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 97 of 193
Distributor's Way of Business: One Hand on Channels, the Other on Brand—Huang Junjun's Unique Approach
For distributors, company growth depends on management mechanisms, and the leader's personal qualities determine the company's direction and model. While older-generation distributors built authority through integrity and courage, younger ones like Huang Junjun leverage new-era thinking to analyze the market from fresh perspectives and create unique operational styles. As a young distributor, Huang Junjun has unique insights into all aspects of operations, which he gradually puts into practice, growing his company Hunan Yuecheng Trading under his management.
朱秀男Product Selection Isn't That Complicated!
Distributors' ideal state is to make money while sitting still, but times have changed. This article provides practical advice on how distributors can select winning products by considering profitability, manufacturer support, channel fit, and consumer trends, using examples like the success of 'Little White Milk'.
澄韵How Can B2B Distributors Doing Regional Joint Distribution Achieve Business Profitability?
After nearly four years of market education from 2014 to 2017, almost all distributors of a certain scale have begun to realize the need to embrace the internet and upgrade their businesses. For regional distributors with limited individual capabilities, forming alliances and engaging in joint warehousing and distribution for urban logistics is recognized as the best transformation path. However, while the potential for joint warehousing and distribution is vast, many distributors find that the single business model leads to long financial payback periods, clear revenue ceilings, and insufficient profitability without large-scale traffic, making it feel like jumping into a fire pit. This article discusses how distributors can expand their business after implementing joint warehousing and distribution to achieve stable returns.
赵波The Winter of Beijing's FMCG Industry
Initially, they continuously supplied nourishment to the city; now, as winter arrives, the cold forces them to leave. This article tells the story of dealers and distributors in Beijing facing challenges such as demolition, rising warehouse costs, and the rise of B2B platforms, leading to a decline in their numbers and profitability.
刘少德Ten Major Challenges in Distributor Operations and Management!
The domestic market calls for 'marketing expert' type distributors, but unfortunately, such distributors have not truly emerged. There are two reasons: first, the overall market environment makes it difficult to cultivate such distributors due to insufficient trust between manufacturers and distributors, leading to both cooperation and restraint. Even if ultra-large distributors with sales exceeding one billion yuan appear, it is only an expansion of scale, not a fundamental change in their functions. Second, distributors are unwilling to position themselves as such; they feel that building a market for others' products is like making a wedding dress for someone else. Therefore, after making their first pot of gold, some distributors either move upstream to develop their own products or downstream to open their own supermarkets. Few focus on the present.
陈志平Three Cases Tell You How Distributors Can Become Regional Kings
Rather be a big fish in a small pond than a small fish in a big pond. Small fish are always easy to be eaten by big fish. Only kings and leaders have the right to speak and have more resources and opportunities. Distributors concentrate their strength (customers, channel networks, reputation, capital, government and public sector relations, etc., while internal management and external market management levels gradually reach or even exceed some production enterprises) in a certain region, or focus on becoming a 'distribution tycoon' in a certain type of channel, setting up an insurmountable moat for upstream manufacturers in the monopoly of local resources.
New DistributionPerformance-Driven Deep Distribution Is a Poison to Brands!
The formation of China's FMCG giants has always been built on the dividends of a channel empire where terminals reign supreme. Once, many domestic experts loudly proclaimed that channels were not king, but brands were; however, the JDB case of changing its brand name slapped these experts in the face. Looking back at thirty years of marketing in China's FMCG industry, before 2013, almost no one thought that performance growth was difficult; at worst, three moves would work every time: first, use big guns; second, tighten the spring; third, launch new products.
方刚Not All Distributors Can Open Retail Stores
Distributors often find their own business tiring and envy those who make easy money, leading them to consider opening retail stores. However, few succeed due to differences in professionalism, talent, cost control, customer interaction, patience, and service awareness.
潘文富Yanghe Builds Full Marketing System, Imports Over 70,000 Outlets in Shandong: A Bold Move for Direct Terminal Control?
Yanghe is advancing its 'Yanghe SFA' system to integrate terminal sales data, clarify manufacturer-dealer roles, and transform distributors into delivery partners. In Shandong alone, the system has been rolled out to 70% of terminal outlets, targeting over 70,000 locations, marking a strategic step toward direct terminal control and deeper national expansion.
云酒团队Cutting 407 SKUs and Focusing on Big Single Products: Can Great Wall Solidify Its 'National Wine' Foundation After Short-Term Pain?
On November 13, COFCO Wine's Great Wall Wine Division issued a notice to eliminate 407 SKUs under the Great Wall brand, aiming to streamline its product line and focus on key products. This is the first major move by new general manager Li Shiyi, who took office nearly two months ago, and it is expected to cause short-term pain but may help the brand recover in the long run.
New Distribution6.2 Million Mom-and-Pop Stores, an 11 Trillion Yuan Market That Capital Cannot Shake, but Distributors Value!
For distributors, controlling the terminal means conquering the market. In the new retail era, more and more distributors are shifting their focus: some are exiting hypermarkets, some are entering convenience stores, and some are venturing into mobile internet for their first online business. But what they have never given up on are the 6.2 million mom-and-pop stores nationwide, which account for 40% of retail channel shipments. For volume-driven products, these stores scattered across every corner of the city are their best destination. More importantly, for third- and fourth-tier cities, towns, and rural markets, mom-and-pop stores are like convenience stores in big cities, becoming an essential part of the community.
冷冻君Making the "Off-Season" Hot and the "Peak Season" Hotter: A 360-Degree Guide for Distributors in the Off-Season
Every season, various data points stimulate distributors, but many new products disappear from the market shortly after. Experts say that less than 1% of the tens of thousands of new products launched each year survive, not because they are better, but because their sales teams know how to adjust product layout and structure. In the off-season, mastering these practical strategies can help you boost your business.
