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 72 of 96
How to Implement Fine Channel Management in the Beverage Industry?
In marketing practice, we often encounter questions such as how to determine the optimal number of sales staff, how to allocate promotional resources, how to accurately forecast sales, how to quickly obtain market information, how to effectively check the work of sales personnel, and how to understand the flow of products in the sales channel. By implementing a fine channel management strategy, we have achieved certain results, which we now discuss with peers.
New DistributionA Beer Salesman's 12-Month Tactics and Pitches for Pressuring Dealers to Stock Up
A beer salesman uses various tactics and persuasive pitches each month to convince a dealer to stock up on beer, leveraging seasonal events, promotions, and psychological tricks to meet sales targets.
陈波Eleven Classic Promotional Strategies for Terminal Outlets
This article outlines eleven classic promotional strategies for terminal outlets in the FMCG industry, including single-product buy-one-get-one offers, product bundling, physical gifts, cash rebates, box recycling, display rewards, and more. Each strategy is analyzed for its application, advantages, and potential pitfalls, providing practical guidance for manufacturers and distributors.
朱志明Discussing Alibaba's 1688 and JD.com's New Channel (A Must-Read for Distributors)
Whether you like it or not, the internet is taking over China's economy. With the advent of B2B distribution e-commerce, retailers remain irreplaceable, but the fate of distributors is now in question. In 2015, Alibaba established 1688.com, marking the beginning of internet giants' foray into distribution e-commerce. 1688 leveraged cross-border e-commerce and the zero-tariff benefits of free trade to significantly reduce the cost of imported goods, and then utilized its Cainiao network for low-cost delivery...
New DistributionAlcohol B2B Cannot Change the Distribution Channel Landscape of Baijiu
Yijiu Pi, a leading alcohol B2B e-commerce company, recently announced the completion of a B+ round of financing of 200 million yuan. The round was led by Yuansheng Capital and Zhongding Chuangtou, with existing investors Source Code Capital and Lighthouse Capital participating. Lighthouse Capital continued to serve as the exclusive financial advisor. This has attracted widespread attention in the alcohol industry. Famous liquor manufacturers hold market power, and alcohol B2B cannot change the distribution channel landscape of baijiu.
New DistributionDistributors: What to Do When Terminal Products Are Unsellable?
Marketing is a complete process, from production to the consumer, passing through a series of channels, with the terminal being the final step. Whether a product is accepted by consumers depends on its performance at the terminal, which can either be a sellout or a dead stock. All parties involved—manufacturers, marketers, and distributors—should have the right mindset, be fully prepared, and know how to solve the problem when products become unsellable. When products sell well, everyone is happy, but the most troublesome and critical issue is what to do when terminal products are unsellable.
New DistributionWhat Do You Read into the Strategic Cooperation between Mondelez Snacks and JD New Channel?
Today, JD's official account announced a strategic cooperation between Mondelez and JD New Channel. This article first presents the official report, then analyzes the implications for distributors, concluding that JD New Channel is capable of handling national sales for top brands and that distributors may gradually become marginalized as B2B platforms strengthen.
赵波The Era of Comprehensive Hypermarkets Is Over; the Rise of Specialty Chains Is Inevitable
Several 2015 annual report data points reveal that major Chinese hypermarket operators such as Sun Art Retail, Renrenle, and New Huadu are experiencing declining sales and accelerating store closures due to changing consumer habits and e-commerce impact. The author argues that comprehensive hypermarkets will face increasing difficulties in the next 5-10 years, leading to industry consolidation and a shift towards specialty product chains like Decathlon, which are growing rapidly.
胡伟Not That I'm Teaching You to Be Bad – Alternative Principles for Sales Managers
Sales managers should follow seven unconventional principles: choose the right company, choose the right boss, squeeze every last resource from the boss, manage your boss more than your subordinates, treat every department head as important, be skeptical of dealer claims, and be ruthless in achieving targets.
