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 91 of 193
The Highly Anticipated "Monster" Is Mired in Trouble, Once Considered Red Bull's Biggest Rival!
Recently, according to relevant media reports, Monster energy drink is mired in trouble in the Chinese market. This product, once considered Red Bull's biggest rival, is now facing a "disconnect with local conditions." In the fourth quarter of 2017, its operating losses in India and China totaled approximately $9 million (about RMB 57.15 million). In September 2016, as one of the top two energy drink brands in the United States (the first being Red Bull), Monster Beverage (known as "Monster" in the Chinese market) entered the Chinese market with the help of Coca-Cola.
新经销团队Interview with Zhou Bin of Guanjiapo: Four Steps and Three Rhythms for Distributor Transformation
Zhou Bin, co-founder of Renwoxing Technology, believes that traditional distributors have only used Guanjiapo software for inventory management, but now they must adopt internet tools for online ordering, payment, and connectivity. He outlines four steps and three key rhythms for distributors to transform into regional supply chain service platforms.
新经销团队A Salesperson Who Doesn't Call, Visit, Message, or Follow Up—Why Should You Have Results!
What is the most important quality for a salesperson? Different people have different answers. Some say professionalism, some say communication skills, some say affinity, etc. The author does not deny the importance of these qualities in sales; they are necessary conditions for success but not sufficient conditions. The most important quality for sales is persistence; without persistence, a salesperson will not achieve great success!
New DistributionDebate: Should Brands Ban B2B Platforms Over Channel Diversion and Price Chaos?
On March 26, Huabin Group's Guangzhou branch issued a notice to stabilize the market price system and protect the interests of distributors and channel customers, requiring distributors to stop supplying to Lingshoutong and prohibiting Red Bull distributors from acting as TP providers for Lingshoutong. The next day, Huabin's Fujian branch issued another notice to review channel customers cooperating with e-commerce, requiring them to stop supplying online platforms and designating Bestore as the sole e-commerce partner, sparking debate on whether brands should ban B2B platforms.
新经销团队What Is the Core Function of a Distributor?
In recent years, I've been asked similar questions: Will distributors disappear? Where is their way out? My conclusion is simple: distributors as a group will not disappear, but redundant ones will be optimized. The future form of distributors will change. In other words, as a group, distributors will not vanish, but as individuals, if they don't transform or fail to transform successfully, they will likely disappear.
刘春雄3 Strategies to Solve Regional Market Dumping Problems!
Small and weak distributors often feel helpless when facing market dumping. They can't rely on manufacturers, who tend to ignore their complaints, and retaliating against the dumpers often leads to mutual destruction. This article presents three effective strategies through case studies: retreating to advance, attacking the mind, and leveraging the manufacturer's power.
New DistributionControlling 15,000 Outlets with 700 Vehicles: How Did He Do It Without Leaving Guangdong Before Reaching 10 Billion?
Tan Xiaoping, founder of No.1 Life, shares his strategy for B2B in Guangdong: focusing on survival with 12-hour delivery and 90% one-stop procurement, then scaling regionally with heavy infrastructure, and finally expanding into convenience stores and city distribution. He emphasizes regional dominance over national expansion, aiming for 10 billion yuan in revenue before leaving Guangdong.
谭小平Distributors: Manufacturers Shouldn't 'Help' the Wrong Way—Don't Give Water When Hungry, or Bread When Thirsty!
What do distributors need from manufacturers? This seemingly simple question is actually complex. Manufacturers must first understand distributors' intrinsic needs at different development stages—startup, growth, and maturity—and tailor support accordingly, rather than offering generic help that misses the mark.
崔自三WelinkData and CICC Pay Co-host 'Create Better Cash Flow' Launch, Making Credit Sales Simpler Than Ever
On March 29, WelinkData and CICC Pay co-hosted the 'Create Better Cash Flow' enterprise series launch and strategic partnership signing ceremony in Beijing. Industry leaders and financial experts, including Zhang Jingqiang, Executive President of China Association of Small and Medium Enterprises, and Zhong Shengjiu, CEO of WelinkData, attended and spoke at the event.
New DistributionTo Distributors: Is Buying Warehouse and Distribution Software in the Era of Channel Transformation Really a Transformation?
In the era of internet integration and transformation, some distributors feel lost and helpless. Why? One reason is fear of the unknown. Facing JD.com and Alibaba with massive capital and data, many distributors can only surrender. What is their weapon? Their channels, built over years. This is the first type of distributor. The second type is determined to transform but struggles to find a satisfactory solution. The third type has started transforming but faces issues like insufficient funds, weak technology, and talent scarcity.
初铮Coca-Cola's Ni Zhujie: The Trend and Opportunities of B2B Digital Channels
At the 2018 (4th) FMCG + Internet Conference, Ni Zhujie, Director of Market Access for Coca-Cola Greater China, shared insights on B2B digital channels. He highlighted the fragmented market structure in China, the evolution of B2B through stages of scale, profit, and efficiency, and outlined Coca-Cola's strategy to complement its existing distribution by partnering with B2B platforms to grow incrementally and refine existing business.
倪诸杰The Situation Escalates: Rumors That Yili Chairman Was Taken for Investigation, One Suspect Arrested
A media report claimed that Yili Chairman Pan Gang was taken away by authorities for investigation, based on his absence from public appearances for nearly six months. Yili responded that the rumors were false, and the company has filed a police report, with one suspect already arrested.
New DistributionHow Alibaba Retail Link Helps Brands and Distributors Seize the Opportunity to 'Fly'?
