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 95 of 96
Exclusive Interview with Jiang Xiaobai Founder: My Sharpness You Can't Learn
The founder of Jiang Xiaobai, Tao Shiquan, shares insights on brand positioning in the internet era, emphasizing the importance of creating sharp, differentiated products and content over traditional advertising channels.
New DistributionCase Studies of Successful Competitive Strategies in the Beer Industry
This article analyzes six successful competitive strategies in China's beer industry, including Harbin Beer's brand strategy, Xuejin's high-end strategy, Zhujiang Beer's multi-dimensional strategy, Yinmai's flanking strategy, Tianhu's focus strategy, and Daxue's low-cost strategy. It highlights how these companies achieved success through unique approaches, offering insights for other enterprises.
New DistributionSix Methods for Entering Key Accounts (KA)
This article introduces six strategies for FMCG distributors to enter Key Accounts (KA) or large retail chains, including leveraging strong corporate power, focused display in a single influential store, relationship marketing, top-down approaches, surrounding via small stores, and utilizing local distributors. Each method is illustrated with practical examples to help businesses overcome entry barriers and succeed in modern retail.
New DistributionThe Model Dividend of Deep Distribution in China Has Reached Its End in 2014
Since 2002, deep distribution has been the mainstream sales model for Chinese consumer goods, especially FMCG. However, by 2013, the demographic dividend that underpinned this model had reversed, leading to diminishing returns and rising costs. This article argues that the model's inherent flaws—large front-end, small platform, and weak system—have ended its dividend, and proposes a shift to a system distribution model characterized by small front-end, large platform, and strong system.
史贤龙The Eight-Character Secret of Salespeople's Interpersonal Skills: Insight into Human Nature, Cater to Their Preferences
This article discusses the importance of selling yourself before selling products, and provides four practical tips for building good relationships with clients: praising others' small achievements, appreciating subtle changes, remembering casual remarks, and doing unexpected small favors.
New DistributionMotivating Salespeople with Clever Betting Techniques
This article discusses how distributors can use betting techniques to motivate salespeople, drawing on the biblical story of the talents to illustrate the Matthew effect. It outlines setting stakes, creating a prize pool, and public award ceremonies, and advises on which products and timings are suitable for such bets.
New DistributionPromotion Strategies for Terminal Outlets
This article discusses various promotion strategies for FMCG terminal outlets, including single-product buy-one-get-one offers, product bundling, physical gifts, cash rebates, box recycling, display rewards, and more, emphasizing the importance of tailoring promotions to market conditions and avoiding overuse that can harm brand value.
朱志明The Road to Self-Built Retail Terminals for Distributors
Distributors are increasingly building their own retail terminals to control the market and escape the pressures of traditional channels. This article shares case studies and discusses the challenges and key success factors for such ventures.
朱志明17 Negotiation Tips for Salespeople
This article provides 17 negotiation tips for salespeople, emphasizing thorough preparation, understanding the other party's authority, negotiating on home turf, maintaining a professional demeanor, and using data to support arguments. It advises against showing too much interest, suggests controlling the negotiation pace, and stresses the importance of not settling for a 50/50 split when better terms can be achieved.
New DistributionHow Distributors Can Promote New Products at the Terminal
Terminals, distributors, and consumers are not short of new products, but for distributors, a successful new product means a new profit source. However, the survival rate of new products is less than 15%, and in the FMCG industry, it is as low as 5%. This article uses the example of Boss Hu, a distributor in Changsha, to explain how to design an effective new product launch plan and find the connection point between the new product and the terminal, thereby improving the survival rate of new products.
New DistributionHow to Rationally View Centralized Display of Products in KA Stores?
A case study of a salesperson struggling with centralized display issues for chocolate products in KA stores, followed by rational strategies for suppliers to address display challenges and persuade retailers.
New DistributionWhat Does the Future of Marketing Look Like?
