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 51 of 96
What to Do When Terminal Owners Refuse to Stock Up? 10 Core Distribution Strategies to Motivate Salespeople to Hit the Market
When launching new products or conducting routine visits, persuading terminal customers to stock up is a headache for many salespeople, especially newcomers who speak bluntly and often hit walls. In actual sales, we need to employ certain strategies and master sales techniques to effectively stimulate terminal customers' enthusiasm for stocking, increase the probability of orders, and lay a solid foundation for later sell-through.
New DistributionHas the Winter of Convenience Foods Passed? Overall Market Sales Up 0.3% in 2017
Instant noodles, long criticized for health concerns, finally saw a recovery after years of downturn. Meanwhile, another convenience food perceived as high in oil and salt has become a sensation, prompting the question: are convenience foods experiencing a spring revival? The industry is recovering, with instant noodle sales up 0.3% in 2017, and product upgrades are driving growth.
淮纯菊Can't Sell Products? Check If Your Salespeople Have These Five Misconceptions!
Distribution channels are customers, and terminals are the market. This is a tune that marketers have been singing frequently and loudly in recent years. Indeed, as a link in the sales channel, retail terminals face consumers directly, serving as a dragon gate for products to become consumer goods and the source of actual sales for manufacturers. To make their products leap over this dragon gate and generate actual sales, manufacturers compete in terminal work. However, in actual terminal work, many terminal marketers fail in their business due to misconceptions. 1 In content, emphasizing sales over...
New DistributionWinning Hearts: 10 Psychological Tactics for Terminal Distribution!
Salespeople often face difficult questions from channel customers during distribution, such as being asked if a neighboring wholesaler has taken the product. This article explores the complex psychology behind such questions and provides 10 psychological tactics to effectively handle channel customers, from their pursuit of discounts to their fear of competitors, helping salespeople respond appropriately and succeed in distribution.
New DistributionA Salesperson Who Doesn't Call, Visit, Message, or Follow Up—Why Should You Have Results!
What is the most important quality for a salesperson? Different people have different answers. Some say professionalism, some say communication skills, some say affinity, etc. The author does not deny the importance of these qualities in sales; they are necessary conditions for success but not sufficient conditions. The most important quality for sales is persistence; without persistence, a salesperson will not achieve great success!
New DistributionInterview with Wang Chaocheng of Yijiupi: The Future FMCG B2B Platform Will Be National, Not Regional!
Wang Chaocheng, founder of Yijiupi, asserts that in the internet era, B2B entrepreneurs must rapidly expand their territory or risk dying out. He argues that future FMCG B2B platforms will be national, not regional, and that they will eventually disintermediate traditional distributors, though it may take time.
新经销团队Controlling 15,000 Outlets with 700 Vehicles: How Did He Do It Without Leaving Guangdong Before Reaching 10 Billion?
Tan Xiaoping, founder of No.1 Life, shares his strategy for B2B in Guangdong: focusing on survival with 12-hour delivery and 90% one-stop procurement, then scaling regionally with heavy infrastructure, and finally expanding into convenience stores and city distribution. He emphasizes regional dominance over national expansion, aiming for 10 billion yuan in revenue before leaving Guangdong.
谭小平Practical Tips | Three Aspects and Four Reasons Why Distributors Can't Break Through Sales
Profit is the core of business operations and the most concerning issue for distributors. Every distributor tries to make their products popular, sustain business growth, and achieve profitability. However, in actual operations, many things fall short, and most distributors face the dilemma of stagnant sales. When facing a difficult situation, it's necessary to think comprehensively about where the problem lies.
