NEW DISTRIBUTION RESEARCH TOPIC
What structural changes are reshaping China’s FMCG channels?
Analysis of distribution restructuring, channel economics, and the changing roles of brands, distributors, and retail outlets in China.
Related research and analysis
2301 articles · Page 50 of 96
Six Steps to Classic Terminal Reorders: Bookmark This!
The success of new market development and new product launches is marked by secondary wholesalers and terminal retailers making repeat purchases (reorders) through cyclic restocking. Achieving reorders in new markets or for new products is not simply a second purchase; it results from consumer acceptance and initial brand loyalty, as well as the trade's confidence in the company and its products. To achieve reorders, six steps are required: selection, positioning, training, inducement, control, and persistence.
New DistributionEmbrace These Mindsets to Go Further as a Salesperson!
Mindsets determine thinking, which guides actions, forming habits that shape character and ultimately decide destiny. For salespeople, essential mindsets include believing in your ability to win, finding opportunities in difficult markets, taking personal responsibility, executing key actions, leveraging team strength, practicing empathy, upholding professional ethics, avoiding frequent job changes, treating sales as a career, and maintaining positive thinking.
New DistributionFang Gang: New Beer, New Marketing, New Future
My topic today is six words: new beer, new marketing. Of course, the keyword for today's forum is "craft beer." I didn't use "craft beer" in my title because the definition of this term is interesting. Many media, consumers, and even employees of large companies have a similar question: What is craft beer? Why has the concept of craft beer surged in China in the past two years? More interestingly, during this year's Chengdu Spring Sugar Fair...
方刚Manufacturer-Dealer Joint 'Six-Step' Approach: Rapid Distribution to Capture the Peak Season Market!
Statistics show that new products launched by manufacturers each year account for 20%-25% of total sales, prompting annual new product introductions to boost yearly performance. As regional performance leaders, dealers must grow with manufacturers, making new product launches and distribution a key focus. With a success rate of only about 2%, product selection is crucial for successful market entry and determines a dealer's growth and profitability. This article outlines four directions and eight factors for product selection, along with a six-step process for joint manufacturer-dealer distribution.
翁文添While Other B2B Platforms Are Racing Ahead, Why Does Zhongshang Huimin Choose to Cultivate Its Market?
Zhongshang Huimin, one of the earliest players in the FMCG B2B sector in China, has covered 22 provinces and cities, with over 200,000 square meters of self-built warehouses and more than 550,000 retail points served. In 2017, its GMV reached nearly 10 billion yuan. While industry giants like JD.com and Yijiupi are expanding aggressively nationwide, Zhongshang Huimin has chosen to stop opening new markets and focus on refined operations in existing ones.
刘少德The Real Difference Between Third-Rate and First-Rate Salespeople!
Third-rate salespeople wait for their salary without initiative, blame external factors for poor performance, and frequently change jobs. Second-rate salespeople are proactive and money-driven, focusing on immediate gains. First-rate salespeople look beyond immediate profits, focusing on market strategy, long-term customer relationships, and personal growth, often leading to entrepreneurship or management roles.
New DistributionWhat Is the Lifeline of the Terminal Battle? Display! Display! Still Display!
As the saying goes, 'Those who win the terminal win the market,' but this is far from simple. Even with a good terminal, challenges remain, such as promotion enthusiasm, consumer self-selection rates, and display techniques. Often, the seemingly insignificant display becomes the key to terminal success: in consumer goods, especially FMCG, the quality of product display is the 'last mile' to sales, as impulse purchases are easily influenced by the external shopping environment. Now that we are entering mid-May, the peak season, it is necessary to discuss display.
New DistributionCan Terminal Stores Take the Initiative to Order on Their Own?
When we shop online, we place orders ourselves; but in physical stores, like clothing shops, salesclerks help customers place orders, and in restaurants, waiters take orders. Whether customers should place orders themselves or sales representatives should do it for them depends on the specific context. In the FMCG industry, terminal stores typically have sales reps place orders on their behalf, known as 'visit sales' or 'vehicle sales'.