New DistributionAs Year-End Approaches, How Can Distributors Break Free from the 'Sales Target and Inventory Pressure' Trap?
As November arrives, distributors face a post-'Golden September, Silver October' sales slump and year-end inventory pressure from manufacturers' sales targets. To navigate this vacuum period and Q4 sales targets, distributors must balance task completion with inventory management, using strategies like profit planning, channel optimization, and rational product selection to turn pressure into motivation.
刘会博 李晓霞Is the Spring for Soy Milk Really Coming?
I favor soy milk because in the current beverage market, every protein drink has reached its peak, with leading brands like Lulu Almond Milk, Six Walnuts Walnut Milk, Coconut Palm Coconut Juice, and Yinlu Peanut Milk. Soy milk itself is China's national drink—soy milk that has been popular for thousands of years—yet no truly significant soy milk brand has emerged. As an ancient poem says: "Beside the sunken boat, a thousand sails pass by; before the sick tree, ten thousand trees spring to life." There are many beverage subcategories; some are indeed in decline, while more are bursting with unprecedented vitality...
刘鹏Six Major Pain Points, Ten Ways Out... How Can Alcohol Distributors Break Through in the Era of Polarization?
Alcohol distributors enjoyed comfortable days during the golden decade of baijiu, but as the industry entered a deep adjustment period, only those associated with national famous brands like Moutai and Wuliangye or strong regional brands are doing well, while the vast majority are struggling. The industry is now experiencing severe polarization among distributors, leading to a lack of vitality and a widening Matthew effect.
唐江华Exclusive Serial: Offline Sales Secrets of Top Consumer Goods Companies (Part 2)
This episode focuses on a crucial metric in the FMCG industry: 'distribution rate'. It explains why distribution is essential for sales, how top companies collect and analyze distribution data, and the importance of real-time, multi-dimensional reporting for effective management.
刘昭Panel Discussion: How Can Distributors Leverage Centralized Warehousing and Distribution for E-commerce Transformation?
At the 3rd FMCG + Internet Conference hosted by New Distribution on November 8-9, 2017, in Chongqing, industry leaders discussed how distributors can use centralized warehousing and distribution (统仓统配) to transform their businesses for e-commerce. The panel, featuring logistics and software executives, debated whether distributors should build their own logistics capabilities or partner with specialized providers, emphasizing cost reduction, efficiency, and the importance of trust and scale.
New DistributionXinjiang Tycoon Wang Yifang Stops Being a Distributor: Turns Out This Way Makes More Money!
In the leisure baking circle, Wang Yifang is widely known for his active presence. Despite being based in the remote northwest, he stays engaged with the mainland through frequent visits, earning a reputation for being innovative and daring. Now, he has established multiple branch companies and terminal experience stores in Xinjiang, and has turned Urumqi Jinyibo Trading Co., Ltd. into a strong supplier for major supermarkets, with annual sales nearing 200 million yuan. Recently, he has pioneered a new model: transforming from a traditional distributor into a channel service provider.
New DistributionOffline Sales Secrets of Top FMCG Companies (Part 1)
In the FMCG industry, competition is fierce and product differences are minimal, making it hard to distinguish between Pepsi and Coke or various liquors in blind tastings. To stand out, companies rely on product marketing and offline sales. Field 365 has summarized some offline sales secrets from top FMCG companies, starting with the concept of 'channel intensive cultivation' (通路精耕), which involves fine-grained management of all terminal stores and distributors, but requires a scientific management system to implement effectively.
刘昭Is Transforming from Distributor to Service Provider Another Viable Path?
Distributors are increasingly bewildered by new retail and e-commerce platforms, questioning whether their business still has a future. However, opportunities persist if they adapt to market changes, and one promising direction is leveraging local resources and relationships to transition from a pure product distributor to a comprehensive service provider for retailers, peers, and manufacturers.
潘文富Panel Discussion: Facing the Onslaught of Internet Giants, Do Distributors Still Have a Chance to Build Their Own Platforms in Regional Markets?
At the 3rd FMCG + Internet Conference held in Chongqing on November 8-9, 2017, industry leaders discussed whether regional distributors can still build their own platforms amid the rise of internet giants. The panelists shared their experiences and strategies for transformation, emphasizing the importance of leveraging local advantages, collaboration, and the '+Internet' approach over 'Internet+'.
New DistributionIn Practice: Just These 12 Steps, a Novice Sold New Products Worth 3 Million!
Zhang, a food distributor in Nanjing, primarily handles Mengniu milk and local snacks, with annual sales around 30 million yuan, 70% from milk. Due to short shelf life and low profits, he chose a sauce-flavored liquor brand from Maotai Town, Guizhou. With effective market promotion and manufacturer support, he achieved sales of 3.68 million yuan in the first year.
刘杰12 Illusions of Unsellable Products That Could Fool Distributors for a Lifetime!!
Products that don't sell at the terminal simply mean 'God doesn't pay.' Why doesn't God pay, or why does God pay someone else instead of buying your product? Our research found that under the following 12 circumstances, products are likely to fail to sell: 1. Customers are 'captured' by competitors. 2. Your brand is not in the customer's consideration set. 3. Customers don't see your product. 4. Customers think your product can't meet their needs. 5. Customers think your product has defects. 6. Customers think your product's price is not worth it or too low.
New DistributionQianmi Network Founder Shi Zhengchuan: Empowering Distribution, Connecting You and Me
At the 3rd FMCG + Internet Conference held by New Distribution on November 8-9, 2017 in Chongqing, Shi Zhengchuan, founder and chief product officer of Qianmi Network, shared his insights on empowering distributors through cloud-based software, emphasizing a decentralized future for business and the importance of addressing real pain points beyond ordering.
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