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 74 of 96
What Misconceptions Should Be Avoided in Market Operations?
Lao Zhou, a distributor I've known for eight years, recently lamented that the market is hard to operate and tiring without profit. Instead of giving specific solutions, I shared my understanding of common pitfalls distributors face in market operations, which apparently changed his approach and improved his business.
柏建新24 Practical Tips for Distributing New Products at Retail Terminals
A common scenario: the boss assigns a new product distribution task, the salesperson spends a day on the street visiting ten stores, finds it difficult, and reports back: "Supervisor, it's not moving!" The supervisor passes it up: "Manager, it's not moving!" ... Level by level, everyone thinks the product "won't move," and headquarters starts adding distribution policies. New products are certainly hard to distribute; as salespeople, "don't fail after one setback"—don't easily say "it won't move." The terminal sales model and tactics are "to win by orthodox methods," but besides orthodox methods, there are some "accelerating levers" that win by surprise. Only after using all these orthodox and surprise methods and levers should you say "it won't move!"
魏庆老师How to Increase Regional Sales by Increasing the Number of Effective Outlets
Competitive pressure, rising operating costs, and the entry of new distributors constantly put distributors at risk of market fragmentation. The only way to resolve this is to increase regional sales, but as competition intensifies, traditional methods seem to fail. The formula for regional sales is: Regional Sales = Number of Outlets × Purchase Volume per Order × Purchase Frequency per Time. Thus, there are two ways to boost sales: having more effective outlets to quickly increase sales, or making each outlet sell more.
New DistributionNew Product Distribution: 8 Taboos and 6 Key Points Marketers Must Remember
In the process of introducing a new product to a regional market, the effectiveness of the initial distribution and whether it meets expectations are often key determinants of the product's success or failure. Therefore, studying how to execute distribution efficiently and understanding the techniques and key points are essential. This article shares the criteria for evaluating distribution success or failure, outlining eight common failures and six ideal outcomes.
朱志明Several Methods for Salesmen to Develop Blank Outlets
Facing increasingly fierce competition, every product is actively developing new outlets—circulation, special channels, catering, supermarkets... You want to fill this blank outlet, and so do others. Therefore, store owners face many such salesmen every day, and numbness is inevitable. So, in almost every store you enter, the owner will repeat these phrases: "Business is bad," "It doesn't sell," "No need," "We already have this," "I'm not interested"... If you simply turn around and leave because of the owner's refusal, you won't be able to stock many stores in a day...
New DistributionLearning Terminal Management from Wahaha
Terminals are where products are sold and reach consumers, making them a critical battleground for brands. Wahaha's unique terminal management approach, including price difference management, anti-diversion measures, and innovative display strategies, offers valuable lessons for maximizing sales efficiency.
罗宏文Original Submission | With B2B Arriving, What Changes and What Stays for Salespeople
Just after the New Year's Day holiday, JD.com's 'New Channel Business Unit' targeting end terminals made salespeople in traditional enterprises, who spend their days among distributors, sense the danger of losing their jobs. Those who relied on the 'opening points, pushing inventory, collecting payments' approach began cursing e-commerce platforms for the first time. Shortly after the release of the 2015 semi-annual financial reports, affected by the overall economic environment, layoffs at major tech companies were frequent: Tesla cut 200 jobs, Lenovo laid off 3,200 non-production employees...
黄润霖Regional Dairy Enterprises' Market Terminal Operation Strategy
Innovation is crucial for sustainable development. In the context of an unchanged dairy industry landscape, how can regional dairy enterprises achieve sustainable survival or continuous growth? This article explores terminal sales promotion management, base market defense, and terminal visit strategies for regional dairy enterprises, using micro-innovation concepts and FMCG industry experience to help them succeed at the market terminal.
杨光明A Director Earning 2 Million a Year Shares: Strip Away Your Expertise, What's Left?
A high-level executive from Taiwan's Hsinchu Science Park, earning 2 million annually, shares how his mentor's question—'Your job is great, but strip away your expertise, what's left?'—made him realize the importance of continuous learning and preparing for change. He warns that advantages now last only six months, and urges readers to learn proactively rather than wait until it's too late.
New Distribution67 Ways to Respond to 42 Reasons for Terminal Refusal to Stock
In an increasingly competitive market, controlling the terminal is essential. Many terminal salespeople struggle to visit many stores a day, have low communication efficiency, and lack effective responses to various terminal 'excuses', leading to poor performance. This article compiles and edits terminal sales scripts from marketing experts to improve visit and distribution success rates.
魏庆老师B2B Industry Entrepreneurship Observation Report: Crisis and Opportunity
Crisis and opportunity. As economic growth slows and capital markets fluctuate, another capital winter seems imminent, posing risks for entrepreneurs and investors. Yet history shows that periods of crisis have birthed giants like BAT. Beneath the surface lies a huge demand for transformation and change, and those who seize it with innovative thinking may create the next BAT.
New DistributionInstant Noodles Get an Upgrade, but Who Will Buy a 29.9 Yuan Bowl?
To counter the declining market, instant noodle brands are launching premium products. Uni-President is set to release "Man Han Yan," a high-end instant noodle priced at 29.9 yuan, limited to 6,000 bowls per month. The move reflects a broader industry shift towards premiumization, as seen with Uni-President's success with Tang Daren and competitors like Master Kong also introducing higher-priced offerings.
