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 95 of 193
Why Is Wanglaoji's Herbal Tea Shop Not Reliable?
After a five-year legal battle with JDB, Wanglaoji officially announced in December 2017 that it would open physical herbal tea shops. While many praised this move, the author argues that despite the logical category extension, Wanglaoji's herbal tea shops are not reliable due to overambitious expansion plans, supply chain challenges, and a mismatch with young consumers' preferences.
袁来Attention! In 2018 Business Visits, These Six Phrases Are Wrong the Moment You Say Them!
In store visits, especially those by frontline salespeople, failing to control and optimize sales behavior and language, and lacking deliberate practice over years, can halve a salesperson's growth rate. The mistakes salespeople make in speech are not limited to the six phrases mentioned here, but these six are more insidious in their logic. The first: 'Boss! How's business lately?' Many salespeople like to start their routine visits with this phrase...
黄润霖The Dealer's Survival Manual
This article outlines key laws for dealer growth, transformation, manufacturer-dealer relations, family business management, and fate, emphasizing the need to avoid the founder's trap, transition from a businessperson to an entrepreneur, and adapt to market changes to survive.
刘春雄Practical Case: Build Distribution, Organize Teams, Set Standards, Execute Well – A Step-by-Step Guide to Covering 11 Townships in 20 Days!
Distribution, also known as market coverage, is a series of processes to persuade retail terminals to stock a company's or distributor's products, and is a collaborative activity between companies and distributors (or distributors and sub-distributors) to open markets in the short term. It is the most direct and effective method for introducing new products, occupying terminal channels, and increasing market coverage, and is an important foundation for rapid market launch. Typically, distribution campaigns have three characteristics: short duration (county-level township markets can be covered in 20-30 days), high speed (requiring concentrated human, material, and financial resources for efficient and rapid market development), and multiple methods (using distribution突击 teams, free tastings, prize giveaways, etc.).
徐涛How Should Distributors Build an Internal Employee Entrepreneurship Platform?
Assuming that internal entrepreneurial projects are all good, the most critical factor is the people. No matter how favorable the timing and geographical advantages are, without good people and teams to operate, it won't work. All things in the world are done by people, and people with different abilities and responsibilities achieve different results, so everyone values the human factor in business operations. The concept of internal entrepreneurship platforms has been prevalent in the corporate world in recent years, and we are familiar with it. For example, Wangpin Group's Lion King Plan, Handu Yishe's small group system, and Haier's internal entrepreneurship incubation model are all successful cases, but there are also unsuccessful ones, such as Huawei's 'Harbor Bay' incident. So how exactly should an internal entrepreneurship platform be built?
马方Profiles of Moutai Speculators: Dealers and Insiders Engage in Left-Hand-to-Right-Hand Deals
An investigative report on the various types of Moutai speculators. The factory price of 53-degree Feitian Moutai was raised from 819 yuan to 969 yuan per bottle, the retail price ceiling from 1,299 yuan to 1,499 yuan, and the previous out-of-plan price of 999 yuan per bottle was abolished. Having reported on the baijiu industry for nearly two years, I have seen that the turmoil over Feitian Moutai prices has never subsided and is intensifying. One cause of the dispute is the gap between real market prices and the manufacturer's set prices, which has created more and more myths of overnight wealth.
吕进玉How Should Distributors Transform into Local Logistics + B2B E-commerce?
During visits with distributors across the country in 2017, the New Distribution team found that almost all distributors shared a common feeling: business has been tough in the past two years. A distributor friend with annual sales of around 50 million yuan in food and beverages told New Distribution: the bigger the business, the less money it makes. As regulations tighten, labor costs rise. Everyone talks about B2B, but they don't know how to start or how much it can help their business. In the past, working harder and doing more tiring work could indeed earn some money, but manufacturers' tasks increase year by year while cost investments decline, leading to fines for unmet tasks and huge market investments to complete them, resulting in no profit at year-end.
赵波 袁来From Beer Distributor to Billionaire in 10 Years: The High School Dropout Who Built a Retail Empire
Zhang Xuansong, a high school dropout, started from manual labor and became a beer distributor, then opened a small grocery store. He defied the odds to become the head of China's hottest supermarket chain, Yonghui Superstores, with nearly 700 stores and annual profits of 36.7 billion yuan. He now owns a private jet worth 123 million yuan, with Jack Ma and Liu Qiangdong eager to partner with him.