New DistributionPractical Guide for Salesmen in Township Distribution: 8 Key Points for Development, 8 Steps for Distribution
With a population of over 1.3 billion, of which 900 million are rural residents (70% of the total), the rural market in China holds immense potential, akin to a vast treasure awaiting exploration. The new era has spurred the growth of China's new rural economy, significantly boosting farmers' income and consumption demand. The resurgence of the rural market has opened up broader development opportunities for enterprises. How to enter township markets and capture a share of rural development is an urgent issue. Rather than envying fish in the deep water, it's better to retreat and weave a net. After thorough research of all weak county and township markets, a systematic township market development plan has been proposed, following the four-step approach of 'building a team, setting standards, creating models, and ensuring implementation,' to foster a healthy, harmonious, and sustainable development of township markets. Below, we share an example of a brand distributor's development of a township market, and welcome your feedback.
New DistributionSalesperson Visit Techniques: Help Store Owners Calculate 14 Profit Accounts to Make Terminal Stores Rush to Stock Up!
What to do when terminal store owners refuse to stock up? You've visited multiple times, tried various sales models, but the owner still shows no intention to order. Many salespeople encounter similar issues during terminal visits. In fact, it's not that the owner doesn't want to stock up, but your approach is wrong, and your words don't hit their pain points. This article compiles some techniques for terminal visit sales, starting from the product structure and sales profit of terminal stores, to guide them into stocking up. The salesperson's 'terminal ice-breaking diary' First visit: The store is crowded, the owner...
魏庆10 Key Points for Effective Distribution in Retail Outlets, or You'll Never Make Money!
When it comes to distribution, many distributors say, "What's so hard about it? We do it every day!" But in reality, achieving "effective distribution" is not simple. Through exchanges with numerous distributor friends, the reporter has summarized ten key points for effective distribution, hoping to provide reference and help for distributors.
New DistributionJD New Channel Integrates Warehouse and Distribution Resources, Enters Food Service B2B: What Does It Mean?
On March 20, during the糖酒会 (Chengdu Food and Drink Fair), JD New Channel held an unbounded retail industry summit, announcing two major moves: first, building a B2B logistics network with a joint warehouse and distribution system; second, officially entering the food service B2B sector. These initiatives aim to enhance supply chain efficiency and provide comprehensive solutions for small and medium-sized restaurants.
赵波Can't Crack Stubborn Terminal Stores? This 'Simple Method' Helped Conquer 50
In terminal sales, you sometimes encounter customers who keep you at arm's length and won't even talk, leaving your tactics useless. At such times, you need to return to basics and use 'simple methods' to conquer 'stubborn stores.' As the saying goes, 'A soft rope can cut through hard stone,' meaning persistence and gentleness can overcome resistance. Salespeople facing such stores need this spirit: perseverance and repeated visits.
魏庆What We Think of as the Integration of Channels, Terminals, and Communication May Be False...
Success must conform to logic, but what conforms to logic does not necessarily succeed. A new system must first be logically self-consistent, then verified in practice. The logic of new marketing is expressed by the relationship of a set of terms: new marketing, with communication as the source. All 4Ps are communication, everything is communication, and logic arises from this.
刘春雄Suning's 'Smart FMCG' Revolution: Investing Hundreds of Millions in 'Smart Brands'
After integrating Suning Online Supermarket, Su Xiansheng Premium Supermarket, Suning Red Kids, and Suning Xiaodian, Suning.com's FMCG business group made its first public appearance on March 21 in Chengdu, unveiling its 'Smart FMCG' strategy. Vice President Bian Nong announced plans to become China's No.1 in convenience stores and mother-and-baby sectors within three years, and to excel in fresh food. Suning will also open inclusive policies to brands and launch a 'Smart Brand' incubator.
New DistributionPractical Tips for Peak Season Distribution | 95% of Products 'Die' During Distribution! A Profound Lesson!
Everything has multiple facets. It is often said that 'slow sales in the off-season are a chronic disease,' so distributors and their channels focus on 'how to stimulate sales' through various promotions. This leads to the dilemma where products sell only during promotions and not otherwise. However, when we look back at the root of the problem, we find that a major cause of poor sales across the entire chain is failed distribution. There are eight common manifestations of failed distribution: 1. Consignment leads to slow sales, and products quietly die. When new products enter the market, because retail outlets are uncertain about future sales and fear overstocking and tying up capital, they lack the desire to stock up, making distribution extremely difficult. Many salespeople, to meet company targets or expedite distribution, may agree to consignment, but this often leads to products being ignored and eventually dying at the outlet.
