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 94 of 193
JD New Channel Suspected of Entering the Restaurant B2B Market!
JD New Channel is reportedly entering the restaurant B2B market, targeting small and medium-sized restaurants with a one-stop procurement platform. The move comes as the restaurant supply chain, valued at nearly 900 billion yuan, remains traditional and ripe for disruption.
肥鱼Mengniu and Six Walnut distributors 'moonlight' in urban distribution: How did they get local peers to put their goods in their warehouse within six months?
FMCG distributors are caught between a rock and a hard place, facing competition from foreign and regional convenience store chains on one side and e-commerce giants on the other. New Distribution has been helping distributors upgrade their channel digitization, and in 2018, it will go further into the front-line market to visit successful distributors and share their practical cases on how to navigate the future.
赵波 袁来Distributors, Do You Master the Control Methods for Product Inventory and Turnover Days?
Click the image to sign up. Regarding inventory, every distributor has something to say. Besides year-end factory stock pressure, there are various promotional discounts throughout the year, so most distributors fill their warehouses with goods. However, some distributors find that their products sometimes sell fast and sometimes slow. If they don't stock up, they see others selling while they don't. If they do stock up, sales move slowly. What should they do? We generally assume that all sales data comes from the peak season because sales move fast then, especially for distributors of ice cream and frozen foods.
New DistributionDistributors: Still Doing Useless Work at Year-End? Do You Know What You Should Be Busy With?
As the year draws to a close, distributors must not only follow the pace of their companies, handling product ordering, stocking, and Spring Festival promotion schedules, but also summarize their business performance over the past year and look forward to new plans and goals for the coming year, bridging the past and future to lay a solid foundation for a better start. So, what should distributors be busy with? Have you achieved these goals by year-end? 1. Sales targets: Have the annual sales targets set at the beginning of the year been met? Have the sales targets assigned by the manufacturers you distribute or represent been met, and at what completion rate?
New DistributionZeng Guofan: Those Who Achieve Greatness Are Those Who Endure
This article uses the story of a successful employee and a failed one to illustrate that success comes from enduring hardship wisely, not just suffering. It introduces the concept of 'endurance quotient' and distinguishes between foolish, bitter, and wise endurance, emphasizing that wise endurance is a form of cultivation and strategy.
东方赢How Should Distributors Face the Upcoming War?
The FMCG industry today can be aptly described as 'turbulent times.' In this chaos, distributors seeking a 'way out' face no easy task. Yet, regardless of the outcome, our distributors will resolutely choose to join this war, for not joining means 'waiting for death,' while joining offers a glimmer of hope—after all, 'courting death' is better than 'waiting for death.' However, since we've chosen to join, how do we win? As everyone knows, winning a war requires a sound strategy...
陈晓明Forget It! In the Future, It's Still the Top Big Brands That Will Bring Profits to Distributors!
Recently, the author has noticed many media outlets are pessimistic about big brands, with articles like 'Big brand distributors quit without hesitation' and 'Big brands will gradually be abandoned by distributors.' However, in the author's view, it is still the big brands that will truly bring profits to distributors in the future! The industry is currently in an adjustment period, and it is expected that improvements may come as early as 2018. Let the author explain in detail: Currently, distributors want to eliminate big brands because these brands have high industry visibility and transparent profits, coupled with high sales targets set by manufacturers. Although distributors bear great pressure, they do not receive corresponding returns, resulting in low profits.
New DistributionWhy Is Mengniu Continuously Trying to Deepen Its Internet Channels?
The internet and new retail are profoundly impacting the dairy industry. Mengniu, which rose from a traditional offline distributor system, has never stopped trying to transform itself, continuously adapting to channel changes and making innovative attempts. It launched a WeChat-exclusive product 'Slow Burn' and signed a three-year, 10 billion yuan deal with JD.com.
New DistributionCounty, Township, and Village Market Tactics: First 'Ambush', Then 'Draw the Sword'!
The potential sales in county, township, and village markets are tantalizing, but hidden traps abound. This article outlines ten key scenarios for market development and maintenance, emphasizing the need for thorough research and planning before launching a swift, decisive attack.
刘建恒These Nine Types of Distributors Are in Danger! Here Are Some Survival Tips
With the rapid development of the internet, internet giants have set their sights on the FMCG industry, either building direct terminal delivery platforms or opening their own retail stores. This weakens the advantages of traditional distributors, potentially leaving them without stores to supply or brands to represent, and even turning their carefully cultivated businesses into history. Some distributors in big cities have realized this and are either gradually transforming or building core advantages for survival, but most are still at a loss, some even stuck in confusion and complaint.
陈晓明A Decade in FMCG: Seven Personal Competencies Every Salesperson Should Possess
With over a decade in FMCG sales, the author reflects on the industry's low entry barriers and intense competition, noting that internet giants are now bypassing distributors to reach end consumers directly, signaling an impending industry reshuffle. To survive, salespeople must develop seven key personal competencies: communication, self-control, observation, patience, learning, execution, and analytical skills.
陈晓明How Much Have Manufacturers Improved Over the Years?
After two decades as a distributor and dealing with manufacturers, the author reflects on how much manufacturers have actually improved in their treatment of distributors. While management tools have advanced significantly, the fundamental mindset and management approach towards distributors remain largely unchanged, with distributors still viewed as sales tools or subordinate units.