At the 4th FMCG + Internet Conference, Yuntong, General Manager of Alibaba Retail Link Marketing Center, explained the business model of building an intelligent distribution network. From the perspectives of brands, distributors, and retail stores, he detailed how Retail Link creates precise channel marketing for brands, reduces costs and increases profits for distributors, and empowers millions of small stores.
云通Practical Tips | Three Aspects and Four Reasons Why Distributors Can't Break Through Sales
Profit is the core of business operations and the most concerning issue for distributors. Every distributor tries to make their products popular, sustain business growth, and achieve profitability. However, in actual operations, many things fall short, and most distributors face the dilemma of stagnant sales. When facing a difficult situation, it's necessary to think comprehensively about where the problem lies.
New DistributionPractical Guide for Salesmen in Township Distribution: 8 Key Points for Development, 8 Steps for Distribution
With a population of over 1.3 billion, of which 900 million are rural residents (70% of the total), the rural market in China holds immense potential, akin to a vast treasure awaiting exploration. The new era has spurred the growth of China's new rural economy, significantly boosting farmers' income and consumption demand. The resurgence of the rural market has opened up broader development opportunities for enterprises. How to enter township markets and capture a share of rural development is an urgent issue. Rather than envying fish in the deep water, it's better to retreat and weave a net. After thorough research of all weak county and township markets, a systematic township market development plan has been proposed, following the four-step approach of 'building a team, setting standards, creating models, and ensuring implementation,' to foster a healthy, harmonious, and sustainable development of township markets. Below, we share an example of a brand distributor's development of a township market, and welcome your feedback.
New DistributionChen Haibo: Artificial Intelligence, Changing Retail
The 2018 4th 'FMCG + Internet Conference' hosted by New Distribution was held on March 18-19 in Chengdu, attracting thousands of industry distributors, manufacturers, and internet companies. The following is the speech by Chen Haibo, CEO of DeepBlue Technology, at the conference, organized by New Distribution for readers.
陈海波Salesperson Visit Techniques: Help Store Owners Calculate 14 Profit Accounts to Make Terminal Stores Rush to Stock Up!
What to do when terminal store owners refuse to stock up? You've visited multiple times, tried various sales models, but the owner still shows no intention to order. Many salespeople encounter similar issues during terminal visits. In fact, it's not that the owner doesn't want to stock up, but your approach is wrong, and your words don't hit their pain points. This article compiles some techniques for terminal visit sales, starting from the product structure and sales profit of terminal stores, to guide them into stocking up. The salesperson's 'terminal ice-breaking diary' First visit: The store is crowded, the owner...
魏庆How Do Community Marketing Distributors Implement?
Distributors today face three major challenges: the traditional distribution model based on product price differences is becoming increasingly difficult due to information symmetry; brands and consumers are gaining power in the interconnected era; and the application of big data and rapid iteration of internet tools have left traditional-thinking distributors struggling to adapt. This article proposes the concept of community marketing distributors as a solution, emphasizing the need to leverage community and internet tools to build a stable triangle of community, channel, and service platform.
牛恩坤10 Key Points for Effective Distribution in Retail Outlets, or You'll Never Make Money!
When it comes to distribution, many distributors say, "What's so hard about it? We do it every day!" But in reality, achieving "effective distribution" is not simple. Through exchanges with numerous distributor friends, the reporter has summarized ten key points for effective distribution, hoping to provide reference and help for distributors.
New DistributionJD New Channel Integrates Warehouse and Distribution Resources, Enters Food Service B2B: What Does It Mean?
On March 20, during the糖酒会 (Chengdu Food and Drink Fair), JD New Channel held an unbounded retail industry summit, announcing two major moves: first, building a B2B logistics network with a joint warehouse and distribution system; second, officially entering the food service B2B sector. These initiatives aim to enhance supply chain efficiency and provide comprehensive solutions for small and medium-sized restaurants.
赵波Threefold Interests in Interactions Between Manufacturer Sales Staff and Distributors
Many manufacturer sales staff always identify themselves as employees of a certain company when dealing with distributors, believing that their interactions are merely for work. However, in the commercial era, everyone is a merchant; distributors are merchants, and manufacturer sales staff should also view themselves as merchants. They are not just working but doing business, representing the manufacturer in business dealings. The mindset of working versus doing business differs greatly, and at least distributors' minds operate entirely on a business mindset.
潘文富Can't Crack Stubborn Terminal Stores? This 'Simple Method' Helped Conquer 50
In terminal sales, you sometimes encounter customers who keep you at arm's length and won't even talk, leaving your tactics useless. At such times, you need to return to basics and use 'simple methods' to conquer 'stubborn stores.' As the saying goes, 'A soft rope can cut through hard stone,' meaning persistence and gentleness can overcome resistance. Salespeople facing such stores need this spirit: perseverance and repeated visits.
魏庆What We Think of as the Integration of Channels, Terminals, and Communication May Be False...
Success must conform to logic, but what conforms to logic does not necessarily succeed. A new system must first be logically self-consistent, then verified in practice. The logic of new marketing is expressed by the relationship of a set of terms: new marketing, with communication as the source. All 4Ps are communication, everything is communication, and logic arises from this.
刘春雄Dealer Margins Thin? These 7 Reasons Have Been Holding You Back!
Many dealers have encountered this problem: products are selling well at the terminal, but when it comes to settling accounts, they find no profit flowing back and can't make money. Why? In fact, this is not a problem with the product itself, nor is it closely related to the channel network. The following seven issues require careful reflection by dealers. 1. No concept of profit: Many dealers only have the concept of price difference between purchase and sale, but no concept of profit, resulting in weak cost and expense awareness, and profits are eroded by uncontrolled costs and rising expenses. Profit is...
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