New DistributionCompared to 10 Years Ago, Salesmen Are Regressing, 99% of Distributors Agree!
As a distributor, dealing with manufacturers' salesmen is inevitable. Since 1992, the author has encountered over a thousand salesmen from various manufacturers, ranging from large to small, state-owned to township, and foreign-invested enterprises. Overall, the competence and quality of these salesmen have been on a declining trend over the past two decades, a sentiment shared by many distributor peers. The current salesmen cannot be compared to those from ten years ago.
潘文富Kuang Xianming: New Retail Brings Five Major Changes in the Sales Sector
In recent years, new retail has emerged rapidly in China, not only profoundly transforming the traditional retail industry but also reshaping the traditional retail landscape, becoming an important pathway to unleash China's huge consumption potential and shift towards high-quality development.
匡贤明Classifying Retail Outlets into 183 Types, but Don't Pursue 100% Coverage!
In business, from the perspective of enterprises and distributors, the ultimate goal of any new retail solution is to create organic growth. Over the past two years, the FMCG industry has seen more new concepts and terms than in the previous two decades. Two universal principles apply: no single marketing method can solve all problems, and any solution must deliver effective results today.
孔浩波10 Tips for 100% Successful Distribution: Open 50 More Outlets Every Day!
When launching a new product, no matter how scientific and comprehensive the marketing plan or how intense the advertising, without distribution coverage, everything is empty talk. To increase sales, you must first increase distribution coverage, which requires a reasonable promotion policy and a first-class sales team to execute it. Many marketers confuse distribution with shelf management, measuring a good salesperson by the 'three diligences': diligent eyes, diligent legs, and diligent mouth. They believe that as long as grassroots salespeople are hardworking and practical, skills are secondary, and diligence can compensate for lack of skill. But is that really the case?
李庆华Practical Tips | A Complete Visit Checklist for Frontline Sales Staff!
A new salesperson's first job is often as a frontline salesperson, visiting small shops in the streets. This seemingly ordinary position actually requires deep skills. At a morning meeting, Manager Chen announced that new products must achieve 70% distribution coverage on the day's route. While others were worried, Xiao Wang was confident. By 4 PM, he had completed his task on time.
林峰The Gap in Traditional Sales Staff's Store Visits Is the Peak Time for B2B Ordering Platforms!
New retail is an efficiency revolution centered on users. If the internet is a revolution about efficiency, new retail is a reconstruction of distance. The core of the retail industry has evolved from department stores to chain stores to super shopping malls, and now, whether we admit it or not, we have entered the era of new retail under the internet background. New retail should be the fourth revolution for traditional industries, first proposed at the 2016 Yunji Conference. With the launch of Yonghui Super Species in 2017, Taobao Shopping Festival's Tao Coffee, and JD.com's announcement to open one million convenience stores in five years, a series of major events have signaled the full arrival of the new retail era.
蓝建I heard that salespeople earning 20,000 a month all use this 'dumb' method...
A friend of mine in the food industry was tasked by his boss to handle tough secondary distributor issues, working from 6 AM to 9 PM daily. He had no special tricks, just diligence, and rose from basic sales to manager. His persistence in visiting clients, even when ignored, eventually won them over.
魏庆Heavyweight | A Comprehensive Review of 11 Top Brands' New Products in 2018!
As March approaches its midpoint, the beverage sales season is imminent, and for companies, the new product war is about to begin; for distributors, it's a critical time for product selection, which will affect the achievement of annual business goals. Today, New Distribution has reviewed the strategic new products (beverages) of 11 top brands, offering insights into the new trends and directions of the beverage market in 2018.
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