New DistributionBrands Raise Prices, Terminals Discount: How Hard Is It for Domestic Beer to Actually Raise Prices?
As temperatures rise and beer enters its peak sales season, Beijing Business Today reporters found that domestic beer brands have launched promotional campaigns before the peak season. Despite collective price increases by Yanjing, Tsingtao, and Snow at the beginning of the year, terminal discounts remain significant, reflecting the difficulty of real price hikes amid years of declining sales and profits.
薛晨Big News: JD New Channel Fully Opens Online Stores, and Not Just Store Owners Benefit!
Recently, the author received a tip from industry insiders that JD New Channel is quietly moving numerous offline mom-and-pop stores online. After checking JD New Channel's WeChat official account, the author learned that the "online store" system, previously only available to JD convenience stores, is now being promoted to all JD ZhangguiBao users, and it is likely to become an important marketing platform for JD New Channel during this year's 618 shopping festival.
新经销团队Salespeople's Key to Boosting Performance in 2018: Distributors Can Use It Too!
To contribute to sales growth, focus on key sales indicators and persistently do simple things well. This article outlines four key indicators for sales success and emphasizes the importance of full-item sales and effective distributor visits.
New Distribution2018 Consumption Trends Report: How Different Are the 70s, 80s, and 90s Generations?
The 70s generation contributes the most to consumption, while the 90s generation is growing rapidly. The 90s lead mobile internet trends, while the 70s and 80s still rely on offline consumption. Consumption in second-, third-, and fourth-tier cities is rising quickly, with Guangdong, Beijing, and Shanghai leading in total contribution.
New DistributionExclusive | A Comprehensive Overview of Promotional Activities on Mainstream FMCG B2B Platforms!
In the past, upstream brand owners had to rely on regional distributors and sales staff to communicate promotional activities to retail stores in person, which often led to information loss or miscommunication. FMCG B2B platforms, as information aggregation hubs, break this traditional one-on-one communication model, enabling one-to-many, 100% precise reach. This article reviews the various promotional formats currently used by mainstream FMCG B2B platforms, offering a reference for brand owners, B2B platforms, and distributors.
新经销团队No Display, No Sales! 4 Steps + Display 43521 Formula: Have You Mastered These Essentials?
The quality of product display directly affects the success of brand cultivation. Research shows that most consumer purchases are unplanned, and eye-catching displays can stimulate purchase intent. This article introduces the 'Display 43521 Formula' and four key steps for effective shelf placement.
New DistributionIn a Red Ocean Dominated by Oligarchs, How Does Le Chun Yogurt Win?
FMCG products are characterized by high consumption frequency, short usage cycles, and a vast consumer base, making the industry a huge market. However, with many players vying for a share, success is challenging. Le Chun Yogurt, a later entrant, has thrived by innovating its business model, shifting from a resource-driven to a user-driven approach, which has enabled it to sell over a million boxes monthly at premium prices.
木小豆After Years as a Distributor, Do You Really Know How to Plan Routes? Do You Really Understand Your Outlets?
Although the straight line between two points is the shortest, it is not necessarily the fastest. In a broad sense, the outlet is the last link in the chain from manufacturer to consumer; in a narrow sense, it is the retail location where consumers purchase goods, where products meet consumers and exchange for money. Outlets have significant commercial value, such as shortening distance, providing convenience, offering speed, and promoting purchases.
New DistributionAlibaba VP Recalls Early Store-Visiting Experience: No One Can Succeed Casually
On April 27, Alibaba Vice President and General Manager of Retail Link Lin Xiaohai shared his early experience of delivering goods by tricycle at the first Retail Link City Partner Conference, encouraging partners to persevere and achieve new success in the new fiscal year. Retail Link is the world's largest one-stop store procurement platform, with one million small stores purchasing through it, meaning one in every six stores in China is a Retail Link contracted user. With over 4,000 staff, Retail Link carries forward the 'Alibaba Iron Army' spirit, tasked with expanding small stores, selling selected products, and providing value-added services.