New DistributionTen Major Marketing Challenges for Distributors: Solutions Revealed!
Distributors face various marketing challenges, including dealing with manufacturers' sales managers, selecting new products, driving repeat purchases, and managing promotions. This article provides practical solutions, emphasizing principles like data-driven communication, prioritizing quality and brand in product selection, and maintaining price stability over volume.
司胜军Master Rebates, Case Pick-Up, Free Goods... Eight Channel Promotions to Win the Year-End Market!
In the food industry, there is a 'golden rule' that 'no promotion, no sales,' meaning that without promotions, channels and terminals will not proactively stock or push products, leading to reduced loyalty and lost market share. To counter this, food companies must employ effective sales promotions. This article outlines eight practical channel promotion tactics for the year-end market to help industry peers succeed.
New DistributionDiligence, Digging, and Dosing: How to Win Over Stubborn Dealers!
In sales development, hitting a wall is not shameful; being repeatedly stung by the same thorn is. Grassroots sales is a job of enduring all kinds of treatment and relying on others, and without years of thick-skinned practice on the front lines, you can't become that 'indestructible, clanging copper pea.' Stubborn dealers are the most headache-inducing, but also the most endearing, because they are the least inclined to think. Their rejection tactics and even language patterns are always the same, as they just want to get rid of you quickly, using the safest and most conservative phrases. To win them over, you need the seven-character strategy: diligence, digging, and dosing, plus a final reminder not to ask for too much.
黄润霖Second Year of Salt Reform: Salt Bureaus Abolished, Why Are 'Salt Seizures' Still Frequent?
The salt reform has entered its second year. According to the reform timetable, the separation of government and enterprise should have been completed in 2017, which is the fundamental goal of the reform: to ensure a fair competitive environment in the salt market. In the final months of 2017, provinces and cities frequently announced the abolition of salt bureaus and the completion of function handovers. However, in 2018, foreign salt still faced 'advance registration and preservation' treatment. The 'salt seizure' incidents have made salt manufacturers and distributors anxious—could the reform be 'delayed'?
淀粉Post-80s Wine Merchant Starts with 10,000 Yuan, Reaches 10 Million in 3 Years—Why Is He Called the 'New Product Trendsetter'?
Sun Yaochi, a post-80s general manager of Kaifeng Shengyu Xiang Trading Co., Ltd., started his wine business with only 10,000 yuan in 2012 and achieved annual sales of over 10 million yuan by 2015. Known for his ability to spot and launch new products successfully, he has been dubbed the 'New Product Trendsetter' in Kaifeng's wine industry.
云酒The Basic Sequence for Distributors to Assess Employees
During normal work, companies must assess employees' actual work status and results to determine performance pay and promotions. Assessment is divided into two levels: behavior and attitude, and work quality and results. This article focuses on the work level. Traditional assessment methods often set targets from the start, but this can lead to negative cycles. The proposed sequence is: first assess technical skill mastery, then standardized execution, then work results, and finally innovation.
潘文富Ultimate Terminal Distribution Script! Manufacturer + Distributor + Salesperson + Secondary Wholesaler + Terminal + Distribution = 100% Success!!
Getting new products to the terminal and in front of consumers is key to a successful launch. Based on new product promotion experience, I've summarized common communication techniques and methods below, hoping to spark further ideas: 1. Store owner: "This new product isn't the best in your line, why should I stock it?" Salesperson: "Boss, not every product is the best in its category, but each tier has its own consumer base, and every product we offer can genuinely increase your profits. Just like cars: Mercedes has its buyers, but Santana still has plenty of riders—and more of them."
New DistributionHow Should Distributors Cleverly Handle Manufacturers' Pressure to Stock Up?
During training sessions with many manufacturer distributors, some distributors often complain about manufacturers pressuring them to stock up excessively to boost market share and meet sales targets. Since regional market capacity is limited, overstocking can lead to inventory pile-up and cash flow issues, leaving distributors in a dilemma. This article explores how distributors can tactfully respond to such pressure.
