NEW DISTRIBUTION RESEARCH TOPIC
How is instant retail changing stores, platforms, and supply chains?
Coverage of flash warehouses, front warehouses, discount stores, supermarket transformation, and local commerce platforms in China.
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2996 articles · Page 119 of 125
Reflections on the Yishang Model from the B2B E-commerce Study Tour
On April 25-26, 2016, our platform organized over 130 distributor friends to visit and study the Yishang model in Yantai, where they were warmly received by General Manager Liu Zhongmin, who patiently answered their questions. After six years of exploration, Yantai Yishang Logistics has developed a new model that effectively responds to the impact of the internet. Based on warehousing and logistics, the Yishang model integrates B2B and B2C e-commerce platforms to create a closed loop for FMCG warehousing, logistics, and sales, saving costs for manufacturers and distributors and effectively countering the impact of the internet wave on traditional consumer goods.
益商Is the Opportunity for Distribution E-commerce Here? Insights from Yantai Yishang Logistics
A recent visit to Yantai Yishang in Yantai excited me. Unlike previous e-commerce that conquered commerce with internet, Yishang is a commercial player using the internet to solve previously unsolvable problems, reshaping China's fragmented commercial system without burning cash or gimmicks, offering real value. Since Taobao's rise, distributors have felt threatened by disintermediation, but with nearly 30 trillion yuan in retail, e-commerce only accounts for 10%, leaving traditional channels dominant. After visiting Yantai Wanshanggou, I believe the time for distribution e-commerce has come.
刘春雄Even if you are Master Kong! Without product innovation, you are doomed!
Uni-President and Master Kong have been engaged in a prolonged price war. Ultimately, consumption upgrading helped Uni-President turn the tables with its rapid innovation capability.
New DistributionLift, Cut, Stick, Move, Arrange, Stuff: Standard Actions for Beverage Display in Mom-and-Pop Stores
Every March and April, major beverage manufacturers launch their annual water war, and the daily basics for every frontline sales rep are to push inventory into stores, stock shelves, and fill coolers. But there's real skill in how to do this. The author summarizes six standard actions for terminal operations: lift, cut, stick, move, arrange, and stuff. These six words help sales reps know what to do and how to do it at the store level. Lift: as the name suggests, it means pulling our products out of the small store's warehouse, but where to lift them to? That's where the skill lies.
赵波I'm Not Polishing Shoes, I'm Polishing Dreams! ---- A Story That Moved Countless People! A Viral Article!
A story about a young shoe polish salesgirl who kneels to polish strangers' shoes, inspiring us to pursue our dreams with confidence and passion. Her motto: 'I'm not polishing shoes, I'm polishing dreams!'
New DistributionInstant Noodles at 30 Yuan and Toothpaste at 65 Yuan: Can 'Luxury' FMCG Products Win Over Consumers?
Instant noodles selling for 30 yuan and toothpaste for 65 yuan are examples of FMCG brands venturing into the high-end market. While some consumers are willing to pay for premium packaging and perceived quality, others question the value, and experts warn that high prices must be justified by genuine product quality and consumer demand.
孙杰 樊一婧Terminal Visits: Three Steps to Quickly Build Trust with Small Stores!
To build trust with small store owners, salespeople should first make themselves memorable by dressing neatly, avoiding long pitches, and helping out in the store. Then, they should learn about the customer's personnel, products, and customer flow to understand their needs. Finally, they must earn trust through sincerity, professionalism, considering the customer's interests, knowing when to refuse unreasonable requests, keeping promises, and showing loyalty.
New DistributionDeconstructing 'Retail Link': What If Sister Yang Were Jack Ma?
Alibaba's B2B division is aggressively promoting 'City Partners' to sign up small urban shops for its new procurement platform, Retail Link. This initiative could become a breakthrough for Alibaba to expand into offline实体经济, leveraging data, logistics, and financial services to create a vast network of mom-and-pop stores.
杨阳Distributed E-commerce vs. Centralized E-commerce: If You Can't Disrupt Me, I'll Disrupt You!
The rise of B2B e-commerce is transforming the FMCG distribution industry. Centralized e-commerce platforms like JD.com claim they will bypass distributors and directly supply retail terminals, becoming national general agents. However, this article argues that e-commerce cannot replace traditional distributors; instead, distributors will revolutionize the industry. Traditional distributors' operations are repetitive, labor-intensive, and inefficient, making change inevitable, but centralized e-commerce lacks the ability to integrate both ends of the supply chain and will be disrupted by distributed e-commerce, which leverages local distributors' resources and mobile internet technology.
王焕之 张宇The Midlife Crisis of Retail
The decline in retail has been evident since around 2011, though not initially obvious, but has accelerated in recent years, with some small retailers reaching the end by 2015. Many companies are desperately adding online components like websites, apps, official accounts, and micro-malls, but fail to sustain them. With rapid economic growth over the past 20 years, physical retailers, especially supermarkets and electronics chains, experienced wild growth, becoming regional 'commercial warlords' and going public, but their recent performance has been deteriorating.
