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.
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2301 articles · Page 52 of 96
Master These 26 Response Scripts to Make Terminal Distribution Easier!
During terminal distribution or ordering, salespeople often find that store owners only want best-selling items and reject new or profitable products with various excuses. This article provides 26 practical response scripts to help salespeople overcome these objections and successfully promote new products.
邹文武Field Sales Reps Must Master These 8 Key Actions When Riding Along with Deliveries
Riding along with delivery vehicles is a fundamental task for frontline sales staff, serving as an excellent channel for customer service and relationship building. It not only helps better understand the market and find solutions but also strengthens bonds with clients, boosting their enthusiasm and cooperation. This article breaks down eight essential actions for effective ride-along work, from communication and inspection to product placement and order closing.
姚占伟Moderate Distribution Is an Opportunity; Deep Distribution Is a Crisis!
If the purpose is unclear, the manufacturer ultimately pays the bill. Strategic management scholar Weisman said: The solution to a problem always depends on a higher level adjacent to the problem. That is, the problem can never be solved at the level where it appears.
土拨鼠跟我走Decoding the Logic Behind Wahaha's 'Open and Shared' Vending Machine Strategy
As China's economy undergoes a unique transition, the high costs of traditional FMCG models are pressuring companies, making vending machines a cost-effective way to control terminal channels. Wahaha has been exploring this avenue for years, and through Zongsheng Technology, it is now promoting an open platform to share costs and enhance consumer experience.
New DistributionKey Takeaways: 5 FMCG Keywords from the Two Sessions Government Work Report
The 2018 Government Work Report, released during the Two Sessions, outlines key directions for China's socio-economic development, with five keywords directly impacting the FMCG industry: consumption upgrading, supply-side structural reform, Internet+ integration, food and drug supervision innovation, and the Healthy China strategy. These keywords signal both challenges and opportunities for FMCG companies as they navigate transformation and upgrade.
New DistributionDelivering Without Merchandising: Markets Will Die One by One!
A story is told about a salesperson who, when delivering goods, found the store shelves full and simply placed the products in the warehouse. On subsequent visits, he never checked the store or the product placement, only asking the owner if the products were sold out. The owner, embarrassed to say the products were still in the warehouse, claimed they weren't selling. This illustrates that merely delivering without proper merchandising, regardless of product quality, will not generate sales.
师顺宽Distributors | How to Improve Product Distribution Rate? 7 Methods and 15 Tips
To achieve good sales, products need to improve distribution, but we often encounter situations where terminals are not active in distribution. Here are methods to get terminals moving. 1. Alleviate concerns: Small terminals have limited funds, order small quantities per time, and order frequently; they have poor risk resistance and are cautious in operation, often skeptical of new products. Manufacturers can take appropriate measures to alleviate the concerns of small retail terminals and mobilize their enthusiasm for ordering.
朱志明Distributors | If Salespeople Do These Things, Distributors Will Definitely Sell Your Products!
Distributors often complain that certain salespeople are 'irresponsible towards distributors and the market,' 'never consider customers' feelings,' 'always side with the manufacturer,' 'dishonest and unreliable,' 'always delay solving problems,' 'act superior,' and 'interfere too much.' Many salespeople work for seven or eight years without knowing what kind of salesperson distributors like, and thus cannot improve themselves. From the salesperson's perspective, few truly study how to satisfy distributors and ensure smooth business operations, and manufacturers may not pay attention to this issue either.
梁胜威A Major Distributor Who Cooperated for 6 Years Was Scared Away by the Manufacturer's Salesman!
During visits to distributors, some distributors share experiences of being deceived by manufacturer salesmen. These black sheep not only cause losses to distributors but also damage the manufacturer's reputation. The following incident serves as a warning to manufacturers. Today, a friend said he gave up a company and brand he had worked with for six years. He had invested so much effort and had built the product's local market quite well, so it was hard to let go, but he had no choice. He...
New DistributionThe Rise and Fall of Yili and Mengniu: Where Is the Future of China's Dairy Industry?