俞雷7 Tips for Successful Client Visits
Client visits are the most basic and routine work in marketing: market research, new product promotion, sales promotion, and customer relationship maintenance all require client visits. Many sales representatives agree that if a client visit is successful, other related sales tasks will naturally follow. However, many visited clients (mostly purchasing staff and store managers) may ignore sales representatives due to a sense of superiority or being accustomed to frequent visits, leading to many stories of rejection. In fact, with the right approach and methods, client visits are not as difficult as imagined—success is simple.
徐应云A Heartfelt Note on Market Distribution from a C'estbon Salesperson
Every salesperson spends a long time talking with store owners to discover their needs through conversation. 'Sometimes they care less about whether our sales targets are met and more about what we can help them with; they truly treat me as a friend.' Enduring hardship and heat is the only way to achieve sales. In May, Wuxi's weather is mostly sunny and scorching, and the three days of distribution were no exception. Every day, we followed the sales representatives under the scorching sun, weaving through the streets and alleys of Wuxi, visiting various target stores. The first day...
邹佳金The Most Frequently Asked Questions by Salespeople, Summarized!
This article addresses common questions from salespeople, such as how to handle awkward silences with clients, preparation before visits, language taboos, building relationships, and becoming a top salesperson. It emphasizes the importance of preparation, professionalism, and continuous self-improvement.
New DistributionThe Full Picture of 'Internet + Distribution' Has Begun to Emerge
E-commerce has become the infrastructure of social operations, forming a 10-trillion-yuan economy that has drawn significant attention from internet practitioners. However, offline industries worth tens of trillions remain largely untouched, all seeking various forms of 'Internet +'. Having just returned from investigating three typical models of 'Internet + distribution', and as someone who has been working in 'Internet + commerce' for three years (founder of Palm Hongcheng, a first-hand goods platform in Jiangxi Province), I can clearly state that the full picture of 'Internet + distribution' has already begun to emerge. In the next 3-5 years, the competition will be about teams, resources, and technology; those who possess all three will win the next 5-10 years.
郭辉雄Optimize Visit Routes, Accelerate Terminal Stocking: 10 Tips to Reduce Inventory!
Many companies blindly imitate the terminal route visit model of well-known enterprises, but fail to get orders or sell goods, wasting resources. Here are 10 tips to accelerate terminal distribution, including finding opportunity stores, concentrated visits, and flexible visit modes.
魏庆老师FMCG Distribution B2B Full Inventory: Many Players, a 10-Trillion-Yuan Market with Great Potential
According to Tobey.com, based on logistics topology, B2B in physical trading can be divided into two categories: distribution hub and local service, both attracting capital attention. Last year, bulk B2B was favored in the hub model, while this year, more complex capital moves are expected in petrochemicals and rubber/plastics. In local services, fresh food and meal distribution saw a boom as O2O faded, and this year's hotspot may be FMCG distribution. Under this forecast, Tobey.com has sorted participants in FMCG distribution into four categories: internet online trading market, trader transformation, SaaS ordering, and cross-industry giants.
令狐小二News Flash: Channel Expansion, Shuanglu Battery Chooses JD New Channel
Shuanglu Battery, a well-known domestic alkaline battery manufacturer with sales networks in over 80 countries and regions, is also striving to deepen its domestic market. In 2016, Shuanglu launched the 'Hundred Cities, Ten Thousand Stores' plan to create a new Shuanglu within five years. At that moment, JD New Channel entered Shuanglu's view, and Shuanglu saw a good partner for channel expansion.
New DistributionHow to Quickly Cultivate the First Batch of Consumer Groups in Weak Regions?
After visiting a newly developed township market, the author found that despite high distribution rates, most outlets had slow sell-through. By analyzing successful outlets, he developed a two-part cultivation plan focusing on outlet and consumer education, which significantly improved market performance within three months.