New DistributionNo Burning Money, No Price Chaos, No Subsidies, No Hijacking: B2B E-commerce That Fails the 'Four No's' Has the Wrong Logic
At the 2016 Chengdu Spring Sugar Fair, B2B e-commerce was extremely hot, and forums that didn't discuss B2B felt embarrassed. However, to my surprise, most B2B e-commerce logic was wrong. Clearly, many were influenced by C2C e-commerce or O2O, transplanting C-end thinking onto the B-end, which is a terrible thing. One is the logic of 'Internet +', the other is '+ Internet'. Many people can't tell the difference, or even think it's unnecessary, or consider it a word game, which is scary. Even Professor Xu Xiaonian, who has been critical of the Internet, recently emphasized that the new trend is not 'Internet +' but '+ Internet'.
刘春雄Want to Increase Your Product's Average Transaction Value in Supermarkets? Then You Must Look at These 14 Charts!
This article is reprinted from KA Internal Reference. Most stores aim to establish a low-price image to attract customers, but how can they do so without resorting to overall low pricing? The goal is to strengthen the price image while ensuring a higher average transaction value and profit margin, subtly increasing customers' shopping basket size. Key points include group purchase items, bulk discounts, volume displays, impulse displays, themed displays, decorative displays, cross-merchandising, and holiday displays.
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Instant 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Feature | Why Are Community Stores Suddenly on the Radar of Alibaba and JD?
In October last year, Alibaba launched a pilot of its City Partner program in several cities across Zhejiang, Jiangsu, and Anhui provinces, recruiting city partners to provide community retail stores with supply and delivery services. Around the same time, JD launched a similar business model called New通路 (New Channel), making it the group's top priority project for 2016. Why have these small, often overlooked retail stores suddenly become the primary target for the two internet giants in the new year? At 10 p.m., Ke Lei, who had been out all day, returned home...
张怡Community 001's Comeback with Mengniu Backing Not Viewed Favorably
O2O company Community 001, which faced funding issues and employee protests last year, is reportedly being taken over by Mengniu Group. Industry insiders are skeptical, suggesting it may become a distribution channel rather than an O2O platform.
邵蓝洁Blood, Tears, and the Price of Not Mastering the Retail Game: Dealers Who Don't Learn Deserve No Sympathy
A TV reporter in Northeast China called to ask about a dispute where dozens of suppliers sat outside a foreign-owned hypermarket, protesting unpaid debts and clashing with security. I said the suppliers are pitiful, but the pitiful often have their hateful aspects—because they entered into cooperation with the store without understanding it, and they refuse to learn.
黄静Distributed E-commerce vs. JD-style E-commerce: Which is the Future of B2B E-commerce?
The article compares JD's centralized B2B e-commerce model with the distributed model represented by Piduoduo, analyzing their respective advantages and disadvantages in terms of terminal experience, operational costs, and efficiency. It concludes that distributed e-commerce, which leverages existing distributors, may achieve lower costs and higher efficiency than JD's approach.
张宇How Far Can the Convenience Store Model, Widely Favored by the Industry, Go in China?
At the end of 2015, the domestic retail industry was optimistic about the development of small formats, especially with China Resources launching Tesco Express convenience stores. However, in early 2016, two news events raised doubts: the departure of China Resources CEO Hong Jie and a People's Daily article about Taiwan's convenience stores facing a 'midlife crisis.' This article analyzes the current state of the convenience store industry in mainland China, arguing that it is still in its infancy with vast market potential, and that the so-called crisis in Taiwan does not apply to the mainland.
New DistributionPan Wenfu: 14 Days with You "Starting a Store from Scratch" - Basic Strategies for Answering Customer Questions
In the communication between sales staff and customers, various questions from customers are often encountered, such as product quality, product usage, price, promotional policies, after-sales service, etc. Even if the sales staff respond quickly, have a positive attitude, and provide comprehensive explanations (at least they think so), the results may not always be good. Some customers are not satisfied with the explanations given by the sales staff, which clearly does not dispel their doubts, and may even lead to other issues. From the perspective of the sales staff, when customers ask questions, they have already responded quickly and actively explained, and the content of the explanations is in accordance with regulations. They have said everything they should say, but if the customer still cannot accept it, then there is nothing they can do.
潘文富What Kind of Salesperson Do Supermarket Buyers Like Most?
Manufacturers and suppliers, especially in FMCG, must deal with supermarkets and hypermarkets. Salespeople need to sell themselves before selling products. Buyers prefer salespeople who are highly trustworthy, professional, well-organized, methodical, and able to build personal rapport.
New Distribution“De-intermediation” Targets Second-Tier Distributors: Will B2B E-commerce Really Kill Them Off?
In the past, the phrase “second-tier distributors will die” referred to their gradual elimination with the times—a natural death. Now, B2B e-commerce aims to kill them off, claiming to replace them. Can B2B e-commerce fully replace second-tier distributors?
张宇365 Reading Alliance | Pan Wenfu: 14 Days with "Starting a Store from Scratch"
To sign up, reply "读书" to the WeChat official account "365商学院" after clicking the title above. This article introduces the book "Starting a Store from Scratch" and the 14-day reading event led by author Pan Wenfu, covering store operations and personnel management, with free participation and rewards.
周行Want a Monthly Salary of 30,000? Ask Yourself What You're Doing in the 2 Hours Before Bed!
For most people, the routine is: get off work around 6 PM, fall asleep around midnight, leaving about 6 hours of waking time after work. After accounting for commuting, chores, and personal care, about 2 hours remain. Your lifetime achievements may hinge on these 2 hours. What are you doing with them?
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