After the 2008 melamine scandal, China's dairy industry has recovered and flourished over the past decade, with milk becoming a staple food. This article reviews the industry's 20-year development, the rivalry between Yili and Mengniu, and outlines future trends including product innovation, channel diversification, and growth in low-temperature milk and rural markets.
蒙奇The Traditional Distribution Model of 'Distribution + Promotion' Is Failing, and the New Product Promotion Model Has Changed
After 2013, the product logic changed, including both new product development and promotion logic. Why 2013? Because that year, industry sales peaked, shifting from quantity growth to quality growth, and China truly entered a middle-class society. In a middle-class society, consumer psychology changed, with one key change being that all products are first psychological products. When products have similar functions, demand shifts to psychological satisfaction. Mass psychological products generally follow fashion trends: starting from a niche, igniting through communication, and spreading to the masses.
刘春雄How to Develop New Customers? Learn "Group Development"!
The market always has gaps, and new customer development should be ongoing, especially for small non-KA, non-chain terminals. Traditional methods rely on salespeople's initiative, but often fail. The solution is "group development," which breaks down the work into standardized tasks assigned to different roles.
潘文富No Best Display, Only Eat Dirt?
This article discusses how second- and third-tier brands can overcome poor shelf placement in retail stores by leveraging other factors such as multi-point displays, retailer cooperation, sales promoters, customer satisfaction, store resources, and promotional activities.
黄静How Much Room for Survival Do Distributors Really Have in the Future?
Distributors are increasingly squeezed by modern logistics, direct manufacturer-to-retailer delivery, and the rise of e-commerce. The key to survival lies in maintaining cost advantages through specialization, which involves focusing on specific product categories, customer segments, or sales methods, despite the challenging transition period.
潘文富Six Walnuts Rings the Bell for Its IPO Yesterday! It Got the Gift It Wanted, but the Road Ahead Still Depends on Itself
On the morning of February 12, 2018, the parent company of Six Walnuts, Hebei Yangyuan Zhihui Beverage Co., Ltd., held a bell-ringing ceremony at the Shanghai Stock Exchange, officially listing on the A-share market. The company, with securities code 603156, issued 43.05 million new shares for trading starting that day.
New DistributionTraditional Terminal Marketing Is Dead! A Detailed Analysis of the Direction of New Terminal Marketing Innovation in 2018
China's physical retail industry is in its early development stage with low circulation efficiency and a lack of top-tier brands, while e-commerce-driven virtual retail infrastructure has taken shape. The essence of new retail is to improve efficiency and create value, and traditional enterprises must adapt by embracing new-generation consumers, upgrading products, and innovating terminal strategies.
程绍珊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2017 Food & Beverage Industry Performance Forecast Roundup! Modern Dairy Losses 900 Million, Black Sesame Up 941.67% Year-on-Year!
Performance is a key measure of a company's success. As February arrives, listed companies are entering the peak season for releasing their 2017 annual reports. So far, dozens of food companies have issued performance forecasts, with some like Haoxiangni showing impressive results and others like Modern Dairy experiencing significant declines. This article compiles the 2017 performance forecasts and express reports from companies in the food and beverage sector, offering a first look at how these listed food companies performed over the past year.
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County, 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Tencent Joins Forces with Carrefour via Yonghui Partnership, Signaling a Shift in New Retail Landscape?
On January 23, Carrefour signed a preliminary agreement with Tencent for strategic business cooperation in China, with Tencent and Yonghui potentially investing in Carrefour China. The long-rumored "sale of Carrefour China" is no longer just a rumor. This deep collaboration between Carrefour and Tencent could significantly impact the retail landscape.
刘少德NFC Juice 2017 Review: Who Can First Open Up Household Consumption, and Who Has the Chance to Become a Food Giant?
This article is authorized for reprint by FoodPlus (WeChat ID: FoodPlusHub), the first community for food entrepreneurship. We want to summarize the NFC juice market in 2017, why growth has slowed, and where future opportunities may lie. For 2017, NFC juice brands may be disappointed. Compared to 2016, growth slowed in 2017, and the way to expand the market was to increase the number of cities covered, but if city coverage is saturated, how can growth be achieved?
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