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 93 of 193
Distributors | If Salespeople Do These Things, Distributors Will Definitely Sell Your Products!
Distributors often complain that certain salespeople are 'irresponsible towards distributors and the market,' 'never consider customers' feelings,' 'always side with the manufacturer,' 'dishonest and unreliable,' 'always delay solving problems,' 'act superior,' and 'interfere too much.' Many salespeople work for seven or eight years without knowing what kind of salesperson distributors like, and thus cannot improve themselves. From the salesperson's perspective, few truly study how to satisfy distributors and ensure smooth business operations, and manufacturers may not pay attention to this issue either.
梁胜威Spring Sugar Fair is Coming, Here's Your Guide!
As a major event in the sugar, wine, and food industry, the Sugar and Wine Fair attracts distributors from all over the country every year. Today, New Distribution presents a guide to the 2018 Chengdu Spring Sugar Fair. Please keep it! Spring Sugar time and location: Hotel exhibition: March 15-21, at various hotels in Chengdu (detailed list below). Convention center: March 22-24, at Western China International Expo City (new convention center). Preparation: buy tickets in advance, check weather, etc.
New DistributionPractical Tips | 11 Pitfalls for Food Distributors When Choosing Small Brands!
Many company executives understand that in today's market, where products are largely oversupplied and competition is fierce, those who control distribution channels may win the market. In China, the role of distribution channels has never been more emphasized. Distributors are a crucial part of the channel. Opening a well-known financial newspaper or magazine, one sees various sizes of recruitment advertisements. Companies use every means to attract distributors, from strong corporate strength and R&D capabilities to comprehensive marketing support from marketing experts, to promises of strict market protection mechanisms, prevention of channel stuffing, generous year-end rebates, and完善的 return and exchange policies, among others.
New DistributionReal Experience | Three Painful Lessons in Centralized Warehousing and Distribution!
The following is a sharing by Chen Siting, founder of Wanchaobang, on the lessons learned in centralized warehousing and distribution at the New Distribution Open Class, edited by New Distribution for readers. Wanchaobang is a platform for centralized warehousing and distribution, founded in 2016, and its development can be roughly divided into three stages: from early 2016 to October, project initiation and system development; from October 2016 to April 2017, market validation or trial and error; and from June 2017 onwards, market expansion from Chengdu, Zhengzhou to Beijing...
陈思廷A Major Distributor Who Cooperated for 6 Years Was Scared Away by the Manufacturer's Salesman!
During visits to distributors, some distributors share experiences of being deceived by manufacturer salesmen. These black sheep not only cause losses to distributors but also damage the manufacturer's reputation. The following incident serves as a warning to manufacturers. Today, a friend said he gave up a company and brand he had worked with for six years. He had invested so much effort and had built the product's local market quite well, so it was hard to let go, but he had no choice. He...
New DistributionHow Should Distributors Manage High-Paid Professional Managers?
As distributors' businesses grow, owners may lack the capacity to manage everything alone and hire professional managers, but this brings greater management risks. These 'second bosses' can cause problems if not managed properly, so distributors need to adopt sound mindsets and scientific management approaches.
潘文富New Retail: A Pie or a Trap for FMCG Brands and Distributors?
In 2012, during the golden age of hypermarkets, predicting store closures would have seemed absurd. Now, the impact of e-commerce, changing consumer habits, and cost structures are clear. For FMCG brands and distributors, New Retail represents a similar pivotal moment, requiring proactive understanding and strategic adaptation to avoid being left behind.
张陈勇Old Distributors Are Increasingly Trapped, New Distributors Are Getting Trapped Too!!
Yesterday, I talked with distributor Jia, who deals in condiments, and realized we both have a noose. For condiments, the noose is 5 million yuan. Below that, the business is your own; above it, the manufacturer controls you, forcing you to stock up, promote, and give gifts. Cross that line, and you lose control.
New DistributionThe Traditional Distribution Model of 'Distribution + Promotion' Is Failing, and the New Product Promotion Model Has Changed
After 2013, the product logic changed, including both new product development and promotion logic. Why 2013? Because that year, industry sales peaked, shifting from quantity growth to quality growth, and China truly entered a middle-class society. In a middle-class society, consumer psychology changed, with one key change being that all products are first psychological products. When products have similar functions, demand shifts to psychological satisfaction. Mass psychological products generally follow fashion trends: starting from a niche, igniting through communication, and spreading to the masses.
刘春雄Dealers Who Can't Afford to Make Mistakes: Choice May Be More Important Than Transformation!
Transformation is the biggest consensus among dealers in the past two years, but where to turn remains the biggest confusion. In 2018, whether to transform is no longer a topic for discussion; choosing where to turn is the key.
陈思廷Dialectics | Why Do Distributors Have More Opportunities in B2B than Big Platforms?
The channel transformation in FMCG has entered its fourth year. Despite the entry of e-commerce giants with capital and information technology, traditional channels have not conceded. The market is vast and complex, and local distributors still have significant opportunities to build localized platforms during this transition period.
