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.
Related research and analysis
2996 articles · Page 124 of 125
Can Online FMCG Really Eat Offline?
This article compares the cost structures of online (JD.com) and offline (Suning, supermarkets) retail for FMCG products, concluding that offline is more efficient for high-turnover items like FMCG, while online has advantages for long-tail products. It suggests that a hybrid model combining online and offline could be the future of retail.
张陈勇KA Store Practical Operations Training Manual (II)
This article provides a practical training manual for dealing with Key Accounts (KA) in the FMCG industry, covering contract negotiation, comparison of major KA chains, operational models, cost categories, and negotiation techniques.
周广军Year-End Promotions: Three Display Tactics to Create a Golden Stack in Supermarkets
As the Spring Festival approaches, supermarkets intensify promotional activities, and product stacks become crucial for brand display and sales. This article offers three key tactics for creating effective 'golden stacks'—optimal placement, attractive shape and decoration, and strong promotional messaging—to help liquor distributors maximize their investment.
师顺宽2015 Supermarket Spring Festival Stocking and Marketing Strategy
With over a month to go before the 2015 Spring Festival, preparations for the sales peak are underway. The first step is to set the Spring Festival marketing theme, progressing layer by layer, from creating the festive atmosphere to focusing on non-food items, fresh food, and then packaged food, culminating in a clearance sale. The second step involves stocking up and managing returns, while the third step focuses on group buying.
New DistributionKA Store Practical Operation Training Manual (Part 1)
Since international hypermarkets entered China in the mid-1990s, the KA channel has become one of the main sales channels in the FMCG industry, accounting for 25-50% of market share. However, many companies, both well-known and ordinary, face numerous problems in store operations, often feeling that 'doing stores is suicide, not doing stores is waiting to die.' This manual explains the basic concepts, classifications, and professional terminology of KA stores to help newcomers become proficient.
周广军What Skills Do Frontline Sales Personnel (Including Frontline Supervisors) Need?
A reminder: click the blue text above to follow "FMCG Distributor Professional Consulting" for more insights on marketing and distributor internal management. Someone told me to just give salespeople a set of "rules" and let them do it themselves, why bother so much? I couldn't explain it to him, nor did I want to. In fact, they are right, but their thinking stems from the management mindset of large enterprises with formalized and mature markets. For many small and medium-sized enterprises, this approach of immediately implementing institutional reform and process optimization is clearly unworkable. After a period of operation, it turned out that my judgment was basically correct.
蒋军Six Strategies to Stabilize Terminal Price System
This article discusses the instability in the terminal price system faced by FMCG distributors, highlighting its manifestations and causes, and proposes six strategies to stabilize it, including proactive promotions, enhancing distributor awareness, and effective channel management.
张力明A Comprehensive Plan for Supermarket Spring Festival Stocking and Marketing Strategies in 2015
This article provides a comprehensive plan for supermarkets to prepare for the Spring Festival, including determining marketing themes in stages, stocking strategies, and handling returns and group purchases. It emphasizes the importance of timing and layering promotions to maximize sales.
New DistributionHow Should Distributors Handle Supermarket Return and Exchange Requests?
A food distributor seeks advice on dealing with supermarkets' strict return policies for products older than three months. The response suggests proactive prevention and process control, including analyzing store sales data, adjusting performance metrics for sales staff, reviewing orders for anomalies, and negotiating return terms in contracts.
卜凡Regional Manager Market Operation Skills Essential Manual Series Part 2
This chapter focuses on regional market survey and inventory, emphasizing the importance of knowing yourself and your competitors. It provides methods to estimate market capacity, analyze competitor sales, identify main consumption venues, and understand product structures, among other key indicators.
方刚The Unstoppable Sales Vanguard: A Breakdown of 42 Actions in the Professional Store Visit Process
This article details the 42 specific actions that make up a professional store visit process for FMCG sales representatives, from preparation and self-introduction to in-store observation, shelf management, presenting objectives, and administrative follow-up. It emphasizes the importance of disciplined execution of these basic actions to achieve sales success and outperform competitors.
New Distribution10-Year E-commerce Review: The Next Hotspot Will Come from FMCG!
This article reviews the past 10 years of e-commerce in China, highlighting the winners and losers, the reasons behind the industry's consolidation, and the changing interests of investors. It argues that the next hotspot will come from fast-moving consumer goods (FMCG) due to changing consumer demographics and the need for e-commerce platforms to retain customers.