陈波Green Company Annual Meeting Live! Jack Ma Says: Killing the Landlord Doesn't Necessarily Make the Farmers Rich (Full Video Attached)
The Green Company Annual Meeting is considered one of the most influential business forums in China, an annual gathering organized by entrepreneurs for entrepreneurs. Founded in 2006 by the China Entrepreneur Union, the club has 60 members, including 47 directors whose companies generate combined annual revenues exceeding 2 trillion RMB. The club is chaired by Liu Chuanzhi, with Ma Weihua as director-general, and executive directors including Jack Ma, Wang Jianlin, Liu Yonghao, Liu Huadong, Yu Minhong, and Guo Guangchang. At the 2016 meeting, Jack Ma predicted that the BAT landscape would change within two to three years and stated that if he could start over, he would not take his company public.
New DistributionHow to Win the Distribution Campaign? Here Are Some Tips
New product distribution requires efficiency, momentum, and strategy. Without efficiency, there is a sense of futile suffering; without momentum, the ambition to overcome difficulties cannot be aroused; without strategy, it is like a headless fly bumping around. This article outlines the four key characteristics of distribution, the three standards to establish, and the strategies that determine success.
朱志明Terminal Inspection: 'Three Passes, Five Points'
To enhance terminal control, distributors often visit terminals themselves or dispatch salespeople to grasp the latest changes and adjust product portfolios and strategies accordingly. Terminal inspection sounds simple, but executing it effectively is not easy. Let's look at the case of Manager Chen, a distributor in Zhejiang.
张力明In Today's Era, Is Deep Distribution Still a Viable Path? How Should Companies Cultivate Their Markets?
Deep distribution is merely a tactical system. In China, modern channels represented by supermarkets and the internet, with a strong Western style, move unimpeded in urban markets, while traditional channels represented by mom-and-pop stores remain deeply entrenched in the vast county and village markets. Modern channels have leveraged consumers as leverage to gain direct dialogue with manufacturers, gradually displacing intermediate channels (distributors). This Westernized channel characteristic has led many companies to become accustomed to this long-pass direct operation style, and the direct management and rapid response of direct channels have created illusions among many corporate marketing layers...
方刚Vehicle Sales Can Also Be 'Internet Plus': New Ways to Improve Offline Sales Efficiency
Visit sales and vehicle sales are the two main sales models in the traditional supply and marketing industry. Whether the internal logic of CRM tools in this field can match business scenarios has always been an industry topic. Recently, leading domestic SaaS vendor Field 365 launched a 'vehicle sales' feature. How will this feature, implemented with SaaS technology, help enterprises solve offline sales efficiency issues? Vehicle sales management is not easy. Vehicle sales, also known as on-site sales, refers to a sales method where salespeople and drivers drive with goods to customers for on-site sales and payment collection. Compared to the visit sales model, which focuses on store visits, vehicle sales involves not only the management of personnel, customers, and goods, but also the management of vehicles and payments. Due to the advantage of quick cash recovery and the ability to help enterprises expand sales channels, this sales model is widely used in second- and third-tier cities, as well as in counties, townships, and remote areas.
外勤365What Should Leaders Look at When Visiting the Market? How? Five Steps for Terminal Inspection Process!
Before entering a store for inspection, prepare by reviewing management priorities and relevant inspection items. Check the route manual for the store owner's name, the sales rep's visit times, purchase history, and gift records. This step involves not only familiarizing with basic store information but also thinking about key products and issues to inspect. For example, if the route manual shows altered visit times, plan to verify them upon entry. If purchase records show product A hasn't been reordered for five consecutive weeks, consider checking its display and dates, watch for damaged goods, and ask the sales assistant about difficulties and reasons for slow sales.
魏庆老师Marketing Channel Transformation: From Terminal Supremacy to Traffic Supremacy
Overall, whether for baijiu or beer, the current performance situation is not optimistic; baijiu is only rebounding from a low point. To rescue performance, they need to inject strong vitality into marketing channels. The previous channel promotion strategies relying on terminal interception and store breakthroughs are no longer sustainable. In the new normal, a key point in 2015 is that most liquor companies are consciously embracing 'Internet+' and have made many explorations. Data shows that mobile consumption nationwide has risen from 35% in 2014 to 65% in 2015.
华勇 代秀辉