林小海JD New Channel Officially Launches Joint Warehouse and Distribution System
Recently, Zheng Hongyan, Vice President of JD Group and President of JD Mall's New Channel Business Unit, announced that JD New Channel will launch a new joint warehouse and distribution system to comprehensively upgrade channel efficiency. As the only company in the world with six logistics networks covering small/medium items, large items, cold chain, B2B, cross-border, and crowdsourcing, JD Group accelerated the deployment of its fourth logistics network—B2B logistics—in 2017 to better meet B-end order demands. To adapt to the rapid growth of small B business, under the principle of 'integrated openness' and with the goal of restructuring the 'cost, efficiency, and experience' of the channel, JD New Channel is introducing a new warehouse and distribution solution, co-building a 'joint warehouse and distribution' system with brand owners and channel distributors as a supplement to JD's existing B-end exclusive logistics.
New DistributionFMCG Terminal Channel Classification Overview! Understand 10 Major Categories and 60 Segmented Markets in 3 Minutes!
Multi-channel distribution has always been at the forefront of the FMCG market. This article details the 10 major categories and 60 terminal channels in the FMCG sector, providing a comprehensive reference for sales and distributor teams.
New DistributionAfter New Product Distribution, Why Do Nine Out of Ten Fail? Have You Considered These Reasons?
In the process of introducing new products to regional markets, the effectiveness of the initial distribution and whether it meets expectations are often key factors determining success or failure. Many distributors can distribute quickly, but market activation is slow. Once products don't sell, it leaves a bad impression on retail stores, affecting long-term relationships and making future distribution difficult.
New DistributionNo Display, No Sales! 4 Steps + Display 43521 Formula: Have You Mastered These Essentials?
The quality of product display directly affects the success of brand cultivation. How can products be more vividly presented to consumers, making them easy to identify, attracting attention, and thus gaining more purchase opportunities? Research shows that consumer purchasing behavior is largely unplanned—seeing the product in person triggers a decision to buy. Vivid display can enhance product presentation and stimulate purchase intent. In other words, product display is the last chance to drive sales; only products that capture customer attention will sell.
方刚How Can Traditional Salespeople Use WeChat to Build Terminal Customer Relationships?
In the mobile internet era, the use of instant messaging tools in sales ensures faster task completion, and the casual nature of WeChat reduces people's resistance to work, fundamentally changing the way people interact. Salespeople conducting terminal visits emphasize the eight-step visit process and customer relationship building as basic skills. The eight steps include preparation, polite greeting, store inspection, display improvement, product promotion, purchase promotion, review and summary, and recording and reporting. The four stages of customer relationships are: no conversation, only formal talk, normal communication, and open conversation.
方刚Gionee's Debt of 10 Billion: The Layoff Notice Reveals a Company's Character!
In his endorsement, Xue Zhiqian claimed Gionee phones were 'absolutely great,' but in 2018, Gionee couldn't seem to get better. According to Southern Metropolis Daily, Gionee is facing an unprecedented cash flow crisis, with suppliers taking it to court, assets frozen, and debts reaching 10 billion yuan. Of course, as is often the case, when a company is in crisis, it must cut its losses, making 'layoffs' the HR department's most important task. Gionee is laying off 50% of its staff, but its final act of kindness is a dignified separation.
New DistributionA Salesman Fired His Distributor Boss, and His Reason Won Millions of Likes from Peers!
Remember the saying, "The world is so big, I want to see it"? A resignation letter citing that reason once sparked heated discussion. Not long after, a salesman decisively fired his boss with just a few words. His resignation reason was even more thought-provoking, earning admiration from peers. The endless stream of resignation reasons has left many bosses overwhelmed, and "too embarrassed to chase payments" has stirred up waves, bringing dual pressures of personnel costs and bad debt losses to food industry bosses, sparking a heated debate about debt collection.
New Distribution