董芷菲New Distribution CEO: Only Two Unicorns in FMCG B2B in the Next Five Years
New Distribution B2B is the first FMCG B2B e-commerce platform in China, adopting a business model of e-commerce platform + logistics distribution + convenience store franchising. It moves traditional wholesale markets online, centralizes all FMCG categories in logistics centers, and cooperates directly with first-tier distributors and manufacturers, solving problems such as lack of delivery services in traditional wholesale markets and incomplete categories, opaque pricing, and slow after-sales service in traditional distribution. It provides value-added services like store location, layout design, product display, opening planning, and operational guidance. The platform has over 50,000 registered users and four logistics bases in Hunan and Guangdong, with over 4,800 franchised convenience stores.
唐光亮KA Store Visits: Small Matters, Big Lessons
Store visits are a routine yet critical task for city KA representatives, involving much more than a casual walk through the store. This article outlines the key elements of effective store visits—distribution, placement, display, pricing, inventory, promotion, and merchandising—and provides practical tips for identifying and resolving issues to drive sales performance.
New DistributionThe 10 Most Time-Wasting Things in Sales!
This article lists the top 10 time-wasting habits for salespeople, including being late, failing to close sales, inadequate preparation, ignorance, unconfirmed visits, poor routing, unnecessary perfectionism, distraction, fatigue from overwork, and lack of ambition. It emphasizes the importance of preparation, focus, and maintaining a healthy work-life balance to improve sales efficiency.
New DistributionAs Weather Warms, How to Arrange Beverage and Food Displays? Remember These 9 Characters!
This article provides nine key principles for product display in retail stores, emphasizing quantity, concentration, ease, completeness, cleanliness, association, timeliness, brightness, and color coordination to enhance store image and boost sales.
New DistributionWhat Gives a Sales Manager the Right to Be Obeyed? 15 Lessons from a 10-Year Veteran!
Managing salespeople effectively has no fixed rules, but there are basic principles. A good sales manager must know the business, understand the market, build relationships, set clear goals, and lead by example. The key is to adapt to changing circumstances and treat management as a service, not just control.
New DistributionI Agree with Liu Qiangdong's Judgment: The Internet Dividend Is Fading, the Next Trend Is Traditional Industries
I basically agree with Liu Qiangdong's judgment that in the next five years, the 'windfall' will appear in traditional industries rather than the internet, with better high-quality Chinese brands emerging in fast fashion and food. In a broader view, the super dividend of the internet industry is fading, and more internet companies are becoming heavier; meanwhile, traditional enterprises that have successfully transformed and mastered internet tools, methodologies, and values are bursting with vitality. China's consumption is upgrading significantly.
New DistributionHow to Effectively Control and Avoid Market Returns
Returns occur in any product, due to quality or market reasons. Market-related returns include: poor sales efforts leading to slow distribution and expired stock; secondary wholesalers mishandling inventory; and retail outlets with expired products due to inadequate maintenance. To control and avoid these, enforce first-expiry-first-out, quickly distribute new products, clear near-expiry stock via promotions, and ensure thorough daily checks by sales staff.
段杨In the New Competitive Environment, Which Model Should Distributors Adopt to Keep Pace with the Trends of the Times?
Click the image above to register for free for the March 22 Chengdu 'Distributors + Internet Transformation Battle' exchange salon. Currently, most distributors in China with sales reaching tens of millions have years of business experience and capital accumulation, but their sales have stopped growing in the past two years. This article discusses how distributors can reform and develop without significantly impacting their existing business model.
赵波70 Principles for High-Efficiency Sales Operations
This article outlines 70 principles for sales efficiency, organized into seven sets of ten covering intelligence gathering, planning, proposal-based selling, and post-complaint activities, emphasizing practical, actionable advice for sales professionals.
New DistributionTwo Marketing Experts: Ten Trends and Four Major Changes in the Condiment Industry in 2016
This article presents insights from two marketing experts on the condiment industry in 2016. Zhang Feng, Chief Consultant of Musen Enterprise Management, outlines ten trends including industry consolidation, capital influx, brand concentration, and the rise of compound seasonings. Hou Junwei, General Manager of Shanghai Ruinong Enterprise Management Consulting, discusses four changes: a shift towards mid-to-high-end products, a return to natural and traditional methods, accelerated e-commerce adoption, and the importance of scenario planning.
New DistributionJianlibao Rides the Wave of 'Trend Marketing' and Soars During Spring Festival
As the most important traditional festival for Chinese people, Spring Festival has always been a key marketing battleground for FMCG brands. In the Year of the Monkey, everything related to 'monkey' was leveraged for marketing, and one national-level old beverage brand made a big splash with the character 'monkey'. Jianlibao, a local sports drink with over 30 years of history, created the #猴年猴赛雷# topic on Weibo during the Spring Festival, which reached 110 million reads—a remarkable achievement given the declining user engagement on Weibo today. The topic also attracted participation from many large blue V and yellow V accounts, including Teacher Cang. The online attention generated by the brand and celebrity lineup is not to be underestimated.
New DistributionMajor! 100 Things China Will Do in the Next Five Years
The 13th Five-Year Plan outline reflects China's strategic intentions. Xinhua reporters extracted 100 major projects and programs China plans to implement in the next five years from the full text of the draft outline submitted to the National People's Congress for review on the 5th. They cover science and technology, equipment manufacturing, agriculture, environmental protection, transportation, energy, talent, culture, and education, and will have a profound impact on China's economy, society, and people's livelihoods, as well as bring significant opportunities to the international community.
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