Just like marketing strategies, the overall strategies of enterprises are facing increasingly severe challenges. In the 1990s, a product could sell well for 5 to 10 years, but in the 21st century, the product life cycle has been rapidly compressed. The Internet era demands higher marketing efficiency, precision, and investment returns, requiring companies to integrate technology into their marketing efforts.
New DistributionThe Quotation: The First Hurdle to Entering a Key Account
For suppliers hoping to cooperate with hypermarkets, providing a high-level quotation is essential. For hypermarket buyers, selecting suitable partners and brands from numerous suppliers is not easy, and the quotation often serves as the first threshold. Through the quotation, buyers can predict the product's market competitiveness and assess the supplier's strength and management level.
New DistributionManagement of County-Level Distributor Salesmen in Rural Areas
This article provides practical tips for county-level FMCG distributors on managing salesmen who visit rural retail stores, covering pre-trip preparation, store visits, handling common objections, and sales techniques.
New DistributionHow Distributors Can Excel in Their Home Terminal Market (Part 2)
This article provides practical guidance for FMCG distributors on improving terminal market performance, covering professional sales techniques for handling customer objections, daily work processes for pre-sales representatives, and tips for launching and managing a pre-sales system.
魏庆How Distributors Can Excel in Terminal Markets in Their Own Backyard (Part 1)
This article discusses the significance of terminal sales for distributors, emphasizing that terminal markets are where actual sales occur and are crucial for competitive advantage. It also introduces three business operation modes for terminal control: vehicle sales, telephone visits, and pre-sales, along with the establishment of a pre-sales system, including employee training and professional sales techniques such as product display and inventory management.
魏庆Products Placed but Not Moving? Here's How to Make Distribution Effective!
For many distributors, product distribution can be done quickly, but market activation after distribution is slow. Once products don't sell, it leaves a bad impression on retail stores, affecting long-term relationships and making it difficult to distribute new products in the future. The most direct and important indicator of a distributor's performance is terminal sell-through after distribution.
New DistributionThe Business Essence of Distribution: Channel Division and Terminal Victory
Distributors often face difficulties in finding products, sometimes resorting to non-commercial means, because they lack unique core competencies in cooperation. The business essence of distribution lies in channel division and terminal victory, where good channel relationships and category leadership are key to gaining bargaining power and success.
New DistributionDistribution: The Fundamental Skill for FMCG Professionals
Distribution is the fundamental skill in the FMCG industry. To achieve low-cost and effective distribution, distributors must prepare thoroughly, standardize the process, and pay attention to details.
New DistributionThe Consumer Psychology of KA Stores
This article reveals the psychological tactics used by supermarkets and hypermarkets to influence consumer behavior, such as product placement, pricing strategies, and sensory marketing, and offers tips for shoppers to make smarter purchases.
New DistributionThe Economics Behind Product Display: Purchase Hints
This article explores the science of product display in retail, explaining how strategic placement can boost sales by leveraging consumer psychology, such as the 'beer and diapers' phenomenon and color-based displays.
文/乐琰New Product Launch: Eight Strategies for Fast and Effective Distribution
Speed is crucial in distribution, but rushing without a clear plan can lead to problems. This article outlines eight strategies for distributors to achieve rapid and effective product distribution, from prioritizing easy wins to leveraging existing strengths and building team momentum.
New DistributionHow to Optimize In-Store Display for New Products in Hypermarkets?
According to consumer behavior research, product display is a critical factor influencing purchases, as 70% of buying decisions are made in-store. For new products, effective display is essential to increase visibility and stimulate impulse purchases, which account for an average of 11.4% of in-store spending.
New DistributionWei Qing: The Morning Meeting Model for Terminal Sales Staff
This article discusses the management of terminal sales personnel (retail store sales reps) in the FMCG industry, focusing on the challenges of supervising them and the importance of effective morning meetings. It provides a nine-step morning meeting model designed to improve monitoring, motivation, and performance.
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