赵波、袁来How to Develop New Customers? Learn "Group Development"!
The market always has gaps, and new customer development should be ongoing, especially for small non-KA, non-chain terminals. Traditional methods rely on salespeople's initiative, but often fail. The solution is "group development," which breaks down the work into standardized tasks assigned to different roles.
潘文富Does Playing New Retail Necessarily Mean Eliminating Distributors?
The competition in the internet era has entered the second half, and 'New Retail' is the focal battle. Since Jack Ma first proposed the 'New Retail' strategy in October 2016, various terminal formats have emerged, and B2B platforms like Alibaba's Retail Link and JD's New Path have entered the fray, raising the question: must distributors be eliminated? The article argues that distributors should not and cannot be eliminated, but they must undergo transformation and upgrading, with examples like Yantai Yishang and Fengwang showing successful models.
爱吃瓜的B2B小咖Expanding into New Markets in 2018: Here's How
Distributors aiming to capture a share of a new market must not only strategize their market expansion but also carefully plan product selection and promotion tactics. Generally, developing a new market with new products to establish a stable market involves three stages: single-product breakthrough, forming a product group, and establishing a product structure.
周亮Five Questions Distributors Must Consider Before Joining Vending Machine Business!
Yang Xuanyu, general manager of Liaoning Dandong Xuanyu Trading Co., Ltd., is busy not only because his liquor products are in peak season, but also due to new retail business expansion. After signing a cooperation agreement with Youpai Technology (Tianjin) Co., Ltd., he began finding suitable locations for over 30 vending machines in Dandong. In 2018, vending machines may bring him unexpected profits.
张帆No Best Display, Only Eat Dirt?
This article discusses how second- and third-tier brands can overcome poor shelf placement in retail stores by leveraging other factors such as multi-point displays, retailer cooperation, sales promoters, customer satisfaction, store resources, and promotional activities.
黄静In-depth | Dali Group's Doubendou Sells 1 Billion in First Year, but Distributors Want Out?
At the end of 2017, distributors reported to New Distribution that Daliyuan Doubendou was severely sluggish in channels, causing massive inventory backlogs in distributor warehouses, while the manufacturer ignored near-expiry products. After phone interviews with multiple distributors, New Distribution found a common complaint: the manufacturer forced heavy shipments, terminal sell-through was slow, and large amounts of inventory were nearing expiry, with no solutions or measures provided by the manufacturer.
赵波、袁来How Much Room for Survival Do Distributors Really Have in the Future?
Distributors are increasingly squeezed by modern logistics, direct manufacturer-to-retailer delivery, and the rise of e-commerce. The key to survival lies in maintaining cost advantages through specialization, which involves focusing on specific product categories, customer segments, or sales methods, despite the challenging transition period.
潘文富Distributors: What Problems Should Be Solved After the Spring Festival Peak Season?
As the Spring Festival peak season winds down, distributors must shift focus from sales to post-holiday management. Key tasks include clearing excess inventory, settling payments, negotiating annual contracts, reviewing last year's performance, planning off-season promotions, and adjusting sales teams to ensure sustainable business.
黄静8 Upgrade Strategies for FMCG Distributors at 4 Stages
This article discusses how FMCG distributors at different sales scales can upgrade their businesses. It categorizes distributors into four stages based on sales volume and provides specific strategies for each, emphasizing internal management, product selection, and exploring new models like unified warehousing and B2B platforms.
赵波 袁来How to Make a 2018 Distributor Development Plan?
This article provides a step-by-step guide for distributors to create a development plan, covering aspects such as setting time frames, involving multiple stakeholders, defining goals, breaking them down, and establishing supporting mechanisms. It emphasizes the importance of regular reviews and contingency planning to adapt to changing circumstances.
潘文富Pre-Holiday Musings: Dealers, No Need to Worry, Spring Will Still Bloom After the Holiday
The article addresses the anxiety of traditional distributors in China as they face declining profits and the threat of B2B platforms. It advises them to embrace change, leverage local advantages, and transform into regional platform operators to thrive in the new era.
重庆老江Traditional Terminal Marketing Is Dead! A Detailed Analysis of the Direction of New Terminal Marketing Innovation in 2018
China's physical retail industry is in its early development stage with low circulation efficiency and a lack of top-tier brands, while e-commerce-driven virtual retail infrastructure has taken shape. The essence of new retail is to improve efficiency and create value, and traditional enterprises must adapt by embracing new-generation consumers, upgrading products, and innovating terminal strategies.
程绍珊Most Companies That Rushed Ahead Since Salt Reform Have Become Cannon Fodder
Since the salt industry reform, some wholesale enterprises have suffered losses of about 40%, while production enterprises have lost 10%-15%. In the fierce competition, the first year of the reform has passed, but cross-regional operations are frequently blocked, and the separation of government and enterprise remains a key challenge.
郭煦