崔自三2018's Most Comprehensive Display Principles and Techniques!
The display of terminal products directly affects product sales and image presentation. The author summarizes the nine-character policy for terminal display, ten display standards for stores, and eighteen display rules for beginner, intermediate, and advanced levels, systematically elaborating on the standards and details of terminal display, which are also the most basic requirements for display. Although there are many display rules, they are not 'restrictions' but rather 'guidance' accumulated from science and practical experience. 'The subtlety of application lies in the mind,' so they can be flexibly applied according to specific situations and should not be taken dogmatically.
New DistributionWhen Young People All Go to Deliver Packages and Food, Who Will Do the Distributor's Work?
On December 28, major members of the Cainiao Alliance held their annual meeting in Tonglu, Zhejiang, known as China's express delivery hometown. The meeting issued an initiative for 2018 to improve courier treatment and dignity, and enhance delivery service capabilities to ease end-point pressure. While pay raises for couriers are good, the question arises: when couriers and food delivery riders earn more than sales representatives, can distributors still recruit sales staff? This is not speculation but a real problem troubling distributors in recent years.
新经销团队Key Opportunities Distributors Should Seize in 2018: Difficulty Equals Opportunity!
For distributors, the current period is both the most difficult and the period of greatest opportunity. If they continue with old thinking, old models, old products, and old methods, they will certainly encounter many problems. However, if they can clearly see the current market environment, accurately grasp market changes, and promptly reform with new ideas, adjust models, organize new products, and adopt new methods, distributors face enormous opportunities. Distributors must recognize that the market and operating environment have changed. Enterprises must adapt promptly to changes; transformation brings new opportunities, while stagnation leads to losing development opportunities.
鲍跃忠Three Taboos for Distributors in 2018
Time flies, and even without batteries, it keeps moving; 2017 is about to pass. Due to work, I came into contact with nearly 5,000 liquor and food distributors in the outgoing year, and after compiling data and information from these interactions, I found that nearly 80% of distributors are no longer profitable. How should these distributors face and change in the upcoming 2018? In the market environment, marketing environments are divided into macro marketing environments and micro marketing environments. The macro marketing environment is what distributors...
师顺宽Year in Review: The Top Ten "Mosts" in China's FMCG Industry in 2017
As 2017 draws to a close, we are about to welcome the new year of 2018. In the FMCG industry, what impressive events occurred in 2017? Today, we have compiled the top ten "mosts" in China's FMCG industry for 2017 to share with our readers. The "most daring" move: Uni-President implemented a zero-inventory strategy, not requiring shipment growth in 2017.
新经销团队Distributors Quit at Will: What's Behind This Caprice?
Nine out of ten distributors report that they didn't make money in 2016, and despite hopes for a better 2017, business hasn't improved as the year draws to a close. Products painstakingly distributed in the first half of the year suddenly stopped selling in the second half, leaving some distributors breaking even and others operating at a loss. With a poor macro environment and heavy pressure from manufacturers, many distributors are at their breaking point, willing to abandon manufacturers with no future prospects. Many distributors are open to taking on differentiated products. If this were an isolated case, it could be seen as an exception, but as this phenomenon becomes more widespread, it warrants deeper reflection.
New DistributionSoy Milk Industry Heats Up: Silk American Soy Milk Makes Waves
The billion-yuan soy milk market has entered a period of rapid growth. In 2017, soy beverages became the hottest drink category in the FMCG industry, with major brands like Vitasoy, Dali, VV, and Tianwo entering the market, stirring up the once-calm soy milk sector. Recently, Yili also launched its soy milk brand 'Zhixuan' to seize market share, while numerous second- and third-tier companies are jumping on the bandwagon to capitalize on the industry's growth. With a billion-yuan opportunity at stake, the 'soy milk positioning battle' is fiercely competitive.
New DistributionMoutai Raises Prices! Chairman Warns Distributors: Don't Speculate, Let Consumers Drink
Moutai has announced a price increase of about 18% starting in 2018, breaking its previous stance on price control. Chairman Yuan Renguo urged distributors not to drive up market prices, emphasizing that Moutai is for drinking, not speculation.
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