especially for small and medium distributors facing manufacturer disdain, channel changes, and shifting consumer habits, the last five years have been particularly tough. This article profiles several distributors who have either transformed into service providers, deepened their channel penetration, or struggled to adapt.
潘瑞冬He Shixiang of Da Chen Ventures: The Singularity of FMCG Channel Integration Is Approaching, Dealers Should See the Big Picture in Transformation
He Shixiang, partner at Da Chen Ventures, stated at the 4th FMCG + Internet Conference that for investors, the most important thing is to predict industry trends and be able to see the future first and bet at the right time. The following is the content of Mr. He Shixiang's speech at the conference, compiled by New Distribution for readers.
何士祥Best-sellers to B2B, new products to distributors—will distributors accept?
After the small B2B boom in the second half of last year, B2B has shifted from verbal disputes to market competition. The so-called small boom was actually a large number of brand owners participating in pilot projects. Piloting means observing, not embracing. The results of observation include Red Bull blocking Lingshoutong, saying B2B disrupts prices and market order, and more extreme views that B2B is a joke. Some platforms say B2B is a trend and those who don't keep up will be eliminated. Don't fight the times. Going further, it's close to 'cutting yourself off from the people.' Extreme and paranoid views are not advisable.
刘春雄How Distributors Can Boost Sales and Profits During the Peak Season
Recently, many distributors of instant noodles, liquor, biscuits, and other products have contacted the author to discuss how to increase sales volume and profits during the peak selling season. They face many misconceptions and confusions regarding balancing sales and profits, as well as planning for the peak season market, which are common issues among FMCG distributors. Indeed, the peak season is the last 'bet' distributors can make in a year, often the last chance to turn around after a loss-making off-season.
崔自三Evergrande Spring Returns: High-Profile Birth, Low-Key Retreat, What Weapons Does It Bring This Time?
Evergrande Spring, the legendary bottled water brand, is back with a new low-sodium product line targeting the 3-yuan price segment. After a failed high-end launch and subsequent market collapse, the brand faces an uphill battle in a competitive market. Will it succeed this time?
张建Winning Hearts: 10 Psychological Tactics for Terminal Distribution!
Salespeople often face difficult questions from channel customers during distribution, such as being asked if a neighboring wholesaler has taken the product. This article explores the complex psychology behind such questions and provides 10 psychological tactics to effectively handle channel customers, from their pursuit of discounts to their fear of competitors, helping salespeople respond appropriately and succeed in distribution.
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