潘文富2018: Settle Accounts Well and Shift Your Credit Sales Mindset
As the year-end approaches, distributors must prioritize clearing accounts, including outstanding credit debts. This article provides a timeline for debt recovery, shares real stories of distributors dealing with unpaid invoices, and offers strategies for changing credit sales mindsets and implementing control mechanisms.
袁来The Big Pit of "Terminal is King": How Many More "Victims" Will It Bury?
The final push is important, but would China's football team win by fielding ten strikers? Terminals are where products are sold, often called the "final kick," and are crucial. However, overemphasizing terminals can lead to resource misallocation and failure, as marketing is a holistic system.
苗庆显Several Details That Must Not Be Overlooked When Boosting Sales
When it comes to boosting sales, many people immediately think of advertising, consumer promotions, trade promotions, pushing inventory to distributors, or paying for display space. However, there are many other effective methods that are often overlooked, such as category management, solving out-of-stock issues, changing cooperation models, adjusting displays without a budget, and improving the promotional atmosphere. This article explores these details and provides practical advice for enhancing sales.
李政权Inventory Pressure Creates Regional Super Dealers
In offline channel inventory management, whether to pressure dealers with stock has always been a taboo topic. Business owners want dealers to hold less inventory to avoid future problems, yet under the pressure of inventory and cash flow, they also wish to transfer all warehouse stock to dealers. This article tells the story of a dealer who grew from a small business to a regional leader through such pressure, arguing that inventory pressure can actually drive channel efficiency and dealer growth.
黄润霖Sales Personnel: Year-End Sales Push, Three Insights and Experiences on Distributor Management!
As the year draws to a close, sales personnel typically need to arrange distributors' shipping plans for the Spring Festival in advance. Only by paying and shipping early, and stocking up adequately, can distributors and sales personnel enjoy a happy New Year. Every year before the Spring Festival, pushing inventory to distributors' warehouses is routine: it's for performance needs, market needs (to avoid stockouts, which is crucial), and to occupy distributors' funds and inventory. Of course, inventory pushing isn't only done during the Spring Festival; for many sales personnel, it's a monthly task...
蒋军Distributors: If You Wait for the Market to Mature, Where Will Your Opportunity Be?
A fisherman, seeing bubbles that suggested a school of carp, hesitated and jumped into the water to verify before casting his net, only to find the fish had fled. The story illustrates that waiting for perfect conditions means missing opportunities; successful people act boldly on partial information, as conditions only mature through action.
New DistributionWhen the Market Is Tough, Distributors Must Do a Better Job of Customer Relationship Management—Here Are 5 Tips to Take Away!
In 2015, the domestic economy slowed down, and the current overall macro environment is highly challenging. Manufacturers are having a hard time, and distributors are also struggling. In this new competitive landscape, not only is the pace of industry reshuffling accelerating, but it also represents a life-and-death test for distributors. So, how can distributors survive the winter and still develop under the pressure of "survival of the fittest" and "survival of the remaining"? In a sluggish market, customer resources will be even more fiercely contested. To outmaneuver competitors and win a new round of victory, distributors must, under the guidance of manufacturers—or even on their own initiative—proactively and consciously manage customer relationships.
崔自三Distributors: Arranging Internal Training for Employees Is Absolutely Necessary!
The work performance of sales personnel mainly comes from two aspects: work ability and work willingness, which in layman's terms are the technical issue of whether one can do the job and the attitude issue of whether one wants to do it. Of course, no one is born with work ability; it must be acquired through learning and practice. If employees lack work ability, there must be a problem in learning, which can be divided into two situations: 1. The boss does not arrange learning opportunities, and 2. Employees themselves are unwilling to learn.
潘文富Distributors: What Kills You Is Not Stockpiling, but 'Near-Expiry Products'!
The biggest threat to distributors today is near-expiry products, not stockpiling. While some argue that near-expiry products result from stockpiling, the author partially disagrees. The severity is widespread across FMCG categories, with 5% exchange rates being normal and 10% or higher not uncommon, especially for short-shelf-life products. Handling losses are significant, often requiring 'buy one get one free' promotions or even destruction, further squeezing already thin profit margins.
New DistributionYear-End Sales Push: All Efforts Are in Vain Without Winning Over the Terminal!
All year-end sales-boosting measures must ultimately be implemented at the terminal to ensure products reach consumers, preventing market 'backlog'. Therefore, the year-end sales push should start with the terminal. Focus on terminal changes and use promotional combinations, as consumer behavior, hypermarket dynamics, and competitor actions all shift during this period.
辛剑 汪妮Distributors: Only Those Who Eliminate Can Make Money!
A recent survey of FMCG distributors in Guizhou and Chongqing revealed that successful distributors grow by eliminating outdated products, personnel, and channels. This article discusses the directions, methods, and strategies for elimination at the upstream, midstream, and downstream levels, emphasizing that elimination is essential for healthy development and profitability.
New DistributionHow Distributors Manage Their Teams, Vehicles, Warehouses, Finances, Assessments, and Territories
Distributors often work on the front lines, resembling mountain-bandit-style warriors. Many small and medium distributors are versatile, handling delivery, payment collection, negotiation, and unloading, but they often struggle with management. This article outlines eight key aspects for improving distributor management, including vehicle sales visits, business processes, salary structures, territory division, assessment results, commission orientation, bottle return commissions, and driver-salesperson wage structures.
New Distribution