广东粤强酒业发文谈厂商关系：任何傲慢的管控、短视的盘剥都已不合时宜

Core Viewpoint - The article emphasizes the need for wine companies to shift their perspective on distributors, recognizing them as valuable partners rather than mere cost centers, to foster a sustainable and prosperous business ecosystem [1][2][3] Group 1: Current Industry Challenges - The wine industry is facing high inventory levels, price inversions, and slowing growth, leading to strained relationships between manufacturers and distributors [1] - Some wine companies are pressuring distributors to take on excess inventory, sacrificing their profits for the sake of the manufacturers' performance [1][2] - The traditional view of distributors as "subordinates" or "inventory movers" is detrimental, as it undermines the collaborative nature of the relationship [1][3] Group 2: Importance of Distributor Relationships - Many wine companies still operate under a "zero-sum game" mentality, believing that if distributors profit, the manufacturers' profits will decrease [2] - Distributors are losing at least 10% of their profits to manufacturers, leading to decreased loyalty and market vitality [2] - Recognizing distributors as "value partners" rather than "cost centers" is crucial for long-term success [2] Group 3: Recommendations for Improvement - Wine companies should transition their assessment of distributors from focusing solely on payment amounts to considering actual sales performance and market cultivation [2] - A shift in mindset is necessary to abandon the illusion of "inventory-based" growth and to ensure that distributors earn reasonable profits [2][3] - Implementing digital tools for transparent data sharing on inventory and sales can enhance collaboration and operational integration between manufacturers and distributors [3] - Establishing joint ventures with core distributors and involving regional small distributors can amplify the value of manufacturer-distributor cooperation [3]