New DistributionNine Disciplines to Break Through Your Sales Bottleneck
With over a decade of sales management experience in the FMCG industry, the author emphasizes that breaking through sales bottlenecks requires mastering nine key disciplines, including market planning, product coverage, channel construction, terminal performance, competitive information analysis, distributor service and management, team execution, career planning, and continuous learning.
朱丹蓬Strategies and Techniques for Beverage Companies to Develop the Foodservice Channel
This article discusses the importance of the foodservice channel for beverage brands, offering strategies for distribution, shelf placement, and consumer engagement to drive sales and brand loyalty.
李庆华Sales Manager's 30 Tactics to Counter Buyer Negotiation Techniques
As a sales manager, you face procurement negotiations daily, and buyers are trained to use specific tactics. This article provides 30 counter-strategies to help sales managers recognize and respond to these common buyer tricks, ensuring more favorable outcomes.
New Distribution10 Pitfalls and 55 Questions in Traditional Enterprises' Transition to E-commerce
This article outlines ten common pitfalls that traditional enterprises face when transitioning to e-commerce, including rigid thinking, outdated teams, inflexible products, aging channels, shifting customer loyalty, cross-industry competition, unclear business models, misallocated funds, harmful training companies, and misleading media. It emphasizes the need for innovation, adaptability, and independent thinking.
陈菜根Traditional Enterprise Transformation to E-commerce is a False Proposition
Traditional enterprises transforming to e-commerce is a false proposition; e-commerce will not save a decaying traditional enterprise but may accelerate its demise. The key lies in business democratization and innovation, not merely adopting internet tools.
陈菜根Nine Pre-Promotion Preparations for Retail Promotions, Ready to Use
Retail promotions play a key role in modern market competition, and systematic promotional activities can quickly boost product awareness and influence surrounding layout and sales. This article outlines nine essential pre-promotion preparations for distributors, from application approval to final confirmation.
New DistributionHow to Do Display in Hypermarkets? (Data Analysis)
On average, 70% of purchase decisions are made in-store, and younger customers are more likely to make impulse purchases. Additionally, consumers spend 11.4% more than planned due to in-store displays, highlighting the critical role of effective product display in driving sales.
OwenChenFour Strategies for Integrated Channel Planning: A Must-Read for Food and Beverage Manufacturers!
Rapid economic development has transformed China's distribution channels, creating one of the most complex retail environments in the world. To achieve breakthrough growth, companies and distributors must not only understand the characteristics of each channel but also learn how to plan their channel layout comprehensively. Currently, manufacturers often face four key problems: single-channel structures, fragmented operations, disconnected interests, and extensive management. This article offers four solutions: diversifying channels, linking channels, building alliances, and refining management.
张戟Don't Pretend to Know What You Don't: Don't Mistake E-commerce for Micro-marketing!
This article clarifies the distinction between e-commerce and micro-marketing (WeChat/Weibo-based social selling), arguing that they operate on fundamentally different human behaviors: shopping versus socializing. It warns that applying e-commerce strategies to micro-marketing will fail, and suggests that micro-marketing, when combined with trust management, could offer a viable path for small sellers.
涛哥Understanding Mall Deduction Point Calculation
This article explains how to calculate mall deduction points (扣点) for promotional activities like "spend 100 get 50" coupons, including formulas for determining the mall's commission, supplier settlement, and profit margins, with examples for different scenarios.
New DistributionWeChat 6.0 Launches Native Card and Coupon System, Finally Closing the Loop for WeChat's O2O Ecosystem
On September 30, WeChat released version 6.0, a major update featuring micro-video and a native card and coupon system. This system is a crucial capability for WeChat's commercialization, opening up O2O possibilities for struggling department stores and offline retailers. Merchants can apply for the 'Card Wallet' feature through their official account backend and use it via the WeChat public platform or open APIs.
沈禄政Examples of Supermarket Fees and Negotiation Techniques
This article lists various fees charged by supermarkets such as entry fees, end-cap fees, pallet display fees, DM fees, festival fees, anniversary fees, year-end rebates, payment terms, gross margin compensation, and spoilage compensation for fresh products. It provides specific fee examples from major retailers like Trust-Mart, Metro, Walmart, and Ito-Yokado, and offers negotiation tips for suppliers.
New Distribution