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 67 of 96
Can't Sell Products? Distributors, Check Whether Your Salespeople Have These Five Misconceptions
The article outlines five common misconceptions in terminal marketing that lead to sales failures, such as prioritizing sales over market development and focusing on large clients while neglecting small ones. It then provides strategies for distributors to correct these issues and improve terminal work.
New DistributionIn Terminal Operations, No Merit Means Failure!
The importance of terminal operations is widely recognized in the industry, but many companies fail to implement them effectively. This article emphasizes that terminal development and management are essential for all enterprises and distributors, outlining key strategies and critical points for success.
丁永证Move Your Meetings to the Frontline Market!
30+ industry experts, 100+ B2B platform founders, and 800+ manufacturers and distributors gathered in Fuzhou to discuss the internet transformation of the FMCG industry. This article shares a tactic: 'meeting at the frontline market'—sales managers hold meetings at the location of market problems to solve them on the spot, improving efficiency, boosting team morale, strengthening customer relations, and motivating salespeople.
New DistributionFuture-Oriented Management: Companies Can Change Their Stride
Over 30 industry experts, 100 B2B platform founders, and 800 manufacturer and distributor friends gathered in Fuzhou to discuss the internet transformation of the FMCG industry. The article emphasizes that in the mobile internet era, companies must change their approach to management and embrace future-oriented strategies to stay competitive.
李政权Basic Ideas, Standards, Strategies, Techniques, and Methods for New Product Launch Distribution: If Your Distribution Isn't Going Well, Memorize These One by One!
30+ industry experts, 100+ B2B platform founders, and 800+ manufacturer and distributor friends gathered in Fuzhou to discuss the internet transformation of the FMCG industry. Distribution is the first step for new products to enter the market, and it is crucial. This article details the basic ideas, standards, and strategies for new product launch distribution, including the four key characteristics, three standards, and seven strategies for effective distribution, along with a practical case study.
New DistributionMarketing Executives Talk (Part 5) – New Product Launch: What to Do When Employees Say the Price Is Too High?
The article discusses why salespeople fear new product launches, especially when prices are high, and provides five strategies for salespeople to successfully promote high-priced new products, including broad distribution, developing visit guides, finding selling points, securing distribution policies, and adding value through services.
New DistributionWahaha and JDB: Are These Billion-Yuan Companies 'Stupid'?
Some companies achieve annual revenues of over ten billion yuan by doing the hard, unglamorous work of channel and terminal management. This article examines how JDB and Wahaha built their success through meticulous distribution networks and deep market penetration.
New DistributionMarketing Executives Talk (Part 3) - What to Do When Distributors Refuse to Deliver Orders Obtained by Salesmen After Deep Distribution?
This article discusses the common problem in deep distribution where distributors refuse to deliver orders obtained by company salesmen, causing terminal dissatisfaction. It analyzes possible causes from the perspectives of the company, the distributor, and the terminal, and proposes solutions such as adjusting the distribution model, improving communication, and providing support.
谭长春Double Festival Deals! How Zhanghe Tianxia Leads the Future of Supermarkets
Over 30 industry experts, 100 B2B platform founders, and 800 manufacturer partners gathered in Fuzhou to discuss the internet transformation of the FMCG industry. As a supermarket owner, you can't miss the '3.18 Ordering Carnival' and '8.18 (China) Supermarket Festival', which have achieved daily sales exceeding 100 million yuan and monthly sales nearly 1 billion yuan.
New DistributionChannels Are Not Dead, Terminals Reign Supreme, but Route Marketing Needs to Be Disrupted!
Over 30 industry experts, 100 B2B platform founders, and 800 manufacturer and distributor friends gathered in Fuzhou to discuss the internet transformation of the FMCG industry. The article argues that while terminal (retail outlet) control remains crucial, traditional methods of terminal management are outdated and need to be revolutionized with a combination of systems and frontline employee execution.
谭长春Which FMCG Channels Will Disappear in the Next Five Years?
Over 30 industry experts, 100+ B2B platform founders, and 800+ manufacturer and distributor friends gathered in Fuzhou to discuss the internet transformation of the FMCG industry. The article argues that service-oriented channels will disrupt product-based channels, e-commerce will replace traditional channels, and department stores will decline, driven by changing consumer demographics and preferences.
点拾B2B E-commerce in Hebei: How JD New Channel and Uni-President Found Common Ground
In Lixin Supermarket, a typical community store in Wuqiang Town, Wuqiang County, Hengshui City, the owner, Aunt Huo, in her 50s, had little prior online shopping experience but recently became closely linked with the fast-moving consumer goods (FMCG) B2B e-commerce trend. On September 2, she installed JD's Zhangguibao app and placed an order exceeding 2,000 yuan without hesitation. What attracted her to change decades of offline purchasing habits, and what factors led her to choose this close encounter with JD Zhangguibao? Brand manufacturers are flocking to open up new channels for channel下沉.
New DistributionHow to Become a Sales Master: The Art of Strategic Maneuvering with Key Account Buyers
Long press the QR code or click 'Read Original' to register. 30+ industry experts, 100+ B2B platform founders, and 800+ manufacturer and distributor friends will gather in Fuzhou to discuss the internet transformation of the FMCG industry. Is there a magic rule for sales success? The answer is both yes and no, as different situations require different strategies. Sales veteran Lao Cai, from a blank slate to a regional leader, eventually became a legend, and his journey may offer insights for salespeople at different levels.
码姐Nielsen Mid-Autumn Gift Pack! The Intercity Development Landscape of China's FMCG Retail Formats You Don't Know
Nielsen has released the China FMCG Development Intercity Index, based on extensive research and data from nearly 2,000 cities, providing a detailed ranking of urban potential for FMCG sales. The index reveals that county-level cities and counties often outperform prefecture-level cities, offering guidance for suppliers and retailers in market expansion.
New Distribution5-Year Vending Machine Placements Surge 15-Fold, Wahaha Invests 2 Billion Yuan: Why Are Vending Machines So Hot?
With the rise of the internet and higher consumer demand for convenience, China's retail landscape is changing profoundly. For FMCG, vending machines offer convenience and 24-hour service, opening a new channel. According to Kantar Consumer Index, when per capita GDP reaches $10,000, demand for vending machines will surge. By 2015, areas covering 390 million people had reached this level, and in the next five years, vending machines will become a major emerging retail channel for FMCG.
New DistributionYou Say Mid-Autumn Festival Is a Bust? This County-Level Distributor Fired Up His Terminal Promotions
With the Mid-Autumn Festival approaching, a county-level liquor distributor in Hebei shares his strategies for boosting terminal sales, including focusing on core stores, using an inverted trapezoid probability promotion to protect dealer profits, and employing creative rewards like trips to motivate store owners.
酒说Common Tricks Salespeople Use to Hit Monthly Targets
This article examines the common tactics used by field salespeople to meet monthly targets, highlighting issues such as channel stuffing, cross-region selling, and misuse of promotional funds. It concludes with recommendations for companies to improve compensation design, market monitoring, and personnel competition to foster healthy market development.
冯启The Three Chariots of Peak Season Promotions and Marketing Strategies, and Practical Rules for Salespeople
This article outlines three key strategies for peak season sales: maximizing channel distribution, refining terminal details, and systematizing promotions. It provides practical guidelines for salespeople to manage channels, optimize product displays, and execute effective promotional activities.
本创智业New Product Distribution: Memorize These Scripts Before You Head Out!
The key to successfully launching a new product is getting it onto store shelves and in front of consumers. This article summarizes common communication techniques and methods used during new product distribution, providing practical scripts for salespeople to address retailer objections and secure orders.
蒋军Where Has Venture Capital Money in the Food and Beverage Industry Gone Over the Past Five Years? Where Should Future Bets Be Placed?
Over the past five years, venture capital investments in the food and beverage industry have concentrated on plant-based foods, protein, snacking, indulgent foods, and natural/organic products. These trends reflect consumer demand for health, convenience, and sustainability, and future investments are likely to continue in these areas, as well as in food technology and agri-tech.
FoodailyAfter G20: 30 Bold Thoughts on China's Future That Will Shock You! These 8 Types of People Will Be Eliminated!
China is using the G20 to usher in the next world era. To understand China is to understand the world. As China undergoes rapid changes, the article presents 30 bold thoughts on the future of Chinese industry, economy, society, and individuals, and warns that 8 types of people will be eliminated if they fail to adapt.
水木然2016: Industry Leaders Show Signs of Recovery, Initial Results from Mainstream Shift?
I once posed a proposition: when sales decline, how can profits grow? Now this proposition is becoming a reality. Sales decline is a social reality that companies cannot control; profit growth is a business capability within their control. As 2016 half-year reports are released, they show initial results from the transformation of the past two to three years.
刘春雄Zhongshang Huimin's 1.3 Billion Yuan Series B: Will It Really Reshape China's FMCG Supply Chain?
Yesterday afternoon, news broke in the FMCG B2B circle that Zhongshang Huimin held a press conference in Beijing, announcing a 1.3 billion yuan Series B financing round, co-led by Zhongchuang Capital, Zhonghe Guarantee, and Western Securities, with follow-on investments from Dimension Capital, Renzhong Capital, and Tongxi Capital, and additional investments from Series A shareholders such as Zhejiang Venture Capital, Daochen Venture Capital, and Jinfu Fund. The pre-money valuation is rumored to be $2 billion. The press conference did not disclose specific sales and gross profit figures, but it is said that its 2016 sales are expected to reach 10 billion yuan.
赵波Distributing Like This Will Surely Lead to Failure!
The effectiveness of the initial distribution when introducing a product to a regional market is often one of the most critical factors determining its success or failure. Therefore, it is essential to study how to execute distribution most efficiently, including the techniques and key points, and to educate both planners and execution teams to achieve effective and beneficial results. This article first shares the criteria for evaluating successful or failed distribution, outlining eight common manifestations of failure and six ideal outcomes.
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